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| | 06/05/2002 |
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| | Geneer misses payroll; thriving on chaos --- or not; Tim Smith |
| | June 5, 2002
The May Report
Your inside source on Chicago's high tech community
The May Report: 06/05/2002: Geneer misses payroll; thriving on chaos --- or not; Tim Smith
Ron May: editor, reporter, commentator, and publisher.
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The Scoop section:
-- Briefly noted, by Ron May
____________________
Briefly noted, by Ron May
* Geneer missed payroll last Friday, according to an anonymous caller who spoke to me late this afternoon. They did make it today, but did not pay the sales people and did not pay the severance they owe. Sign of trouble. They have eighty-five employees now. By the way, I heard that the HP-Compaq layoffs start at the senior level THIS week.
* I have picked up some gossip concerning PR people. Brian Pelletier, who was the Director of Global Communications for ComTia was laid off last Thursday. Brian used to work at Ogilvy, and he seems to be a good guy, except that his friend is Brian Connolly, but I guess that all that shows is a lapse in judgement on Pelletier's part.
Mary Moster, the director of PR at Comdisco, is in her last week at the company, I have heard.
Nick Quirke, the only PR guy left at Click Commerce, was cut a few weeks ago in their last round of layoffs. A former Click guy, Larry Mathias, is now at TSC, and Ruder Finn handles his PR. By the way, we printed Click's summit notice in anticipation that it would take place at the advertised time, and Click immediately put out a notice that the summit has been indefinitely postponed. Gee, wonder why? Lack of speakers? Lack of money? Lack of interest? That summit may not happen during Ferro's tenure at the firm. So, why didn't they remove the event from their website and notify us of its postponement before now? An ego that is too big to admit that the event just can't happen, perhaps?
* Thriving on chaos --- or not. At the MEF on Monday night, I joked with Thornton that "we're having fun, aren't we?" and that all he needs is another scandal to take his place. He has that cackle or high pitched laugh. It is more like someone on laughing gas than a gut buster. I was the one making the remarks, by the way. Tom also avoids eye contact these days, I have noticed that he has put on weight. He laughs, but I don't think he is having fun. Darcy told me that she thinks I have deified Tom, having given him far too much ink, far more than he deserves, she contends. I guess that if you believe that there is no such thing as bad press, Tom is Mother Theresa. Just spell the name right. But seriously, there is a perspective on Mr. T. that may shed some light. As one person who wants to remain nameless, (I have only mentioned her name a zillion times) put it, Tom is a crazy-maker. Not a troublemaker, a crazymaker. What that means is that controversy follows him. There is a book out about this (I will get you the name). It seems like the M.O. of my paternal grandmother, so I know this routine well. To be needed, she created problems which she then attempted to solve. She had to be at the center of whatever was happening. That is the long and the short of it. In a bureaucracy or an organization, the strategy for survival is to pit people against each other, stir the pot, cause controversy and then set yourself up as the person who can fix the mess that you helped to create. Actually, sounds like what I do, except the "fix it" part. She points to three cases with Thornton where this pattern applies: the Skyscraper Fund (it was Tom who got Weinstein to push for that fund to go to Divine); the iVentures fiasco (the theory is that Tom called Gerry Shea and interviewed him for the job, and then when he did not get it, he tried to kill the fund and get rid of Colbeth. Lastly, we have the current situation. In my own experience with Tom, this issue comes up all the time when it is a matter of who is supposed to do what with respect to an event --- the Coalition is always collaborating, but Tom has made it competitive generally. And it comes up between Darcy, Barbara Rose and me. Tom calls each of us, tells us each something a little different, tries to make each of us believe that he is not talking to the others, etc. In short, he creates chaos. No wonder the Coalition has him on a short leash these days when it comes to media contact.
On the other side of the controversy equation is Alex Jarett, who shies away from it at all costs and, this is just my opinion, thereby creates it. He has a notice in his announcemtn of an online marketing SIG that no press and other association representatives are allowed. I am not making this up. Here is the notice:
"Special Interest Groups This Week in Chicago
Internet Marketing SIG --Town Hall Meeting
Tuesday, May 21, 2002
6:00 - 7:30 p.m.
Swissotel Chicago,
323 East Wacker Drive,
William Tell Theater, 2nd floor
Chicago, IL
It's our Annual Town Hall Meeting. It's been over a year since our most
successful SIG began. The leadership of this group is in the process of
creating the curriculum for the year.
If you are interested in participating with the planning, including topics
and speakers for the next year, make sure to attend.
No Press or other Association Representatives will be admitted.
Pre-registration is required."
Alex, is Brad Spirrison press? He is not reporting these days. Is Stephanie Covall-Pinnix a representative of another organization? She helps the CSA, but she also is CEO of Triton-Tek. What about Chris Rollyson? He is in KnockNOW. What about Scott Glickson? He is on the board of the CSA. Can you give me a good and real definition of representatives of other organizations? Do you see what I mean about how you don't think before you act?
Once you have definitions, what is it that you are afraid of? That your ideas will be "stolen"? Alex, again, I say stick to your knitting. You look silly when you become a rule maker. Let your organization develop organically, not by pre-determined and rigid design. Isn't it possible that people who are involved in other organizations, as more than half your members probably are, are also able to add more value to your organization because of their experience with others? Do you just want to take and not give? Are you suspicious that these people are just there to "copycat" what you are doing? Actually, you told me that you do not want to be first to market. Alex, don't take your marbles and go home. Just change your non-sharing attitude. Alex, you and I are both in the same boat. We rely on the community for support. Are you acting with a community spirit here? Do some soul searching here.
I have also heard that Alex tells the panel moderators to tone it down and avoid controversy. I'm sure he does. He has told me that he does not want controversy. Alex, what did you tell Ellis Booker to do?
* Divine's stock went from $4.50 to $4.16 today.
* ePrairie is doing some things with respect to advertising and editorial that I am looking into. A caller inadvertently tipped me off to this yesterday. I need to know more before I say anything. One thing I think is true is that they are charging for printing press releases. We have considered this too and I may do it, but I don't want it to corrupt the content. We would not print a press release just because it is being paid for, and we would not refuse to print a newsworthy release even if the company refused to pay. What is even more of a slippery slope, (I don't have this problem, but ePrairie may), is when you start writing articles in conjunction with press releases. The other thing I have heard is that ePrairie is putting out feature articles on general trend topics, like nanotech, and they are getting advertiser/sponsors for each of these articles. That part is fine. Texaco sponsors The Milton Berle Show; ADM sponsors the Sunday morning news programs. But if the writer feels that he has to write about the advertiser, then you have a problem. The writers are freelancers, so I hope that the standards are not lower just because offshore labor is being used. There is nothing wrong with exploring new revenue streams, but that firewall between editorial and advertising should be maintained. When you start calling some editorial "hard" and other "soft" --- that's when trouble starts.
* I talked to an interesting guy at lunch today. He is retired and used to be a an auto dealer. He was talking to a friend about how people shill bids on eBay. They use phoney e-mail addresses.
He was telling his friend about a company headquartered in Michigan called Gentex (GNTX), which makes automatic dimming rear view mirrors. He said it is a "good deal" at $29/share.
Here is a trend I heard about on CNBC today. Sports is going from "balls to boards."
* Also at MEF, Darcy was carrying around --- conveniently --- a post card which she would not show me, but which she said was from Katherine Gehl. Katherine has returned from a sojourn in Europe and is looking to do something exciting. Also, Darrell Williams had a good line (he is a VC): he said that "at the end of the day, if you get funding [VC], it will be from something with dorsal fins." He went on to say that VC money is very expensive and should only be sought when the idea is really big.
I also heard that Darnell Little has left BusinessWeek.
____________________
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____________________
TABLE OF CONTENTS
1. TECH BUSINESS BRIEFS, by Tim Smith, PhD
"Addressing Investor Concerns"
2. COMPANIES & ORGANIZATIONS
2a. Open Channel Software: Launches bioinformatics analysis tool
3. READERS' COMMENTS & RESPONSES
3a. Brian Glibkowski: Starts GrowthTree, a strategic marketing consulting firm
4. EVENTS
4a. June 12: AMC's eLearningSIG: Just plain old fun!
4b. June 13: CCC: "Land Your Perfect Job"
4c. June 14: IMC: "Proven Strategies and Common Traps of Selling Professional Services"
An ongoing list of high tech calendar events can be found on the May Report website (http://www.themayreport.com/events/index.html)
THE MAY REPORT STAFF AND CONTRIBUTORS / CONTACT INFORMATION HAS BEEN MOVED TO THE END OF THE ARTICLE FOR YOUR READING CONVENIENCE.
____________________
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____________________
1. TECH BUSINESS BRIEFS, by Tim Smith, PhD
"Addressing Investor Concerns"
There are three legs to a new venture. Venture capitalists evaluate a firm according to two of the legs: Can they build it? If they build it, will the market buy it? A business manager has to ask the third leg: Can it get funded? To help business managers address this third leg with the affirmative, we should look at new ventures through the eyes of the investor.
Potential investors look at a firm through multiple lenses. The above paradigm is perhaps the bluntest; even so, investors will rephrase these questions using various angles. In arriving at their conclusions, investors will turn to business plans, industry comparisons, personal knowledge, and just as often to one of two new-venture analysis tools.
S. Rich and D. Gumpert, authors of "Business Plans that Win $$$: Lessons Learned from the MIT Enterprise Forum" propose using a simple two dimensional map to analyze companies. On the horizontal axis, new ventures are evaluated by management team strength. On the vertical axis, new ventures are evaluated by marketing strength.
In evaluating the management team, Rich and Gumpert suggest that investors are looking for a well-rounded, capable team. This includes officers such as the operations, marketing, finance, and executive officers as well as key intellectual contributors such as the inventor, delivery team, and support team. The optimal management team score is achieved by having all the key players in place, each having demonstrated their commitment, and all the managers having stellar backgrounds. In evaluating the management team, venture capitalist are evaluating the ability of the entrepreneurial firm to deliver the financial and market potential. Can they build it?
Rich and Gumpert note that in evaluating the market potential, investors look for indications of market demand. Possible indicators include past sales and revenues, but can also be delivered through market research, prospective customer interviews, or stated purchase intent from key clients. For an example of this, recall the requirement for Airbus to receive a minimum number of orders prior to designing a super jumbo jet. The optimal market potential score is achieved by having a completed product and substantiated demand. In evaluating the marketing potential, venture capitalists are answering the question: Can they sell it?
A second analysis tool used by venture capitalist looks at a new venture with a desire to answer the question, "What are the Risks and Rewards?" rather than "Can they deliver on the story they tell?" As with the prior analysis tool, investors generate a two dimensional map. On the new map's horizontal axis, new ventures are evaluated by financial stability. On the vertical axis, new ventures are evaluated by market commitment.
In financial stability, investors are looking to determine the firm's potential to stay in business regardless of the economic environment. As before, this will require examining past revenue, but also will include such factors as the potential to deploy the same product, team, or skill set in a second market or the potential to manage multiple lines of business and multiple revenue streams within the same firm. Financial stability is supported by low cost structures, multiple revenue streams, and multiple products.
In examining the market commitment, investors are looking to determine the depth of knowledge, targeting, and drive in serving a particular market. While market commitment might sound like the antithesis of financial stability, many firms with highly targeted markets will serve their target market with multiple products and diverse revenue streams. For instance, Intuit sells three types of QuickBooks, upgrades, and an Application Service Provider version while staying focused on a single market: small businesses.
New ventures scoring well on all the above dimensions are rare, yet so are successful new ventures. Moreover, scoring well on all the above dimensions does not guarantee success. Yet keeping the desires of the investment community in mind will help us managers to accomplish the third leg of making a successful new enterprise: Securing Funding.
--------------------
Tim Smith, PhD, is a principal of Wiglaf LLC, a strategic marketing
consultancy focused on quantitative and analytical tools for
improving business.
www.wiglaf.biz, tim_smith@wiglaf.biz, Mobile: 312-953-9831
____________________
2. COMPANIES & ORGANIZATIONS
2a. Open Channel Software: Launches bioinformatics analysis tool
Open Channel Software Launches Bioinformatics Analysis Tool "Onto-Express" as its First Commercial Product
Software helps biotech researchers define what should be investigated, cuts time-to-discovery of answers to a wide range of gene-expression problems.
CHICAGO - JUNE 5, 2002 -- Open Channel Software, Inc. (OCS) announces the release of leading-edge bioinformatics tool Onto-Express (tm) Version 2.0 as its first commercially available software product. Onto-Express was developed by researchers within the Department of Computer Science and the Department of Obstetrics and Gynecology at Wayne State University in Detroit.
The first version of Onto-Express was designed to significantly reduce the amount of time required to interpret the biology of genetic profiles. While Version 1 reduced the time to investigate the biological profiles by several order of magnitude, literally from weeks down to minutes, Version 2.0 helps further decrease time to discovery for biological researchers by providing a statistical algorithm that determines the confidence levels (p values) of all the hierarchical categories. This enables users to easily differentiate interesting targets from false leads, thus steering them away from paths that will not provide solid answers, to those that will.
OCS hosted the earlier version of Onto-Express on its website beginning in February and is offering a five-day Free trial of Version 2.0 to those who wish to test the software, at www.onto-express.org . Following the free trial, annual subscription charges for the software range from $1,500.00 for academic and non-profit research organizations to $5,000.00 per year for commercial customers. Each subscription allows up to five users to sign in individually. This will enable facilities with laboratory staffs time to use the product independently.
According to John B. Kennedy, president and CEO of Open Channel Software, Onto-Express is meeting a critical market need, as a software tool that enables researchers to differentiate valuable information from jumbled or less-valuable data, helping them reach their research conclusions much more quickly....
Dr. Michael Gieseg, cancer pharmacologist at Pfizer, is among those who has tested the product. "The major limitation in analyzing gene expression data is the time required to understand the functional significance of interesting genes. With Onto-Express I can functionally group large numbers of selected genes in seconds rather than days," Dr. Gieseg says, adding, "This provides me with more time to think about gene expression data and less time cataloging."
Market Need and Functionality
Most other currently available software tools focus on processing raw data obtained from microarrays and analyzing it to identify a set of genes that are differentially regulated in the condition(s) under study. Once the gene set is obtained however, the researcher must then confront the daunting task of investigating the various functions of individual genes in order to extract biological conclusions. Onto-Express was developed to help the researcher move quickly beyond the data analysis step by providing a tool that would rapidly yield a functional interpretation of the microarray experiment.
To appreciate cellular function within normal or diseased tissue or understand how cells respond to different treatments, an association must be made between genetic profiles and their corresponding biology. Until now, portraying the functionality of genetic profiles involved using a multitude of public databases to 'manually' identify and categorize the role of individual genes.
The accuracy of this method is severely compromised by the large amount of information from various databases that needs to be processed. Depending upon the number of sequences to be investigated, Onto-Express can return the results in minutes, which is orders of magnitude faster than currently used manual methods. Onto-Express makes these associations automatically, returning to the user a contextual snapshot of hierarchical categories that define the following, for specified genetic profiles:
-- Structural, regulatory or enzymatic functions of the corresponding proteins;
-- Biological 'objectives' to which the corresponding proteins contribute;
-- Locations of activity within a cell for the corresponding proteins;
-- Major biological processes carried out by the corresponding proteins;
-- Biochemical functions of the corresponding proteins; and
-- Chromosomal locations of the identified genes.
Onto-Express incorporates the widely accepted vocabulary of the Gene Ontology Consortium and dynamically uploads new entries produced by worldwide collaborators on this effort. The Java-based product uses strings of UniGene accession or cluster identification numbers - generated by standard microarrays - to create its own list of functional categories. Using a proprietary database that includes relevant public data from sources such as UniGene, GenBank and Ensembl, Onto-Express performs data mining to assemble a clear overview of the genes' functions and relationships. In just minutes the functional profiles are returned to the researcher using their preferred sorting categories.
ABOUT OPEN CHANNEL SOFTWARE
Open Channel Software (OCS) is an Internet-based organization that serves as a central clearinghouse for publishing, distribution, and commercialization of high-quality, technically advanced applications created at academic and scientific research institutions. OCS (www.openchannelsoftware.org) web-hosts and actively promotes sponsored software in order to build and maintain a community of involved users. If software has sufficient commercial viability, OCS provides the resources required to commercially distribute, proactively market, and provide fee-based support services for users. Visit their website or phone 773-334-8177 to learn more about OCS, its products and services, or to become a participating author/developer.
To advise your readers as to how they can enjoy the potential commercialization benefits of posting their own Open Source software, please ask them to visit http://www.openchannelsoftware.org/contribute.php
CONTACTS: John P. Katsantonis, Northstar Counselors Inc., 773-745-1348, pr@openchannelsoftware.com
or John B. Kennedy, Open Channel Software Inc., 773-334-8177 x 11, jkennedy@openchannelsoftware.com
____________________
3. READERS' COMMENTS & RESPONSES
3a. Brian Glibkowski: Starts GrowthTree, a strategic marketing consulting firm
From: "Glibkowski, Brian" <BGlibkowski@chicagolandchamber.org>
To: "Glibkowski, Brian" <BGlibkowski@chicagolandchamber.org>
Subject: My Departure
Date: Tue, 4 Jun 2002 10:46:06 -0500
Effective Friday, June 7 I will no longer be at the Chicagoland Chamber of Commerce/ Center. I have decided to start my own strategic marketing consulting firm ... GrowthTree....
Michael Fields will be taking over for me as interim Small Business Development Center Director. Michael has a background in financial derivatives and for the last 7 months he has worked to enhance the Chamber's Small Business Division by pioneering procurement opportunities, online communications (a.k.a., the Beacon) and acting as staff liaison for the Ambassador Committee. He can be reached at P: 312.494.6734 or email: mfields@chicagolandchamber.org....
If you are curious why my partners and I named the company GrowthTree...The Tree is arguably the oldest living thing on earth. A benchmark of sustainable growth, many trees are over 3,000 years old and scientists suggest some trees could theoretically live forever if environmental conditions remained optimal. GrowthTree is committed to analyzing, designing and enabling sustainable business growth for small to mid-size companies.
Should you want to reach me, please contact me at:
Brian C. Glibkowski
GrowthTree
briang@growthtree.com
www.growthtree.com
O: 773.588.2289 (not yet an active number)
C: 312.493.1394
Best Regards,
Brian
Brian C. Glibkowski
Manager
Chicagoland Entrepreneurial Center
an eBusiness SBDC
(P) 312.494.6779 / (F) 312.494.0196
(E) bglibkowski@chicagolandchamber.org
http://www.wehaveanswers.org / http://www.chicagolandchamber.org
____________________
4. EVENTS
4a. AMC's eLearningSIG: Just plain old fun!
DATE: Wednesday, JUNE 12, 2002
EVENT: Networking
SPONSORING ORGANIZATION: eLearningSIG of the Association for Multimedia Communications
LOCATION: North Avenue Beach on Chicago's lakefront, "near the big boat shaped building," Chicago, IL
TIME: 6pm - 8:30pm
PRICE: None for AMC members, $10 for nonmembers.
ADDITIONAL INFORMATION: RSVP is optional, but appreciated; contact Mark Steiner at mark@marksteinerinc.com. There will be no rain date.
"Balancing life and learning at North Avenue Beach, families welcome"
In today's fast-paced, competitive environment, the pressure to be continually learning can become overwhelming, and has been known to drive some of the most talented and hard-working minds over the brink. After over a year of putting the heat on ourselves and the local e-learning community to increase Chicago's reputation and performance in this industry, therefore, we felt it appropriate to remember the value of taking a break.
Overwhelmed, overworked, imbalanced individuals neither learn nor perform optimally.
And so, in lieu of our monthly special interest group meeting this June, we invite you to join us for a relaxing, entirely informal, non-event at North Avenue Beach. Sandwiches and refreshments will be provided. Unstructured networking and discussion may follow. We will most certainly be in a mood to enjoy our city's lovely lakefront, to celebrate what we've all achieved, to reflect upon what we have survived, and to muse about what we might accomplish together in the coming months. Hopefully the summer sun will also
be there to warm and inspire us. In any event, we welcome your company as we take this time out of what has become our normal e-learning SIG routine for a mini-vacation.
____________________
4b. CADM: "Making the Case for CRM"
DATE: Wednesday, JUNE 12, 2002
EVENT: Meeting
SPONSORING ORGANIZATION: Chicago Association of Direct Marketing, CRM SIG
LOCATION: Chicago Hilton & Towers, 720 S. Michigan Avenue, Chicago, IL
TIME: 11:30am
PRICE: Members: $39 in advance, $44 onsite. Nonmembers: $44 in advance, $49 onsite.
SPEAKERS: Peter Leech, president, Equilium Consulting, and Deborah Pine, principal and co-founder, PreVision Marketing.
ADDITIONAL INFORMATION: For information/registration: www.cadm.org, Go To Events; or phone executive director George Buckley at 312-849-2236 x25.
"Second Wednesday: Making the Case for CRM" The speakers will discuss CRM's buzz, benefits, and believers.
This "Second Wednesday" meeting will mark the first event sponsored by the Chicago Association of Direct Marketing's new CRM Special Interest Group. Chair of the CRM SIG is Kevin Costello, senior manager, Braun Consulting.
____________________
4c. CCC: "Land Your Perfect Job"
DATE: Thursday, JUNE 13, 2002
EVENT: Workshop
SPONSORING ORGANIZATION: Chicagoland Chamber of Commerce
LOCATION: Chicagoland Chamber of Commerce, 1 IBM Plaza (330 N. Wabash), Suite 2800, Chicago IL
TIME: 1pm - 5pm
PRICE: $50
ADDITIONAL INFORMATION: RSVP required. Contact Cathleen Hsieh at 312-286-8379 or Cathlee@careercatch.net.
www.careercatch.net
The former Director of Staffing for Citibank discusses managing your job search effectively and maximizing results.
Workshop topics include:
-- Defining opportunities: lead generation and qualifying opportunities
-- Pulling together effective job resources: managing expectations and timelimes
-- Be your own recruiter: techniques to pitch yourself effectively
-- Initiating communication: understanding HR/Recruiters/Hiring Managers, develop scripts to land interviews
-- Creating Brand: critique resumes, develop a "compelling story" to present
-- Take-home materials include job resources, websites and organization listings
____________________
4d. IMC: "Proven Strategies and Common Traps of Selling Professional Services"
DATE: Friday, JUNE 14, 2002
EVENT: Meeting
SPONSORING ORGANIZATION: Institute of Management Consultants - Greater Chicago Chapter (IMC)
LOCATION: Clarion Barcelo Hotel, 5615 N. Cumberland Avenue, Chicago, IL
TIME: 7:30am - 9:30am
SPEAKER: Heather Wheeler, sales consultant, Huthwaite
PRICE: IMC members $30 (preregistered on or before June 12), $40 at the door. Nonmembers $40 (preregistered on or before June 12), $50 at the door. Guests with members are charged the member rate.
ADDITIONAL INFORMATION: Register by emailing your name, title, company, address, telephone number, fax and email address to wordmasters@aol.com on or before June 12. Payment by check, credit card, or cash. For more information contact Fred Broviak at
847-394-5450 or BrovCom@aol.com. Price includes buffet breakfast.
"The Art and Science of Selling Consulting: Proven Strategies and Common Traps of Selling Professional Services"
Ms. Wheeler specializes in the markets of IT, Telecommunications and Professional Services. Her interactive presentation will cover Huthwaite's founder, Neil Rackman's research on both the best practices and traps of selling professional services. This will include findings on customers' take of the selling vs. consulting relationship, a closer look at what's behind the buzz word "value" and how to get the customer to want to pay for your sales call by creating value.
The Institute of Management Consultants (IMC) is an international organization that was founded in 1968 by the principal associations in the consulting field to establish publicly recognized standards of competence and professional conduct for
individual management consultants. More information on the organization can be found on www.imcusa.org and on the Chicago Chapter's website, www.imc-chicagoland.org
____________________
THE MAY REPORT STAFF AND CONTRIBUTORS / CONTACT INFORMATION
Contributors: Jonathan Plotkin: web cartoonist and provocateur; Tim Smith, PhD, Principal of Wilgaf LLC, a strategic marketing consultancy (www.wiglaf.biz); Dan Limbach: Editor of Schmoozemonger.com, and founder of In A World, Inc., "The Idea Petri Dish"; Jeffrey Gilbert: contributing columnist on strategy. Jeffrey is a founder of BLINK, Inc. which, among other things, provides strategic consulting services to startups.
Advertising: Mike Rhoades
Executive Assistant: Claire Dolinar
Administrative Asst. Juli Scaro
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