Archive for November, 2010
Thursday, November 18th, 2010
 RALEIGH, NC – Hair clippings, cayenne pepper and raw eggs – these are just a few of the odd ingredients recommended to keep those pesky deer away from your backyard garden. But what about farmers who have hundreds of acres of Christmas trees to protect? North Carolina State University extension specialists have now found an effective, inexpensive alternative to available commercial products to keep the deer at bay.
The NC State researchers, led by Jeff Owen, a Christmas-tree production specialist, are exploring the use of inexpensive, inedible food byproducts – such as dried blood and egg powder – typically sold in bulk to the pet-food industry to be used for flavoring.
Less expensive repellents
These byproducts cost 85 to 90 percent less than their commercial counterparts, and are found to be just as effective. Using these repellents – which can be purchased locally in bulk – may provide tree farmers an early Christmas present.
“These products have an unappealing taste, but the decaying smell actually elicits a fear response in the deer and keeps them away from the crops,” Owen says. “We’re continuing to look at similar products – like liver powder and fishmeal – to see if they work the same way.”
Owen says that Christmas-tree farms in North Carolina have long dealt with deer who harm the trees by horning (thrashing market-sized trees with their antlers to mark territory) and browsing (eating the buds and shoots off young trees.)
Damage can be extensive
Not all Fraser fir growers contend with these problems, but where deer populations are high, deer can eat young trees down to a pencil-sized stem. Damage can be so extensive that growers have abandoned fields of young trees. Hard-pressed growers will use a combination of selective hunting, deer repellents and food plots to divert deer from their trees.
“We initially looked into the effectiveness and feasibility of using different fencing and commercial repellents to protect trees and crops from deer. Both are successful, but are extremely expensive,” Owen explains. “When you take the commercial deer repellent that you find at your local hardware store and use it on a farmwide basis, you see growers budgeting as much for deer repellents as most of their other pesticides.”
Commercial deer repellents are so costly that Christmas tree growers use them at half-strength to be able to afford using them at all.
NC State and the N.C. Christmas Tree Association provided support for the research.
Tags: Biotech, Christmas trees, deer repellents, NC State research
Posted in Carolinas, North Carolina, University Tech | Comments Off
Thursday, November 18th, 2010
 WASHINGTON, DC -The availability, speed and price of broadband services vary significantly between metro area and rural businesses, according to a study released today by the SBA Office of Advocacy.
The study, The Impact of Broadband Speed and Price on Small Business, found that when prices are held constant, rural small businesses get less service compared with metro small businesses. When services are held constant, rural small businesses pay higher prices than metro small businesses.
The Office of Advocacy was directed to conduct this study by Congress under the Broadband Data Improvement Act, Public Law 110-385 Section 105. The study surveyed small businesses to evaluate their options to broadband services.
“All small businesses must have access to fast and affordable broadband if they’re going to succeed in the global economy,” said Winslow Sargeant, Chief Counsel for Advocacy. “Today’s study shows that a lack of competition in broadband providers is having a negative impact on rural small businesses.”
The study finds that small businesses want both competition and choice in the broadband service market. They see competition as key to innovation, customer service, and lower prices. The survey data demonstrate that, in most cases, the small business Internet market does not provide this competition or choice to small businesses from or price perspective.
“Increasing access to affordable broadband Internet service will allow rural small businesses to tap into a market that was previously out of their reach,” said Senator Mary Landrieu, D-La., Chair of the Senate Committee on Small Business and Entrepreneurship.
“This study is an important first step in collecting data on what types of advanced telecommunications services are available to small businesses across the United States. We must continue implementing key provisions of the National Broadband Plan to ensure that small businesses, as well as small telecommunications providers, can remain competitive in our expanding global economy.”
The report also examined local service and pricing. A case study comparing the prices paid by small businesses and residential Internet consumers in Minnesota and Tennessee found that small business Internet customers pay two to three times more than what residential Internet customers pay for equivalent speeds, irrespective of the community under analysis.
A number of Southeastern states are using federal broadband development grants to address this problem, including North Carolina via MCNC.
The complete study is available at www.sba.gov/advo/research/rs373tot.pdf.
A research summary is available at www.sba.gov/advo/research/rs373.pdf.
The Office of Advocacy of the U.S. Small Business Administration (SBA) is an independent voice for small business within the federal government. The presidentially appointed Chief Counsel for Advocacy advances the views, concerns, and interests of small business before Congress, the White House, federal agencies, federal courts, and state policymakers. For more information, visit www.sba.gov/advo, or call (202) 205-6533.
Posted in Internet/New Media, Studies, surveys, reports | Comments Off
Wednesday, November 17th, 2010
 Elizabeth Johnson By Allan Maurer
RALEIGH, NC – Since 2005, more than 70 privacy and security requirements have been implemented at state and federal levels, it is estimated that more than 500 million records containing personal information have been implicated in data breaches, and the average cost of those breaches is more than $6 million.
Elizabeth Johnson, an attorney with Poyner Spruill, which recently launched a dedicated privacy and security practice, is among 100 Internet experts gathering in Raleigh today and tomorrow (Nov. 17-18) for the 2010 Internet Summit at the Raleigh Convention Center. We’ll be reporting live from the conference for the next two days.
Johnson, in a previous interview, tells us that it can be difficult for entrepreneurs starting a web centric company to get their heads around privacy and security concerns. For one thing, the web is a global entity and European countries require more things in a privacy notice than are currently required in the US.
“We try to help clients figure out a risk-based approach,” says Johnson. “It may not transform the way they do businesss, but they need to take into account the highest requirements of European law.”
Google execs convicted in Italy
It is no minor matter. Google executives were convicted of defamation in Italy for video content posted by a user on Google video. “It exasperates the problem when you see people successfully prosecuted, Johnson says.
In the US, reporting in major media such as the New York Times and the Wall Street Journal on advertisers tracking behavior online has drummed up considerable attention in Congress and among plaintiff attorneys, she notes.
“There’s all this press about it,” she says. “Three to five class action suits have been filed against companies using “flash” cookies, the ones that are persistant even when a user thinks their browser is set not to accept them, or they thought they had deleted. “Those are not just random cookies, but ones that have staying power beyond what a consumer might reasonably expect.”
“That type of thing, a class action suit, can derail your company if you have to defend it, even if it has no merit. It gets expensive and time consuming,” Johnson says.
What web entrepreneurs and business people need to do:
Have a good privacy notice that gives the user information about what is happening regarding privacy and security on the site so that it will be difficult for them to claim they were totally ignorant of it.
Ask themselves if there is anything about their technology that is arguably deceptive, unfair, or that a consumer would find objectionable?
Regarding security, Johnson warns, “There are a million things you have to do to keep a business going, and too often, security is an afterthought until you have a problem and realize what a big deal it really is.”
The Federal Trade Commission (FTC) has taken more than 25 actions alleging that inadequate information security constituted an unfair trade practice in violation of the FTC Act.
In these enforcement actions, the FTC has targeted corporations for failure to implement “reasonable and appropriate security measures” and requires in the subsequent consent orders that the organizations implement a comprehensive written information security program and submit to third-party assessments of that program every other year for the duration of the order (usually 20 years).
FTC vs. Twitter
A recent action against Twitter illustrates that having a defensible password security policy is a crucial security element. The FTC faulted Twitter for permitting “weak” administrative passwords — consisting of only common dictionary words written using all lowercase letters, and containing no numbers or symbols.
In addition, Twitter’s system failed to lock out users after multiple unsuccessful login attempts. Lack of reasonable safeguards allowed an automated password-guessing program to gain access to the Twitter system after thousands of login attempts. In a separate breach, a hacker who compromised a Twitter employee’s personal e-mail account was able to guess a Twitter administrative password because two similar passwords were stored in plain text within that employee’s e-mail.
The FTC cited storage of passwords in an e-mail account among the “unreasonable” practices Twitter employed.
Johnson suggests that even a quick conversation with a lawyer may help a company make decisions on privacy and security up front so they do not have to try to fix problems retroactively.
“Certainly, in setting up security, you should know what your legal requirements are,” she adds.
Posted in Uncategorized | 1 Comment »
Wednesday, November 17th, 2010
 BALTIMORE, MD – BioMarker Strategies Inc., a company developing automated tumor biopsy processing and testing, has raised $2 million equity, according to a regulatory filing. The offering is targeted at $2.4 million.
Founded in 2006, the company is housed at the Johns Hopkins Science and Technology Park. It previously raised more than $4 million from investors, including the Abell Foundation.
The company disclosed the raise in a filing with the U.S. Securities and Exchange Commission.
The company has also received $1 million of an Small Business Innovative Research (SBIR) grant worth up to $2.3 million. In addition, it has received grants from the Maryland Technology Development Corp., and Johnson & Johnson.
The company’s automated SnapPath live tumor cell testing system uses a comprehensive systems biology approach to enable ex vivo biomarker tests, known as a Functional Signaling Profile, to guide the development and use of targeted cancer therapeutics.
It says SnapPath will automate the processing, sample preparation and testing of biopsies from patients with solid tumor-based cancers, such as breast, colon, lung and pancreatic cancer.
Previously on TechJournal South: BioMarker lands $1.7M
Posted in Maryland, Money, Potomac | Comments Off
Wednesday, November 17th, 2010
By Brooks Adam
 Brooks Adams The Center of Innovation for Nanobiotechnology (COIN) will be a bronze-level sponsor for the upcoming NNI Nanotechnology Innovation Summit, December 8-10 in Washington DC. It wll also help raise the profile of North Carolina’s nearly 40 nanobiotech and about 50 nanotechnology related firms by bringing along their marketing materials even for those that cannot attend.
COIN is a non-profit that promotes commercialization of nanobiotechnology in North Carolina and beyond. COIN’s programs and services are designed to help accelerate innovation management and new product development.
The upcoming conference celebrates the 10th anniversary of the NNI, and is a gathering of the nation’s top Federal Agencies, Innovators and Investors at the National Nanotechnology Innovation Summit. The Nation’s top nanotech leaders will be showcasing their successes and discussing strategic insights into Nanotechnology challenges and opportunities
COIN will be going there to represent the North Carolina nanobiotech industry and forge relationships to grow the nanobiotech community. If you want our team to help raise the profile of your company because you cannot attend the Summit, please contact clare.valcore@nc-coin.org to help facilitate getting your materials there. Otherwise, please come by our booth and meet us, as we will be exhibiting. We hope to see many of you there. –
Tags: Biotech, Brooks Adams, COIN, DC, nanotechnology, NNI Nanotechnology Innovation Summit, North Carolina
Posted in Carolinas, Energy, Nanotech, North Carolina | Comments Off
Wednesday, November 17th, 2010
 Spending on IT in the financial markets sector will experience positive growth in 2011 as companies look to improve performance and comply with new regulations, predicts Ovum.
According to forecasts by the London-based independent technology analyst, spending on IT vendors by the sector will grow by 4.5 per cent in 2011. This is significant when compared to 2010 when overall spending on IT by financial markets companies grew by just 0.3 per cent and 2009, when there was a 4.2 per cent decline.
Daniel Mayo, Ovum analyst and author of the new report*, said that the growth will be driven by businesses striving to improve their performance and agility and a need to invest significantly in compliance and reporting systems.
He said: “The financial markets sector as a whole will be volatile in 2011, but this will not be detrimental to IT spending and will provide significant opportunities for vendors. Businesses will be looking for IT systems that ensure their front offices are performing as well as they can, while they will want to make their back offices more automated.
“They will also be investing heavily in systems that help them comply with the barrage of new regulations brought in since the global financial crisis.”
While all this will drive strong growth opportunities for vendors, according to Mayo, procurement departments will still be looking to drive down prices and decision making will be volatile as institutions freeze or delay projects in response to market changes.
He added: “Vendors also need to be aware that the Asia region will continue to grow in importance for IT spending in 2011 and investment will increasingly be directed to hubs there by enterprises. London and New York will remain the key hubs but banks will shift some of their power to the Asia region, which will become more and more influential as senior executives relocate there. For this reason, a credible presence in Asia will be critical for vendors in 2011.”
Tags: IT spending in financial markets 2011, London, Ovum, Report
Posted in IT, Studies, surveys, reports | Comments Off
Wednesday, November 17th, 2010
 Adam Smith RESEARCH TRIANGLE, NC – Adam Smith, vice president at Square 1 Bank and director of its early-stage banking arm Square Roots, spoke with Fast Company.com about what makes Raleigh-Durham’s startup scene unique.
Among the reasons Smith said the Raleigh-Durham Research Triangle area is good soil for planting startups, are:
A collaborative attitude: “The community–entrepreneurs, service providers, academia, big industry, non-profits–they really do rally around our startups,” he said.
He added that the area also has a strong infrastructure for startup support.
“When you think about a successful startup market, you always think about three things that market has to have: talent, technology and capital. I think we do really well on the first two and we’re coming along on the third,” he said. He elaborated, noting the region’s three major research universities, Research Triangle Park itself, and the presence of large tech firms such as IBM, Cisco, and GlaxoSmithKline.
Comparing the Triangle area to Silicon Valley, Smith noted, “It’s much easier for an entrepreneur with a family because of lower cost of living.”
Asked what types of startups do best in the area, he mentioned the growing electronic gaming hub that includes both large, successful firms such as Epic and the recently established gaming incubator, Joystick Labs.
On the Web based startup side he mentions a number of companies funded this year: Stat Sheet, Netsertive, ReverbNation, Zift, iContact, Sharefile.
Other firms getting a mention include Pocketgear, Red Hat, SciQuest, SAS, and Bandwidth.com.
For the full article see: Why you should start a company in Raleigh/Durham
Tags: Adam Smith, Cisco, Fast Company, GlaxoSmithKline, IBM, icontact, Netsertive, Raleigh/Durham, Research Triangle Park, ReverbNation, ShareFile, Square 1 Bank, Stat Sheet, Zift
Posted in Carolinas, Internet/New Media, IT, North Carolina | Comments Off
Tuesday, November 16th, 2010
 CHARLOTTE, NC – Tree.com, Inc. (Nasdaq: TREE), the parent company of LendingTree, has agreed to acquire Louisville, KY-based SurePoint Lending, the business name of First Residential Mortgage Network Inc. in a deal worth up to $23 million.
Tree.com will pay SurePoint shareholders an aggregate purchase price of $6 million in cash and contingent consideration up to an aggregate additional $17 million pursuant to earn out provisions over the next three years.
A LendingTree network lender for 11 years, SurePoint has originated more than $10 billion in closed loans since inception and was named the number one refinance lender on the LendingTree network in 2009. Headquartered in Louisville, SurePoint has nearly 500 employees, including more than 300 licensed loan officers, and operates branch locations in Nashville, TN, Tampa, FL, and Indianapolis, IN.
Tags: acquistion, Charlotte, KY, Louisville, NC, SurePoint Lending, tree.com
Posted in Acquisitions, Carolinas, Internet/New Media, IT, Kentucky, North Carolina, Other SE | Comments Off
Tuesday, November 16th, 2010
 DURHAM, NC - Zift Solutions, a SaaS company that increases channel sales by enabling channel partners to create and execute better marketing campaigns, has named Betsy Atkins, the CEO of Baja Ventures, executive chair.
Founded in 2006, Zift provides a channel marketing automation solution that allows clients to cost effectively enable their channel partners to deliver branded multi-channel marketing that includes online advertising, content syndication, SEO optimization, event management and e-mail marketing.
The company raised a $1.5 million A round from Southern Capitol Ventures and Kinetic Ventures in October.
Atkins is a veteran technology entrepreneur and public company board member, bringing more than 20 years of experience advising and directing global companies spanning multiple industries.
As CEO of Baja Ventures, the venture capital firm she established in 1994, Atkins has been noted for her technological insight and for investing in such companies as Yahoo!, and eBay. She most recently served as chairman and CEO of Clear Standards, which was acquired by SAP.
Atkins was a co-founder of Ascend Communications, Inc. and a member of its Board of Directors, and served as its worldwide sales, marketing and international executive vice president prior to its acquisition by Lucent Technologies in 1999. She currently serves on three public company boards (SunPower Corporation, Polycom and Chico’s), is an advisor to British Telecom, and formerly served on the NASDAQ Exchange board of directors.
“I’ve worked with many companies whose business is dependent on the success of their channel partners. When I saw how much more successful they could be by leveraging the Zift Solutions platform, I knew I wanted to get involved,” said Atkins.
Using the Zift platform, marketing content can be created once and used by all channel partners on demand. The channel partners gain easy access to the marketing programs, which are customized to reflect their unique branding. All partners can view their dashboard, which measures each marketing campaign’s effectiveness and provides other key metrics.
We profiled Zift shortly after its initial funding. See:
Zift Solutions: take the money and run to stay ahead of the pack
Tags: IT, Marketing, Zift Solutions names Betsy Atkins exec chair
Posted in Carolinas, Internet/New Media, IT, Marketing, North Carolina, People | Comments Off
Tuesday, November 16th, 2010
 NEW YORK – Verizon says 10 business technology trends will help companies further optimize their business in 2011.
From what I’ve seen covering technology this year, the company’s take on the emerging 2011 trends hit the mark squarely. Cloud computing, virtualization, localization, mobile, and video have not only carried the buzz most of the year, adoption and innovation in these areas is accelerating.
But Verizon’s list also hits on a few areas that may not be foremost in your mind just yet. What do you see as the top business technology trends for next year? Is Verizon covering most of the bases or are they missing something?
Here’s Verizon’s list of 10 top trends that will help move business forward in 2011:
- High IQ Networks Take Center Stage — These networks — which comprise ultra-wideband capacity, “super” data centers for the cloud and smart devices for anywhere, personalized applications — will become the springboard for a new decade of innovation. Businesses that have learned to do more with less over the past several years will increasingly harness the power of High IQ Networks for the most inventive, efficient and cost-effective platform for success. They will look to private, public and hybrid clouds for new delivery models and move to more industry-specific solutions to get the most for their money.
- Everything as a Service: a ‘Cloudy’ New Mindset — Building for peak capacity is yesterday’s way to manage IT resources. Today’s smart CIO uses only those resources required to power his or her business. Plus, with today’s new IT delivery model centered on the cloud, enterprises need not make large investments in capital equipment or additional IT resources. A smart business knows buying solutions “as a service” delivers better economics, faster time to market, and access to information and content sharing virtually anywhere in the world.
- Seeing Security Through — Developing and implementing a sound security plan is only the first step in protecting today’s distributed enterprise. Good security programs include constant monitoring and tweaking to safeguard an organization, and compliance with stringent government regulations. Once an afterthought, security today must be factored in at every step of the way when deploying new technology and protecting existing technology, whether it’s premises equipment, in the cloud solutions or end-user devices.
- Enterprise Apps Go Mobile — Smarter, more portable devices combined with fourth-generation wireless networks and an increased demand for workforce mobility and advanced mobile enterprise application platforms will make business apps more attractive and popular. A “thin-client” approach where applications are stored and delivered from the cloud is helping to make the business case progressive yet practical to “mobilize” applications beyond the desktop to become truly accessible, seamless and secure for today’s on-the-go workforce. More powerful devices, backed by huge libraries of applications and large developer communities will help businesses capitalize on LTE-based mobile broadband that offer mobile computing experiences we can only begin to imagine.
- Video, the New App Darling — Video will be among the most engaging business applications to take advantage of higher-capacity wireless networks for face-to face and face-to-machine interaction. Just as telepresence, high-definition desktop video units and Web-based video have become prevalent in business meetings; video will become an essential tool for workers everywhere. It will be used, for example, by doctors to view X-rays that were taken hundreds of miles away, or manufacturers calling on faraway experts to diagnose challenges on an assembly line. New business models will evolve to monetize digital content and deliver video across multiple screens, a development that is reshaping how we interact with video at work, home and on the go.
- Machine to Machine Cacophony Triggers Transformation — Beneath the service of all the cool apps we employ to engage with each other, a plethora of machines will continue to run in the background, initiating and responding automatically to the business at hand. It is estimated that more than 8 billion devices will be connected to the global Internet by 2014, leading “The Internet of Things” to surpass the number of people connected to the Net in the next four years.(1) Broken machines will call for service, inventory items that have been used up will automatically be replenished, and mobile devices with an IP address will be discoverable no matter where they are located at a given point in time. A proliferation of devices will make the world we live in more intuitive and efficient. For example, machines talking to machines will help to enable a smart-grid evolution and improve health care, specifically diagnosis and care.
- UC&C Becomes More Than a ‘Buzz Phrase’ — With the advent of cloud-based subscription models for advanced messaging, unified communications and collaboration, smaller businesses will find a way to adopt new technologies that speed their operations. Larger businesses will take advantage of professional consulting services to chart the best course to enterprise UC&C adoption on a global scale. As a younger working population demands “social collaboration,” companies need to deliver the business-grade tools to empower employees to be more responsive and engaged with each other and with customers.
- Farewell to IPv4 — According to ARIN (American Registry for Internet Numbers), fewer than 5.5 percent of IPv4 addresses remain. Organizations need to plan now to ensure that e-mail, Web and business applications will be accessible via both protocols once version 4 runs out. Global network service providers, private industry and the public sector will all need to work together to ensure that websites can be reached, and that the Internet supports business as usual during the transition to the next-generation Internet protocol, IPv6.
- Hello to Universal Identity — Imagine a virtual world where a user only requires one user name and password to access any website on the Internet or the corporate LAN. In 2011, many countries around the globe will begin to put in place the infrastructure required to make this a reality, which not only adds convenience but, more importantly, stronger security for every digital user, helping to offset a major reason for breaches today – the misuse of user names and passwords.
- Personalization Inspires Innovation — There will never be a better opportunity for CIOs to rethink the way they can deliver value for their businesses. The cloud, enhanced mobility ability and a hunger for new ways of working will inspire a more strategic approach to employing technology. IP networks will continue to enable new Web communities to market and support products and services. Crowd-sourcing will drive innovation and analytics will play an increasingly important role in helping businesses engage with their customers. Add to this an enthusiastic developer community, and one can envision an unlimited number of creative solutions inspired by and tailored to the individual.
Email TechJournalSouth Editor/writer Allan Maurer: Allan at TechJournalSouth dot com.
Tags: top tech trends for 2011, Verizon
Posted in Internet/New Media, IT, Viewpoint | Comments Off
Tuesday, November 16th, 2010
 Everyone is selling something, but in today’s difficult economic climate, not everyone is buying. The ultimate challenge for today’s salespeople is finding a way to get their piece (or pieces!) of the pie when companies have cut sales training and education budgets to the bone, and there is more competition than ever.
Authors Eric Taylor and David Riklan say not to worry. Despite today’s unique challenges, it is still possible to master the world selling.
“Every day every self-respecting salesperson is in the trenches, fighting for market share and trying to keep his existing client base,” says Eric Taylor, coauthor along with David Riklan of Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales (“Often, all it takes is one good idea to give you a competitive advantage and repay your investment many times over.”
Mastering the World of Selling presents hundreds of great ideas from the best people and organizations in the business—including Jeffrey Gitomer, Dale Carnegie Training, Zig Ziglar, the Napoleon Hill Foundation, and many, many more. The book helps companies and entrepreneurs overcome today’s major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world.
“To become a master salesperson, you must know the value of self-improvement and the importance of constantly building on your sales skills,” says Riklan. “Whether you are just starting your sales career today or have been closing complex sales transactions for decades, there is always room for improvement.”
Here’s a few samples from the book:
The Master: Dale Carnegie Training
Master of Selling Tip #1: Dig for sales opportunities. In today’s business environment, it is critical that sales professionals uncover sales opportunities rather than wait for leads or for customers to come to them. The best performers recognize that even if there is a lot currently in their sales pipeline, a regular percentage of their time must be focused on uncovering new sales opportunities. Here are four ways the sales masters at Dale Carnegie Training suggest for finding new opportunities:
- Create an opportunity chart. Many average salespeople assume their existing customers already know about everything they have to offer them. This belief is nonsense and actually opens them up to having their competitors walk into their accounts and service their clients’ additional needs. To address this issue, create a spreadsheet that has a list of your full range of products and services in the left column. On the top row list your existing accounts. Then simply fill in which products and services each client is using with an “A.” Place a “B” in empty boxes that represent good selling opportunities for clients. Then call your clients to discuss with them how you can help fill these need areas.
The Master: Jeffrey Gitomer
Master of Selling Tip #2: Know what it means to be a sales rock star. When you hear a boss talk about her best salesperson, she often refers to her as a “rock star.” It’s the highest praise a boss can give. Every salesperson aspires to be referred to in that manner, but very few make the grade. If you’re a rock star, it means (among other things):
- You have superior talent—you can play and sing.
- Your fans don’t just like you—they love you!
- You are respected by your peers.
- You have proven yourself over time with consistent quality.
- You know the business of rock and roll.
Most salespeople would like to think of themselves as sales rock stars, but they don’t display the talent to match the definition. Think about the best rock stars: Elvis, the Beatles, Tina Turner, Bruce Springsteen. These people (and lots more like them) achieved their status by putting in years of hard work. All of them love what they do. They wouldn’t trade their positions or situations for anything in the world. They rose from humble beginnings to stardom by taking advantage of their talent.
Remember, the love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieve it. Success just shows up from there. If you want to become a sales rock star, that’s great. If you want others to refer to you as a rock star, that’s greater.
The Masters: Zig Ziglar and Tom Ziglar
Master of Selling Tip #3: Sell with integrity. The number-one tool in your sales arsenal is integrity. Belief in your products or services is essential but not enough unless you build this belief on the foundation of integrity. No matter how much a prospect believes that you believe in your product, he will not do business with you if he does not trust you, and trust begins with integrity.
It works like this: Values determine behavior. Behavior determines reputation. Reputation determines advantages. In today’s sales world, you need every advantage you can get. Long-term sales success is absolutely dependent on your integrity. With integrity you do the right thing. Since you do the right thing, there is no guilt involved. With integrity you have nothing to fear because you have nothing to hide. You can talk to customers whom you sold to yesterday—you can talk to them tomorrow, next week, next year—because you know in your heart that they made the best deal, and that’s where the integrity comes in.
The Masters: Eric Taylor and David Riklan
Master of Selling Tip #4: Evaluate how you communicate. Unless you’re a hermit, living in a cave or under a rock, you’re communicating virtually every waking hour of every day. In sales, or in any activity, the level of your communication will often equate to the level of your success. It’s critical to assess the clarity, likeability, and effectiveness of your messages.
Consider all of the mediums your communication is now exposed to. You are speaking to prospects, clients, service providers, internal customers, tech support, and administrative assistants all day, every day. You are communicating face-to-face, over the phone, by e-mail, text messaging, and fax. Hopefully, you are using social media platforms like LinkedIn, Facebook, Twitter, YouTube, and more. And remember, it’s not just words. A look or a gesture “communicates” volumes.
It’s endless. And your ability to communicate effectively, with confidence, cuts both ways. The great challenge, and the tremendous opportunity, is that you express your personal brand to others 24/7/365. So how successfully do you communicate throughout every day? To help you evaluate, ask the people who are closest to you to appraise the effectiveness of your communication. Accept the feedback and evaluate what you are willing to change without compromising your self-beliefs.
From: Mastering the World of Selling: Wiley, 2010, ISBN: 978-0-470-61786-1, $19.95, www.masteringtheworld.com.
Tags: Dale Carnegie, Jeffrey Gitomer, Mastering the World of Selling, reviews, sales tips, Viewpoint, Zig Ziglar
Posted in Business advice, Marketing, Reviewed | Comments Off
Tuesday, November 16th, 2010
 WASHINGTON, DC – TechAmerica is calling upon the 111th Congress take concerted action in support of American innovation before adjourning for good.
The Association asked leaders on both sides of the aisle to cooperate to strengthen and extend the long-expired Federal Research and Development Tax Credit, pass several well-supported cybersecurity measures and delay a pending withholding requirement for government payments to contractors.
“This Congress still has the opportunity to help hone America’s competitive edge in the global innovation economy,” said TechAmerica President and CEO Phil Bond. “Consensus exists for swift passage of key cybersecurity measures critical to our national and economic security. Congress must delay the three percent withholding requirement for contractor payments until the implications for agencies and companies can be better understood. The R&D Credit is a jobs credit—an extension should be a no-brainer in a time of uncertain recovery.”
The 3 percent withholding requirement for contractors was passed in 2005 and is set to take effect Jan. 1 2012, and government agencies are already preparing for its implementation. Government agencies and contractors are already experiencing significant financial burdens as they prepare to comply. The Association joined a multi-industry coalition last week in advocating a minimum of a two-year delay while the withholding’s effects can be studied.
TechAmerica has long supported legislation improving federal information security through updates to the Federal Information Security Management Act, establishing national security and data breach notification policies, and elevating cybersecurity roles in the government.
The R&D tax credit applies only to research performed in the United States, R&D that results in new industries, new products, and new solutions to our toughest challenges even while creating many new jobs as nationwide at least 70 percent of R&D investments are spent directly on employment. Based on that figure, TechAmerica estimates that the lapse of the credit has placed at risk more than 100,000 well-paying jobs so far this year.
Tags: Congress urged to act, cybersecurity, DC, R&D tax credit, TechAmerica
Posted in Internet/New Media, IT, Potomac, Security, Viewpoint, Washington, DC | Comments Off
Tuesday, November 16th, 2010
 James G. Cullen, new chair of Neustar STERLING, VA – Neustar (NYSE:NSR), which operates authoritative databases for telephone numbers and area codes for the United States and Canada; DNS solutions that direct and manage traffic on the Internet; directories for Internet domains, has named James G. Cullen chair.
The company also CEO Lisa Hook to fill the Board seat vacated by Neustar’s Chairman Jeff Ganek, who founded Neustar in 1996. Hook should be well known to TechJournal South readers from her days as CEO of Vienna, VA-based SunRocket.
Cullen has served as a director of Neustar since 2005, and been lead director of the company since 2006. He retired in 2000 as President and Chief Operating Officer of Bell Atlantic Corporation (now Verizon), a position he had held since 1993.
Cullen is also a director, audit committee member and chairman of the compensation committee of Prudential Financial, Inc., non-executive Chairman of the Board of Agilent Technologies, Inc. and a director and chairman of the audit committee of Johnson & Johnson.
The company says that in addition to its addressing and policy management services, it is “building the entertainment industry’s digital content locker.”
Tags: James G. Cullen, Lisa Hook, Neustar, Sterling, VA
Posted in Internet/New Media, IT, People, Potomac, Virginia | Comments Off
Tuesday, November 16th, 2010
 MORRISVILLE, NC – Centice Corp., has received $1.22 million of a targeted $1.3 million equity raise from two investors, according to a regulatory filing.
The investment follows a $1.82 million equity raise in April. The company disclosed both financings in filings with the US Securities and Exchange Commission. SEC filings not infrequently lag actual closings of the full amounts of investments.
In 2009, Centice, a Duke University spinout founded in 2004, raised a $6.1 million C round with new investor Fulcrum Financial Group. Other backers include The Aurora Funds Inc., Russian-based S-Group Direct Investments, Innovation Ventures, Novak Biddle Venture Partners, and several individuals. The company raised about $18 million previously through equity and debt.
Centice says its PASS Rx technology is the first and only product that utilizes patented spectroscopy and machine vision sensor technologies to confirm the accuracy of a pharmacy’s dispensed solid dose medications in a matter of seconds. Pharmacy errors in dispensing drugs are all too common and cause as many as 7,000 deaths every year.
The problem is compounded by a national shortage of pharmacists, industry groups say.
Centice technologies have additional applicability beyond just the verification of solid medications in the pharmacy, and the company has plans to develop future products for solid drug identification, liquid medication verification and counterfeit drug detection.
Scott Albert, managing general partner of Centice investor The Aurora Funds, based in the Research Triangle Park, heads the firm as CEO and chair.
Previoulsy on TechJournal South:
Centice Wants to Stop Pharmacy Errors
Tags: Centice, drug verification device, Duke University, financing, Medical Device, Phama, Scott Albert, SEC, The Aurora Funds
Posted in Carolinas, Money, North Carolina | Comments Off
Tuesday, November 16th, 2010
 New Domininon Angels logo WARRENTON, VA – Virginia angel investor network New Dominion Angels has closed on $345,000 for its NDA Fund V, according to a regulatory filing.
New Dominion has funded startups such as, MSBX, OhMyGov Inc., and ROI2. It has about 37 members in Northern Virginia and Richmond.
C0-founder Mike McGinley, co-director of the Georgetown University Leadership Coaching Program, is the managing partner.
The group is active in other regional investor organizations, including, Dominion Resources, GreenTech Incubator, Richmond Venture Forum, Innovation Challenge, Angel Capital Association, Angelsoft and Charlottesville Venture Capital Association.
Tags: Angel Capital Association, angel fund, Angelsoft and Charlottesville Venture Capital Association, Dominion Resources, Georgetown University, GreenTech Incubator, Innovation Challenge, Mike McGinely, NDA Fund V, New Domininon Angels, Northern Virginia, Richmond, Richmond Venture Forum, SEC
Posted in Internet/New Media, IT, Money, Potomac, Virginia | Comments Off
Monday, November 15th, 2010
 BLACKSBURG, VA -Intrexon has closed on a $37.5 million mixed securities offering, according to a regulatory filing. The company’s D round attracted 65 investors. Intrexon is developing a cancer therapy that enhances the immune system.
In March, we reported that Intrexon had raised $17.4 million in its D round from 40 investors, according to a filing with the U.S. Securities and Exchange Commission. It disclosed the current financing amount in an amended filing with the SEC.
Intrexon raised the $25 million from two investors in December 2009, according to an SEC filing, which we reported here in January.
It raised $10 million in June last year and previously raised $25 million in 2007 for a total of $77 million plus.
New River Management funds, managed by Third Security, and NewVa Capital Partners have been the company’s primary investors.
Intrexon says its modular DNA control systems can enhance capabilities, improve safety and lower cost in human therapeutics, protein production, industrial enzymes and agbio.
Its most advanced immunomodulatory therapy is intended to control and enhance the immune-modulating performance of dendritic cells to treat solid tumor cancers.
It is also using its “UltraVector” system of modular DNA controls to enhance human protein production for therapeutic drugs.
It says its capabilities also represent “an unparalleled opportunity to develop protein production systems that can be embedded inside a patient’s body and then regulated through the dosing of our external small molecule activator.”
In September, the company bought the assets and operations of Avalon Pharmaceutical Inc., a subsidiary of Clinical Data Inc., and assumed the lease on its Germantown, MD bioassay facility.
The company’s headquarters is located at the Virginia Tech Corporate Research Center in Blacksburg, Virginia, which is also the primary site for its advanced transgene engineering operations. Intrexon has additional business and R&D operations located in Germantown, MD; San Francisco, CA; and Valley Forge, PA.
Tags: Biotech, Blacksburg, financing, immunotherapy, Intrexon, Pharma, VA
Posted in Money, Potomac, Virginia | Comments Off
Monday, November 15th, 2010
 HOMESTEAD, FL – City Labs Inc., developer of long life microelectronics NanoTritium batteries, has closed on a first round of financing in an undisclosed amount. Alex Aguila, founder of Alienware, LCS Ventures and other South Florida entrepreneurs led the round, the company says.
The company’s battery technology is unusual. City Labs’ Tritium batteries enable applications where battery replacement is difficult or impossible, and a source of continuous nanowatt/microwatt power for twenty years or more is crucial.
Applications include intelligence-gathering sensors, medical implants, space satellite and probe power sources, trickle charging lithium batteries, semi-passive and active RFIDs (radio frequency identification), subsea sensors and buoys, wireless dust mote networks and field sensors, smart munitions, memory backup and lower power processors
“At City Labs, we are partnering with investors who share our vision of bringing more high-tech research and development to South Florida, and we’re extremely pleased with our first group of esteemed investors,” said Peter Cabauy, co-founder and CEO of City Labs, Inc. “We are excited that with our first-to-market technology developed in South Florida, City Labs will provide customized long-lasting energy capabilities in a wide range of applications, to industries ranging from medical to military to aerospace.”
“City Labs has developed innovative clean technology that will essentially change the landscape of how energy sources are used and monitored,” says Aguila.
The City Labs battery is resistant to extreme temperature variance (-50 degrees C to +150 degrees C), as well as extreme vibration and altitude, due to the robust architecture of City Labs’ proprietary technology and the use of Tritium, a radioactive isotope of hydrogen. Tritium is the most benign of radioactive isotopes and is a clean technology already used as an illumination source for Exit signs commonly found in schools, theatres, commercial buildings and commercial aircraft.
Founded in 2005, the company was initially incubated at Florida International University.
We haven’t heard of any direct competitors to this particular technology. PC Mag.com included tritium batteries among its Ten Coolest Technologies You’ve Never Heard Of.
Tags: Alex Aguila, Alienware, City Labs, Florida International University, Homestead, LCS Ventures, NanoTritium battery, South Florida
Posted in Energy, Florida, Money, University Tech | 1 Comment »
Monday, November 15th, 2010
ATLANTA, GA – TechAmerica Georgia has received 85 nominations for the 2010 “Spirit of Endeavor” awards, given annually to recognized outstanding individuals and companies in the technology industry.
We think seeing the nominees is an annual look at who has good buzz in the Atlanta tech industry. You’ll see a lot of the same companies and people show up in different categories and notice that many previous nominees are not on this year’s lists.
This year TechAmerica Georgia has partnered with the Southeastern Software Association’s (SSA) which is launching its first annual “Impact” awards to recognize innovations in software products and solutions that have had a significant impact on business technology.
The 2010 “Spirit of Endeavor” and “Impact” honorees will be announced during a breakfast ceremony from 7:30 a.m. to 9:30 a.m., December 3, 2010, at the Georgia Tech Hotel and Conference Center.
“We have received an incredible group of nominees for the 2010 “Sprit of Endeavor” awards, and a record number.” said Jonathan Pine, CEO, Renova Technology and Chair, TechAmerica Georgia. “As always, the judges will have to make some tough choices. Congratulations and best of luck to all of the nominees.”
Below are listed the nominees for the 2010 Spirit of Endeavor Awards:
Outstanding Leadership
Joseph Jackson, Arrow; Albert Woodward, Business Computer Applications; Sean Murphy, Canvas Systems; Alan MacLamroc, CDC Software; Paul Hernacki, Definition 6; Andrew Ibbotson, Digital Assent; Michael Haley, Edge Solutions; Bryson Koehler, IHG; Tim Aligheri, Jackson Healthcare; Mike Mondelli, L2C; Eric Ringwall, L7 Technology Partners; Bob Renner, Liaison; Gary Palgon, NuBridges; Bill Nussey, Silverpop; Scott Burkett, StarPound Technologies; Eric Shepcaro, Telx; Tim Smith, Thompson Technologies; Jay Forman, Toomah; Ted Davis, Utility Associates.
Leadership in Technology Education
Apogee; Arrow; Co-Thrive; StarPound Technologies; TechExec Networks; WIT.
Technology Innovation
Ella Dyer, Abundant Closet; Susan Gilbert, Apogee; Norm Geddes, Applied Systems Intelligence; Stephen Jesdas, Arrivu; Joe Jackson, Arrow; Richard Blackwell, AVWorkz; Rachel Orston, Co-Thrive; Michael Haley, Edge Solutions; Ginger Ackerman, Jigsaw Meeting; Bob Renner, Liaison; Greg Evans, Ligatt Security International; Richard Cope, Nanolumens; Scott Burkett, StarPound Technologies; Richard Cobb, Terrago Technologies; Jay Forman, Toomah; Jason Shapiro, Transaction Tree; Ted Davis, Utility Associates; Musaddeq Khan, Verdeeco MH Lines, Version One.
Technology Entrepreneur
Norm Geddes, Applied Systems Intelligence; Stephen Jesdas, Arrivu; Charles Comerford, Atlanta Network Solutions; Albert Woodward, Business Computer Applications; Greg McGraw, CRE Secure; Michael Haley, Edge Solutions; Jeff Hilimire, Engauge;Dennis McLynn, HighPoints Learning; Ginger Ackerman, Jigsaw Meeting; Mike Mondelli, L2C; Greg Evans, Ligatt Security International; Richard Cope, Nanolumens; Matt Hyatt, Rocket IT; Jay Forman, Toomah; Ted Davis, Utility Associates.
Emerging Business
Abundant Closet Arrow Co-Thrive Edge Solutions Erollover Fiberlight ICStand IHG L7 Technology Partners Omnilink Peak10 SoloHealth The Rainmaker Group Toomah Verdeeco VersionOne
Cool Technology
Applied Systems Intelligence; Arrivu; AVWorkz; Digital Assent; EMS Technologies; ICStand IHG; Jigsaw Meeting; Nanolumens; Toomah; Version One.
Tags: Atlanta, Spirit of Endeavor Awards 2010, Tech America Georgia
Posted in Events, Georgia, Internet/New Media, IT, Marketing | 1 Comment »
Monday, November 15th, 2010
 CHAPEL HILL -Business schools going online seems to be a rapidly evolving trend. On the heels of NC State disclosing its new online business school program, The University of North Carolina at Chapel Hill’s Kenan-Flagler Business School says it will offer its master of business administration program in a new, online format designed for working professionals around the world.
Online programs for MBAs make good sense. Many business people who might like to earn an MBA are simply too busy at their jobs to enroll in a traditional or even evening programs.
“The new MBA@UNC program will continue our tradition of excellence based on the quality of the students, faculty and curriculum,” said James W. Dean Jr., dean of Kenan-Flagler. “What will be radically different is how we deliver the program. This exciting new approach will transform Kenan-Flagler as we define the direction of global business education.”
MBA@UNC will blend the flexibility of an online program with the rigor and quality of the on-campus program founded in 1952.
. Students will meet the same selective admissions criteria required by the existing MBA programs.
. Courses will be based on the rigorous curriculum of the residential MBA program.
. Kenan-Flagler professors will design and teach the courses.
. Professors will teach classes in both asynchronous and live sessions using a technology platform designed for graduate education and focused on interactive communication.
. Face-to-face global immersions will serve as capstone experiences.
“High-quality teaching and learning experiences are critical to our approach, and we are ready to shatter perceptions about online education,” said Douglas Shackelford, associate dean of MBA@UNC and the Meade H. Willis Distinguished Professor of Taxation. “Technology has transformed all parts of our lives and, ultimately, it will redefine education, too. We have the opportunity to rethink how we teach what our students need to know and Kenan-Flagler has a rare opportunity to lead a transformation. We are excited to be in the vanguard of that change.”
MBA@UNC is a new model of online learning and very different from existing self-paced programs, said Susan Cates, executive director of MBA@UNC. “We are developing a student-focused program that is superior to anything that exists today.”
Kenan-Flagler professors will design every course and collaborate with online curriculum specialists to maximize the impact of the new format. Students will master course materials on their own timetables and interact with faculty and classmates in live, online sessions and face-to-face immersions.
Self-paced or asynchronous course content will cover material taught in a typical lecture. These sessions will include original, broadcast-quality video segments, self-paced lectures, interactive case studies and collaborative activities designed to foster teamwork. Students will have access to this content 24 hours a day, seven days a week.
In live or synchronous class sessions, a professor and a cohort of 10 to 15 students will collaborate in an online classroom at prearranged dates and times. These sessions, scheduled to accommodate students in multiple time zones, will use live, streaming video to allow students and professors to see and hear each other as they analyze and discuss course topics in real time. The technology also will enable live office hours and student-led study groups, all of which will be recorded so students can revisit them, even after they complete the courses.
At the end of every session, students and professors will interact face to face during three-day immersions held at different locations around the world. Students will take exams and a two-week break before the next session begins.
Kenan-Flagler is accepting applications for its first class, which will be limited to 50 students and will start in July 2011. Tuition will be $89,000 for the two-year program and will include books, texts, student fees, lodging and food costs for four weekend immersions. Kenan-Flagler will offer fellowships to highly qualified students in economically depressed areas, whether in the United States or other countries.
For more information, email OnlineMBA@unc.edu and see: http://onlinemba.unc.edu.
Posted in Carolinas, Education, Internet/New Media, IT, North Carolina | Comments Off
Monday, November 15th, 2010
 CHAPEL HILL, NC – The UNC Kenan-Flagler Private Equity Fund has closed its second student-run private equity fund, KFBSF Private Equity Fund II at $3.1 million. Fund II continues Fund I’s dual mandate of providing an educational opportunity to students and providing real returns to its limited partners.
Combined with the assets of Fund I, these students have in excess of $5 million under management. These two funds make direct investments in private companies alongside larger, well established private equity funds, including the Halifax Group, PNC Equity Fund, Hatteras Funds, Tryon Capital, Carrboro Capital, Plexus Capital, and SV Life Sciences, among others.
Fund II invests across a diversified range of private asset classes including traditional equity buyouts, mezzanine debt, and venture capital. As a representative transaction,
Fund I’s capital has been fully committed and it has begun exiting its earlier investments, while Fund II is actively sourcing new investment opportunities.
Since raising Fund I (KFBSF Private Equity Fund I, L.P.) in 2007, the Fund has successfully completed fourteen investments across a wide range of industries by partnering with leading, top quartile private equity and venture capital firms. The Fund has exited one investment with a 3.7 x return of capital, and continues to monitor the performance of its remaining 13 portfolio companies and anticipates a number of potential exit opportunities in 2011.
The Fund remains one of the only student-run private equity funds in the country investing true limited partner capital. The student managers guide and control all aspects of the fund’s lifecycle including fundraising, deal generation, deal execution, and portfolio management and reporting.
“As we exit the fundraising cycle, we are excited to turn our attention to sourcing and executing the highest quality transactions possible for our limited partners in Fund II,” said Trey Lambert, one of the firm’s managing directors.
The 12 student managers include both MBA and BSBA students, under the direction of their faculty advisor, Dr. W. Clay Hamner, Frank Hawkins Kenan Professor of Private Equity, who himself is a seasoned private capital portfolio manager.
Based on this program, Kenan-Flagler has been ranked as one of the top 5 business school in private equity alongside Harvard, Dartmouth, Wharton and the University of Chicago (see: (see: http://privateequityblogger.com/2010/08/best-private-equity-business-schools.html).
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Tags: business education, Kenan-Flagler Private Equity Fund II, UNC Chapel Hill
Posted in Carolinas, Education, North Carolina | Comments Off
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