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Netpreneur News

Volume 8, Number 10, March 13, 2003

This Week's Contents:

    1.1 Closing Early
    2.1 Digital Atlantic's Wireless OpticalWare
    2.2 Inphomatch's Wireless Gateway
    2.3 comScore's Online Media Analysis Tools
    2.4 Round-up: Quick Hits from Inciscent, BNX Systems, StageTools,

    ............XtremeSpectrum, and Proteus
    3.1 Dough Raise Me
    ......a quiet investment for one local entrepreneur
    3.2 Life In The Food Chain
    ......EDO Acquires Darlington
4) WHO'SWARE about people at Acterna, Internosis, and Xybernaut

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

Selling is never easy, but it's especially difficult in the early days when neither you, your product, or your company have a track record. How do you get those first corporate customers to take a chance on your better mousetrap? At this month's Coffee & DoughNets you can mine the minds of people who have been there and won, with a panel that features three pairs of corporate buyers and entrepreneurial sellers who successfully closed deals while still in a relatively early-stage startup mode. We'll take an insider's look with "Early Stage Sales: Personal Stories From Both Sides Of The Deal," in a discussion of how the entrepreneurs approached their prospects and what made the offerings attractive to their corporate buyers. Topics will range from the sales process to the pitch, from uncovering needs to reaching decision makers, and from negotiating to closing. C&D will be Tuesday, March 25, at the Cineplex Odeon Tysons Fairfax Square in Vienna, VA, hosted by the Northern Virginia Technology Council. Register now.

Register for C&D:

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

(Leesburg, VA) Digital Atlantic, a manufacturer of broadband wireless equipment, debuted its Wireless OpticalWare product line that makes broadband connections accessible at enterprise or edge networks. It consists of three primary components that can be used as standalone products or combined to deliver an Ethernet solution capable of 10/100 Mbps or Gigabit Ethernet at distances up to 1000 feet. Based on patented Cascaded Line-of-Sight repeater technology, the suite includes Aravali, a transceiver that serves as the primary link in the network; Palmyra, a Switch/Router that supports industry standard IP protocols and inter-operates as a standalone node in the network; and Indus, which uses license-free 2.4 GHz Wi-Fi WLAN access equipment and operates using industry standard 802.11(b) protocol. Also included is a line of Wi-Fi PCMCIA cards, Wi-Fi access points and all required accessories such as power cables, amplifiers and antennae.

(Chantilly, VA) InphoMatch introduced InphoAxxess, a wireless content delivery platform that will aggregate and deliver content from third-party providers to mobile subscribers via carrier SMS and MMS networks. The turnkey solution supplies content providers, wireless application developers, and enterprises with a single point of delivery to route and receive wireless content, regardless of message type, carrier network, or geographic region. It enables a variety of advanced messaging services including one-way messages, two-way messages, ring tones, televoting, logos, marketing/promotions, games, and alerts. Premium billing capabilities are included and it has a set of filters to help combat wireless spam and Premium SMS Fraud.

(Reston, VA) comScore Media Metrix, a provider of online media market analysis, announced a new suite of daypart and reach/frequency analysis tools that help marketers improve online media planning. The daypart analysis module supports segmentation of media spending by time of day and day of week, and comScore can produce custom analyses based on client-defined specifications that merge virtually any combination of time of day, demographic, usage location, and other variables. The reach/frequency analysis tool allows media people to more efficiently build media plans to achieve specific gross rating point (GRP) targets, a common approach in traditional media. Both tools are fully integrated with a syndicated audience measurement database.


(Falls Church, VA) Inciscent and Reston-based Nextel released Inciscent Command & Control (IC2) for the Blackberry 6510 from Nextel. IC2 is a Java application that enables IT professionals to remotely manage, configure, and troubleshoot enterprise information systems and data networks.

(Vienna, VA) BioNetrix changed its name to BNX Systems, saying that the new name reflects its evolution from a provider of biometric authentication software to one that offers a broader range of identity management solutions. The company also released Version 5.0 of its Identity Management Suite, a unified authentication management and single sign-on solution that enables organizations to govern access to enterprise, Web, and terminal-emulated applications.

(Middleburg, VA) StageTools released Version 4.4 of MovingPicture, its image pan and zoom software. Enhancements include support for larger images and an increase in rendering speed

(Vienna, VA) XtremeSpectrum announced a deal with Motorola's Semiconductor Products Sector for collaboration based on XtremeSpectrum's ultra-wideband ultra-semiconductor solutions and Motorola's wireless platforms and embedded silicon offerings.

(Washington, DC) Proteus created new "College Hoops" text messaging-based games and applications for AT&T Wireless. The programs transfer bracket prediction games from paper to mobile devices.

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


An undisclosed equity investment for Reston-based iPlicity, a provider of Web content management software. The money comes from Alexandria, VA-based managed hosting provider Thruport Technologies and includes a strategic partnership in which Thruport will leverage iPlicity's Kashmere Web Management Suite (WMS) and professional services to provide businesses with a comprehensive solution for managing Web operations.



-- EDO Acquires Darlington
(Alexandria, VA) Darlington, Inc. has been acquired by NYC-based EDO Corporation in a cash deal valued at approximately $28.5 million. Darlington designs, manufactures and supports military communications equipment and networking systems. EDO, a provider of highly engineered systems, says the acquisition brings it new communications products and services in growth markets, including the Joint Enhanced Core Communications System which was designed and built by Darlington for the U.S. Marine Corps Systems Command. EDO recently acquired other local companies Condor Systems and Advanced Engineering Research Associates.

|||||||||||||||||| 4. Who'sWare ||||||||||||||||||

(Germantown, MD) Acterna Corporation, a communications test and management company, named John Peeler as CEO in addition to his current positions as President of Acterna Corporation and President and CEO of Acterna's communications test business, the company's largest business unit. In his new role, he assumes overall management responsibilities for Acterna's other subsidiaries, Itronix and da Vinci Systems. Current CEO Ned Lautenbach continues as chairman of Acterna's Board of Directors.

(Arlington, VA) IT consulting company and systems integrator Internosis named Mike McHargue as Principal Architect. He was formerly Chief Scientist and Infrastructure Architect with the U.S. Army's CIO Office.

(Fairfax, VA) Xybernaut, a manufacturer of wearable computers, named former IBM executive Noritsugu Yamaoka to its Board of Directors.

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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