When the house lights dim and a band takes the stage, the audience applauds the performances of the musicians. But no show goes on without the work of dozens or hundreds of behind-the-scenes players.

The world of federal contracting may be less glamorous, but it's just as layered. Systems integrators usually win the contracts, take charge of the projects and stand in the spotlight, but the companies that develop the technology the integrators use deserve just as much credit. Without them, there would be no show.

The technology firms, while operating largely behind the scenes, are critical to the success of projects, said Ray Bjorklund, senior vice president and chief knowledge officer at Federal Sources Inc.

"There's a very strong dependence on technology firms," he said. "Integrators typically aren't in the business of developing new technologies. They're certainly capable, but in their role as integrators, they work with their technology partners."

Although there is no way to include all or even most of the businesses that make the technologies federal agencies use, it's time for a few of them to take a bow.

Juniper's role broadens

When Science Applications International Corp. needed secure, scalable solutions for a Defense Department backbone network, the integrator selected Juniper Federal Systems, a division of Juniper Networks. The company provides just a portion of the technology required for the project, said Tom Kreidler, vice president of Juniper Federal Systems.

"We work both sides — we sell to integrators as well as to end users," Kreidler said. "We try to work up front in advance of the solicitation, the formal [request for proposals], and we try to choose our partners from the eight to 10 largest systems integrators."

The company prefers to partner early in the process and incorporate Juniper's secure, scalable network technology into the architecture of a project.

"Hopefully, we do that with one of the systems integrators, which of course completes the picture with a total solution," he said.

There are two ways to support a large integrator, Kreidler said. One is to adopt the role of a vendor or subcontractor, setting a price and defining terms and conditions. But Juniper prefers the role of integrator teammate.