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Netpreneur News

Volume 8, Number 4, January 30, 2003

This Week's Contents:

1.1 Building A Sales Organization
    2.1 ObjectVideo's Intelligent Video Surveillance
    2.2 GXS' RosettaNet Trading Package
    2.3 XtremeLens' Racing Debut
    2.4 DigitalNet's IPO
    2.5 Round-up: Quick Hits from LogiXML, Systems Alliance, Overture, and

    3.1 Dough Raise Me
    ......$750K for 1 local entrepreneur
    3.2 Life In The Food Chain
    ......Everyones Internet Acquires HostingTech Magazine
    ......Vocus Acquires PAT
    ......Current Analysis Acquires ARS
    4.1 WebServices Newsletter
    5.1 Fairfax Opens BioAccelerator
6) WHO'SWARE about people at Appfluent, ISG Solutions, WestLake,

...............and Telkonet

|||||||||||||||||||| 1. News About The Program ||||||||||||||||||

The first Coffee & DoughNets of the new year covers a topic of first priority to most entrepreneurs: "Building A Sales Organization: War Stories from the Startup Frontlines." We scratched the surface of this topic last July with "A Question of Scale: Growing Into Your Customer Base." Now we'll take a closer look, focusing especially on the human side. A panel of entrepreneurs who have brought their companies through the early stages of product sales will explore issues such as hiring your first outside sales person, building an organization, the role of sales consultants, developing a compensation plan, setting goals, inside versus outside sales, and the differences between getting new customers and upselling to existing ones. Coffee & DoughNets will be back on Tuesday, February 25, 7:00 AM at the Shady Grove Conference Center in Rockville, MD, hosted by the Tech Council of Maryland. Register now.

Register for C&D:
A Question of Scale: Growing Into Your Customer Base

|||||||||||||||||| 2. Regional Netpreneurs ||||||||||||||||||

(Reston, VA) ObjectVideo launched its flagship product, VEW 1.0 (Video Early Warning), a video surveillance software product for physical security applications. Using computer vision technology, VEW incorporates "intelligence" to be able to identify and analyze objects captured on video automatically and in real-time. For example, security guards could indicate that they want to be alerted when someone enters through an exit-only door, or if a white van pulls up to a facility. Users can specify what events they want detected, when they want to be notified, who should be notified, where the alert should be delivered, and how they want to see the information.

(Gaithersburg, MD) Global eXchange Services (GXS) introduced an entry-level B2B integration software solution that enables mid-sized companies to comply with RosettaNet trading requirements. RosettaNet is an independent, nonprofit consortium that supports Internet-based business standards. More than 450 companies representing over $1 trillion in annual IT, electronic components, and semiconductor manufacturing revenues currently participate in RosettaNet's standards activities. GXS' package provides software and services to exchange XML documents such as purchase orders and invoices with companies that require transactions to adhere to the RosettaNet format.

(Fairfax, VA) Steele Technologies makes the official racing debut of its XtremeLens product in the Grand American Cup race in the #48 XtremeLens/Mantapart Chevrolet Cavalier Z-24 driven by Ed Magner and Caroline Wright on January 31. The car will be equipped with the XtremeLens recording system that captures the action through four digitally synchronized cameras, telemetry sensors, and microphones for transfer to a broadcast-quality CD so drivers can analyze their drive. Portions of the drive will be available to reporters via the XtremeLens CD. Steele also announced that 10 driving schools have signed on to XtremeLens since beta testing was successfully completed.

(Herndon, VA) DigitalNet Holdings filed its papers with the SEC for an initial public offering of stock. The company provides information and communications technology solutions to the Department of Defense and civilian agencies, including seat management, network solutions, and information assurance services. The company is seeking $75 million and proposes to trade on the NASDAQ with the symbol DNET. Underwriters include Salomon Smith Barney, Banc of America Securities, Legg Mason Wood Walker, and Raymond James & Associates.


(McLean, VA) LogiXML released the Professional Version of its lgxReportDev report development software product. Enhancements over the Standard version include unlimited number of sub reports and multi-layer charts.

(Fairfax, VA) Audiopoint released Version 2.0 of its email reader, Voice Terminal Service (VTS), targeted at users who do not currently have voice access to email through their ISP or corporate email account. Prior to the release, consumers were only offered the service through Audiopoint's reseller network of ISPs and businesses.

(Sparks, MD) Systems Alliance released Version 3.0 of Site Executive, its Web content management system. Enhancements include a wider array of features that allow companies to create and update content.

(Bethesda, MD) Overture debuted a new version of Needs Analyzer, its expert systems-based software that helps financial aid professionals at educational institutions make decisions about allocating resources to incoming and current students.

(Richmond, VA) Trilegiant Loyalty Solutions and Alexandria, VA-based VIPdesk introduced CompleteAssistant, a tool to help companies acquire and retain customers by providing them with personal concierge services. Companies can offer the service as a benefit to their customers.

|||||||||||||||||| 3. Funding & Finance News ||||||||||||||||||


$750K in a third round for DC-based ATM National. The money comes from several DC and Baltimore area investors including Chesapeake Emerging Opportunities Club, Roche Capital, Broadgreen Equities, and others. ATM National is launching a national, surcharge-free network of 22,000 automatic teller machines (ATM) across the country, including more than 4,000 locations in the Mid-Atlantic region. It primarily targets financial institutions seeking to expand their presence and convenience for customers. This investment will allow the network to launch within the next 90 days.


-- Everyones Internet Acquires HostingTech Magazine
(Alexandria, VA) Houston, TX-based Everyones Internet, Inc. has acquired HostingTech magazine from Dome Capital. Founded in 2000 by Bruce Waldack, who also founded hosting company digitalNation, HostingTech is a monthly print publication for the Internet hosting market that won three awards for excellence. Everyones Internet is an ISP that also operates, a subsidiary that provides discount dedicated hosting solutions with over 10,000 servers under management. Dome Capital is an Alexandria-based venture capital firm, focused on communications and software service providers in the mid-Atlantic region. Waldack is a Managing Director and founder of Dome.

-- Vocus Acquires PAT
(Lanham, MD) Vocus, a provider of Web-based software for corporate communications management, announced that it has acquired Alexandria, VA-based Public Affairs Technologies, Inc. (PAT), a developer of media relations software. Vocus says that the acquisition expands its customer base and enhances its suite of software products. Vocus will continue to sell and support the existing PAT product line, and PAT employees will join the Vocus team.

-- Current Analysis Acquires ARS
(Sterling, VA) Current Analysis, a provider of tactical competitive response solutions for the telecom and IT industries, has acquired La Jolla, CA-based ARS, a competitive intelligence advisory firm for the IT hardware, components, and consumer electronics hardware and services industries. The acquisition combines Current Analysis' analytical model, Web-based platform, and services with ARS data collection methodologies in their respective markets. Both companies have worldwide clients with data collection and analytical presence in the US and Europe. ARS, Inc. will continue to operate as an independent, wholly-owned subsidiary of Current Analysis and will retain its brand. The combined company will have approximately 150 staff and more than 275 enterprise customers.

|||||||||||||||||| 4. Opportunities & Resources ||||||||||||||||||

(Alexandria, VA) The Data Interchange Standards Association, an eBusiness standards organization, and Edinburgh, UK-based WebServices.Org, a vendor-neutral community portal for Web services developments, have joined to produce a daily electronic service covering the latest news in Web services, XML, and eBusiness. The WebServices.Org Daily News Service alerts subscribers with a daily email that links to commentary and analysis posted on WebServices.Org and presents news headlines from the E-Business*Standards*Today Daily Wire. The daily newsletter includes articles from around the Web, info on new product releases, specifications and standards news, and news about upcoming events.

|||||||||||||||||| 5. Regional News ||||||||||||||||||

(Fairfax, VA) Virginia Commerce Secretary Michael Schewel cut the ribbon to officially open the Fairfax County BioAccelerator, a new bioscience business incubator in Springfield. The BioAccelerator is being managed by ANGLE Technology Group and is designed to house 10-12 early-stage companies based in the US or overseas. ANGLE also works with "virtual" clients who participate in the business development program but do not take space in the BioAccelerator. Five companies have entered the program so far, including HealthRx, which is developing software that can predict heart attacks sooner using data mining techniques; Digital Reasoning Systems, developer of software that allows healthcare practitioners to share real-time drug interaction and toxicity information with pharmaceutical companies; SmartBead Technologies of Cambridge, England, which has developed a system that uses microparticles to tag and track molecules; Industrial Science and Technology Network, a developer of nanotechnology products with applications such as drug delivery; and Health Technomics, a virtual client, which is developing computer-based nutrition enhancement and education tools.

|||||||||||||||||| 6. Who'sWare ||||||||||||||||||

(Arlington, VA) Appfluent Technology, a provider of business intelligence infrastructure software, named Matthew Doering as VP of Products & Technology. He was formerly with Sand Technology.

(Rockville, MD) ISG Solutions, a Web development and integration firm that specializes in working with associations and nonprofits, promoted Philip Varady to VP of Consulting and ASP Services.

(Washington, DC) WestLake Internet Training, a Web development training firm, promoted Mark Rogers to President. The company also announced that it has moved its headquarters from Arlington, VA, to downtown DC.

(Annapolis, MD) Telkonet, a provider of Internet connectivity over electrical wiring, named Warren "Pete" Musser as Chairman of the Board. He is the Managing Director of The Musser Group and Chairman Emeritus of Safeguard Scientifics.

Thanks for your interest in and support of the Morino Institute's
Netpreneur News is copyright 2002, Morino Institute, all rights reserved. The information contained here has been obtained from sources believed to be reliable, but is not necessarily complete and its accuracy cannot be guaranteed. It is provided "as is" and your use is at your own risk.

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