INDUSTRY INTERVIEW: Verizon Wireless
Michael Maiorana
Vice President
National Government Sales and Operations
Verizon Wireless
With more than 15 years of experience in the wireless arena, Michael Maiorana leads the national government sales and operations team and is widely recognized for developing and strategically growing this dynamic organization within the company. Verizon Wireless is dedicated to partnering with government and industry leaders to provide enterprise solutions that meet the challenges of evolving requirements and threats.
Q: Please describe Verizon Wireless’ data solution offerings for government and military.
A: Wireless Internet access, wireless communications and wireless collaboration are critical to helping government and DoD customers run their operations effectively and efficiently, which is where we come in. We offer complete, packaged wireless data solutions designed to meet the specific needs of government agencies and military operations, including VZEmail, which provides the necessary tools to streamline communications and share information—in the office, in the field or remotely.
VZAccess solutions allow access to the nation’s largest highspeed wireless broadband network in more than 181 major metropolitan areas by simply sliding a PC card into a laptop. That means your organization has access to the Internet—including intranets and important data—anywhere in the VZAccess data network. We also offer a suite of other solution sets geared specifically to the distinct needs of the government enterprise, including continuity of operations offerings, fleet administrator vehicle management systems, and wireless priority service, as well as secure voice and data products and services.
Q: What differentiates your company from your competitors for these customers?
A: Government customers choose us and stay with us because we have the nation’s most reliable wireless and broadband network. Verizon Wireless has invested $30 billion in the last six years—$5 billion on average every year since the company was formed—to increase the coverage and capacity of its national network and to add new services. Our flexible, innovative approach ensures scalable solutions that are geared to meeting evolving requirements. In addition, our dedicated Federal Account Support Team provides excellent customer service and first-call resolution to customers. Our support teams understand the mission-critical nature of the government’s work and act with a sense of urgency and accountability to meet the unique demands of our customers.
Q: Where are your data solutions currently deployed?
A: Our solutions are currently deployed throughout every branch of the military and the Department of Defense as well as in most agencies of the federal government. We serve many state, local and educational organizations as well.
Q: Specifically, how has your company been able to prove its success in supporting the uniquely challenging requirements of government and military customers?
A: For example, the Navy wanted its intranet users to be truly mobile and more productive without any ad hoc connection costs. For starters, the Navy provided its mobile users who carried laptops with wireless PC cards that connected to the Verizon Wireless BroadbandAccess [EV-DO network. In some locations where there was no way to provide a wired connection, the Navy also deployed the wireless solution for desktop computers. Since security is a huge military concern, the solution also called for a VPN.
In addition, the Navy is just starting to use its 3G CDMA solution internationally with Vodafone PC cards. Our international plan with one service and two cards really made a difference in terms of ease of implementation. The project resulted in increased productivity for intranet users, major savings due to the elimination of the cost of Wi- Fi usage in hotels and hotspots, and extended coverage to displaced military in the wake of Hurricane Katrina. We have dedicated sales and support staff trained and focused on the unique requirement of our DoD customers, including all branches on the military.
Q: What contract vehicles are available for procuring your offerings?
A: Our DoD contracting vehicles include the Navy Fleet Industrial Supply Center-San Diego [FISC-SD]. Our services are also included on the Navy-Marine Corps Intranet [NMCI] program and the Army Information Technology, E-Commerce and Commercial Contracting Center-West [ITEC4-West] blanket purchase agreement for the Army, Air Force and Defense Telephone Service-Washington [DTSW].
In addition, we support all other federal agencies on our General Services Administration Federal Supply Schedule [GSA-FSS] and Federal Technology Services [GSA-FTS] Crossover, Federal Reserve Bank and U.S. Postal Service contracts. We also hold multiple contracts in the state and local government sector.
Q: What solutions are you working on to meet the evolving needs of the transforming force?
A: Hot off the press, so to speak, we will soon release a ruggedized phone designed with the military user in mind. It withstands the elements, performs in the roughest conditions, and meets MIL-Standards 810-F for water, dust and shock resistance. We also continue to expand coverage markets for broadband and international voice and data to support the needs of the force on the move. ♦
