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Behind the Scenes
GE Americom Powers Department of Defense Communications Infrastructure with Satellite Links
 Over the course of GE Americom's 25+ years of operation, the leading satellite services provider has met the global communications needs of a wide range of customers, including key names like ABC Radio Networks, AT&T Alascom, British Telecom and NBC. Yet, in addition to these top commercial entities, Americom has also developed long-term relationships with several governmental units, most notably the U.S. Department of Defense (DoD). Orlando G. Skelton, Vice President of Enterprise Solutions stated, "Our Government Business Segment is a significant and growing part of our business and we are in the process of allocating more resources to expand our presence and relationships in this specialized niche."
In an effort to maintain these integral relationships, GE Americom is a sustaining member of the Armed Forces Communications and Electronics Association (AFCEA). Formed in 1946, AFCEA provides a forum for government and industry leaders to exchange ideas, discuss current issues and identify future requirements in communications, electronics, intelligence and information systems. Local chapters across the country host monthly meetings, in addition to special conferences held throughout the year.
"Through AFCEA-sponsored events, I have the opportunity to meet regularly with many customers, as well as build relationships with key integrators like Harris, TRW and Boeing," explains Ran Frazier, account manager, GE Americom. "I often receive follow-up calls after these meetings from companies working on a government project that may require a communications link."
 Whereas direct business with the DoD is limited, GE Americom currently maintains relationships with large government sub-contractors such as MCI Worldcom and AT&T, who turn to Americom to fulfill satellite requirements. The Defense Information Systems Agency (DISA), an organization responsible for establishing and maintaining the U.S. Armed Forces' national communications infrastructure, contracts out communications systems like the Defense Information Systems Network (DISN). AT&T provides fiber and cable to support this terrestrial systems network, yet utilizes Americom as a primary satellite resource.
For example, when a military unit requires service between the U.S. and Pacific Region, DISA contacts MCI, who turns to GE Americom for satellite-based telecommunication solutions. The two companies recently worked together to provide service on GE's newest fleet addition over Asia, GE-1A, to support U.S. forces with intra-Korean satellite communications.
Frazier adds, "While Americom is providing a service indirectly to the government, in essence, it's a commercial agreement because we're working through MCI Worldcom. A lot of business relationships are fostered in a social environment, yet it's very difficult to build a direct working relationship with a government contracting officer because social contact is prohibited. Therefore, the inherent value of conducing government business through a commercial carrier is immeasurable."
Not all Americom links to the government are provided through third-party carriers, however. With TROJAN, a U.S. Army Intelligence network dedicated to worldwide information exchange, all data gathered in a tactical environment is transmitted back to the organization's Ft. Belvoir, Va., headquarters via Americom-provided satellite links. These include real-life military crises and joint military exercises with allies like Norway and Thailand.
Americom provides end-to-end project management - often under extremely tight deadlines - to keep TROJAN's communications up and running. Americom has received multiple quality awards for its work with the TROJAN program.
"We've received nothing but high praise for our direct and indirect involvement with the Department of Defense," concludes Frazier. "This recognition can be attributed to the reliability of our international satellite fleet, top-notch project resolution and, more importantly, the working relationships and close attention to detail we maintain each day - from the top down. GE Americom has an excellent record, in terms of quality, customer satisfaction and service reliability." 
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