Ben Franklin Approves $1.9M for Ten Early-Stage Companies





PHILADELPHIA, PA (www.sep.benfranklin.org) – Ben Franklin Technology Partners of Southeastern Pennsylvania (BFTP/SEP), celebrating its 30th anniversary of helping our region’s talented entrepreneurs bring their Dreams to Reality, recently approved $1,890,000 in funding for ten early-stage companies.
“We’re excited that this round of investments is comprised of such a diverse group of companies, companies who are creating a range of solutions that will benefit Alzheimer’s patients, to users of business data, to energy-efficient building developers,” said RoseAnn B. Rosenthal, President & CEO of Ben Franklin.
“We’re also proud to report that BFTP/SEP is ranked the 5th national venture fund by number of deals for Q4 2012, by PwC MoneyTree™. This ranking underscores the importance of the Commonwealth’s continued support for seeding the enterprises that will be future job generators,” she added.


AboutOne – Paoli – Chester County
Approved Investment: $200,000 (Ben Franklin previously committed $100,000)
The expanding market for family management and caregiver technology lacks cohesion and uniformity. AboutOne is a secure and private online subscription service that makes it easy for anyone to manage family life, providing a location for users to conveniently enter, store, manage and share family memories (text, photos, and videos) and household information (health, possession and education records, contacts and more) and access this data from anywhere, through any device.
AboutOne’s patent-pending technology saves time on the everyday tasks parents and caregivers manage by auto-entering information. It not only complements the file cabinets, books, boxes, multiple web, desktop and mobile applications that are used to store personal information; it also enables users to reap the benefits (both time and money) of being able to easily put their information to work through alerts, reminders, intelligent reports and private sharing. AboutOne’s business mission is to be the global de‐facto standard for family management systems.
The company is led by Chief Executive Officer Joanne Lang, a Forbes “Top Ten Female Entrepreneurs to Watch” and StartupNation winner; Chief Financial Officer Lorraine LoPresti; and Chief Architect Nathan Bayles.

Dynamis Skin Science, Inc. – Jenkintown – Montgomery County
Approved Investment: $500,000
Dynamis Skin Science develops and markets topical skin health and anti-aging products that utilize the meglumine-based substance Supplamine® – a compound proven to interfere with and reverse the breakdown of skin. Supplamine® skin technology is the key component of the company’s MEG 21 skin care products which, unlike other traditional cosmetics, aims to improve skin health and integrity. In addition to aesthetic improvement, skin texture is improved, ensuring MEG 21 products make it is easier to monitor skin for harmful changes.
Dynamis Skin Science founder and Chief Executive Officer Dr. Annettee Tobia is also the founder and Chief Executive Officer of Dynamis Therapeutics.

Luxtech, LLC – Philadelphia
Approved Investment: $200,000
The global energy-efficient LED lighting market is growing rapidly. LED lighting systems currently represent about 7% of the general lighting market, but are projected to grow by 64% by 2020. Luxtech designs and develops AC and DC LED modules to serve the needs of legacy lighting fixture manufacturers in the general ambient lighting space.
Luxtech initially focused on developing DC LED modules, which represent 98% of the LED module market, and then developed modules for troffers, a ceiling light fixture that represents about 70% of the commercial lighting fixture market.
The company is led by Sean Darras, Founder & President; Ron Lenk, Chief Scientist; and Robert Small, Interim Chief Financial Officer.
Luxtech is a client of the Energy Efficient Buildings Hub Commercialization Center (HCC). The HCC houses and supports startup, emerging and established companies engaged in developing and marketing energy efficient building retrofit products and services. The HCC provides virtual programs and services through the Ben Franklin Navigator™ program, which offers market entry assistance for both national & international companies.

MVP Interactive – Philadelphia
Approved Investment: $125,000
MVP Interactive is a digital interactive software company focused on bringing highly engaging user experiences to client-sponsored events, such as professional sports games, theme parks, movies, and other entertainment venues.
After almost a year of concept and product development, the company launched in February 2013 at the NBA All-Star Game, helping to land contracts with the Philadelphia Flyers, Dallas Mavericks, Houston Rockets and Houston Dynamo.
MVP delivers interactive experiences to increase brand awareness and loyalty among fans and event attendees, while providing valuable consumer behavior analytics for sponsors. They do this currently through their first product, an advanced technology kiosk called the “MorphingStation™” that provides fans with “morphed” photos and avatars of themselves with team, event and sponsor related content.
The company is led by CEO & Founder James Giglio

Orion Fleet Intelligence – Conshohocken – Montgomery County
Approved Investment: $75,000 (Ben Franklin previously invested $100,000)
Orion Fleet Intelligence provides GPS/telematics enhanced business intelligence services to companies who rely on fleet operations as a significant part of their revenue/cost structure, and to their insurance carriers and brokers.
By tracking, analyzing and organizing the data of fleet vehicles and drivers, and combining this with operating data (such as billing, dispatch, HR, fuel-cards, timesheets, payroll, etc.), Orion enables fleet operators and the commercial auto insurance industry to unlock revenue, become more operationally efficient, and enable cost savings. Orion also benefits commercial auto insurers, agents, and brokers by making underwriting more profitable, improving service, and making risk management services more efficient.
The company is led by Chief Executive Officer Peter Jacobson, and Executive Vice President A.J. Kait.

Powerlytics – Philadelphia
Approved Investment: $150,000 (Ben Franklin previously committed $150,000)
Powerlytics provides financial statement benchmarking, market sizing and business research products, underpinned by the tax return data of all businesses and households in the United States. The tax return data is harmonized with other government data sources, providing the most complete and accurate business decision tools available in the market today.
The company has two primary business models; one is a typical licensing model to access the complete or a select portion of the data set through a typical SaaS arrangement. Alternatively, the company can enable its data sets to serve as the automated data source for a customer’s existing software or to allow them to create additional unique products.
The company is led by co-founder and Chief Executive Officer Kevin Sheetz, and co-founder, Chairman, and Chief Research Officer Jose Plehn-Dujowich, Ph.D.

QLIDA Diagnostics – Philadelphia
Approved Investment: $200,000 (Ben Franklin previously committed $300,000)
QLIDA develops next-generation biomarker diagnostic tests. The company’s proprietary portable, hand-held platform can be used for diagnosis of life-threatening diseases such as cancer and cardiovascular disease, through the use of a nanotechnology-based protein detection.
QLIDA has been collaborating with Drexel University to develop its proprietary test, Quantum-dot Linked Immuno-Detection Assay (QLIDA), to create a quantitative biomarker detection platform, enabling early detection of proteins associated with disease. The company is currently developing an ultrasensitive test for cardiovascular disease to be used in point of care testing.
QLIDA is led by Chief Executive Officer Michael Boyce-Jacino, Ph.D, previously Chief Executive Officer of BioNanomatrix, Inc (now BioNano Genomics, a Ben Franklin client), and Vice President of Engineering Michael Kochersperger.

QR Pharma, Inc. – Berwyn – Chester County
Approved Investment: $140,000 (Ben Franklin previously committed $610,000)
QR Pharma is a specialty pharmaceutical company founded to develop novel treatments for Alzheimer’s, Parkinson’s and other neurodegenerative disorders. The company has two compounds in clinical development: Posiphen® targets early stage Alzheimer’s and Parkinson’s, and may stop or slow the progression of the disease. BNC is expected to work in later stage Alzheimer’s.
The company is led by CEO Dr. Maria Maccecchini, Chief Medical Officer Dr. Michael Grundman and Chief Financial Officer Reid McCarthy. In 1992, Ben Franklin invested in Dr. Maccecchini’s Symphony Pharmaceuticals, which sold to Transgenomic in 2001.

RMH Sciences, LLC – Doylestown – Bucks County
Approved Investment: $50,000, through the Technology Commercialization Fund
RMH Sciences aims to commercialize newly discovered antibiotics by Dr. Harvey Rubin, University of Pennsylvania Professor of Medicine. One of RMH’s most promising ventures focuses on creating antibiotics to combat hospital acquired bacterial pathogens, a largely unmet need in the current marketplace.
The $50,000 investment will help in the transitional process of moving the lab’s research into the beginning stages of drug development. This aligns with RMH’s long term goal of developing compounds for human clinical trials.
The company is led by co-founder Dr. Harvey Rubin; Chief Executive Officer and President Glenn Mattes; and Vice President George Hobbs.

ZSX Medical, LLC – King of Prussia – Montgomery County
Approved Investment: $250,000 (Ben Franklin previously committed $50,000, through the Technology Commercialization Fund)
ZSX Medical is a pre-clinical-stage company dedicated to the improvement of internal surgical closure via its Zip-Stitch™ bio-absorbable technology. Zip-Stitch™ clips aim to ease internal closure, often the most difficult part of minimally invasive surgery, reducing procedure time, post-operative infections and tissue adhesions that can cause scarring, pain, and additional surgeries.
Ben Franklin previously invested Technology Commercialization Funding for the company to conduct an animal study. The success of that study prompted Ben Franklin’s additional investment in ZSX Medical.
The company is led by founder and Chief Executive Officer Dr. Dan Mazzucco, and founder and Chief Operations Officer Eric Rugart.



Ben Franklin is celebrating its 30th year of helping our region’s talented entrepreneurs bring their Dreams to Reality. Ben Franklin is a national, award winning organization for Stimulating Entrepreneurial Potential, through entrepreneurship, technology and innovation. We grow technology companies and partnerships through the Capital, Knowledge and Networks that help innovative enterprises compete in the global marketplace, generating wealth and supporting regional economic growth. Ben Franklin has invested more than $165 million to grow more than 1,750 regional enterprises, across all areas of technology. It has launched university/industry partnerships that accelerate scientific discoveries to commercialization. The Ben Franklin Technology Partners is an initiative of the Pennsylvania Department of Community and Economic Development and is funded by the Ben Franklin Technology Development Authority.
For additional information, please visit www.sep.benfranklin.org, Facebook, LinkedIn & Twitter.


What's in a name?: CardioNet now BioTelemetry, UBPS now JetPay




Tom Paine



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As of today, Conshohocken-based CardioNet is now BioTelemetry, refecting a new holding company structure it adopted. CardioNet is still an operating unit of BioTelemetry, and the company still trades on the NASDAQ under the symbol "BEAT". The corporate name change reflects in part broader ambitions beyond remote wireless cardiac monitoring to include monitoring other vital health indicators as well.

Also, CardioNet's financial results released on Tuesday suggest the company might be on the comeback trial from a long slump that began when Medicare and some private insurers cut its reimbursement rates. Revenue in the second quarter increased 17% over the prior year to $32.1 million. Net loss for the quarter was $2.3 million, but the company says that after excluding expenses related to restructuring and other nonrecurring charges, the company posted a (non-GAAP) slight net profit, its first in nearly four years. Shares jump by 38% to $7.56 yesterday on the results.

During the quarter, CardioNet also added coverage from UnitedHealth Group for all of its services.

The company also recently signed a lease to relocate its headquarters from Conshohocken
to Malvern.

In other name change news, Bipin Shah's Berwyn-based Universal Business Payment Solutions Acquisition Corporation (that's a mouthful) has changed its name to JetPay Corporation. UBPS acquired JetPay LLC – a debit and credit card processing company specializing in Internet and recurring payments – last December. As of August 12, the company's symbol on the NASDAQ Capital Market will change from “UBPS” to “JTPY” to reflect the new name.


Daily Links 8/1/2013: Penn choses Canvas as university-wide LMS









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The University of Pennsylvania Chooses Canvas
For the first time, Penn is moving to one learning management system
(PR Newswire)

Time Warner Cable Profit Tops Estimates on Broadband Clients (Bloomberg)

DirecTV Misses Analyst Profit Estimates on Subscriber Shortfall (Bloomberg)

Time Warner Cable Tepid Q2 Fans Charter Merger Talk
(Investor's Business Daily)


Comcast to Test New Usage-Based Internet Tier in Fresno (Multichannel News)

SAP's cloud sets on-premises bods free from licence fees... Oh, hang on
Better read the fine print
(The Register)

SAP Completes Acquisition of hybris to Help Businesses Deliver Seamless Commerce Experience to Customers (PR Newswire)

Cloud Analytics Player Tidemark Lands $13 Million Round Led by Tenaya Capital (All Things D)

DELL: Icahn Files Suit to Block Change to Vote; Wants Admission of Fault from Board (Barron's: Tech Trader Daily)
Suit filed in the Court of Chancery of the State of Delaware.

Innovative Solutions & Support, Inc. Announces Second Quarter Fiscal 2013 Financial Results
Revenue up 21%, Net Income increases over $800,000 from year ago
(Business Wire
via Yahoo Finance)

TargetX Adds to the Lineup of Colleges Relying on Its Cloud-Based CRM for Student Recruitment (PR Web)




Conshohocken's eMoney Advisor an important (but quiet) Philly software firm




Tom Paine



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I hadn't heard much about eMoney Advisor, the Conshohocken-based provider of web-based investment management software for financial advisors, recently. Founded by Edmond Walters in 2000, eMoney Advisor was acquired by Vernon Hill's Cherry Hill-based Commerce Bancorp for $32 million in stock in 2006, at which time its revenue was reported to be $10 million, but was sold back to Walters and other investors some time before or around the time of Commerce Bancorp's acquisition by TD Bank in 2008. While there has been plenty of coverage of eMoney Advisor in the investment management trade press, locally there hasn't been much.

So I got an update on some of what's been going on from Mark Constan, Vice President of Recruiting at eMoney Advisor. He told me during a phone interview that headcount was now around 200, up from about 120 at the beginning of 2011. Some 50 of those are considered tech employees, including a group of 30 engineers. While he didn't have precise figures, he said revenue had been growing at about 20% annually. eMoney Advisor's architecture is built around the Microsoft .Net framework, though Constan said that in recruiting engineers the company is less concerned with an applicant's narrow field of experience than in the versatility and talent the individual possesses. And yes, they are looking for people.

Until now virtually all of eMoney Advisor's employees, except for a small number in the field, have been based in Conshohocken. But eMoney Advisor has just opened a California office in La Jolla, a toney San Diego suburb on the ocean. Philadelphia tech firms sometimes open offices in places such as San Diego in order to recruit more engineering talent, but Constan said that wasn't part of the company's current plans. Rather, the office will house a west coast customer contact (call) center that will give eMoney Advisor more time zone flexibility and ease the burden on call center personnel in Conhohocken, as well as other client-facing personnel to serve its growing California customer base. A few are moving west from Conshohocken, and some were already out there or are being hired.

eMoney Advisor recruits at the major tech schools in the Philly area, and Constan says they are able to fulfill their needs through the local talent base, though he says eMoney's high standards make it more challenging.

eMoney Advisor has a strong Philadelphia pedigree. Walters, a Villanova graduate, ran a Main Line investment advisory firm before starting eMoney. Looking through profiles of senior management, several worked for BtoB online pioneer VerticalNet and some came from another local financial planning software startup, Reality Online (acquired by Reuters).

eMoney Advisor's recently released version 8.0 of its flagship 360 Series web-based software. Another area where the company has made progress in recent years is in building its enterprise business, gaining more accounts with major financial services institutions, although smaller, independent financial advisors remain an important part of its customer base. eMoney Advisor's offices are in what might be considered Conshohocken's tech corridor on East Hector Street, not far from companies such as Monetate and NextDocs, and Constan says there is a real sense of community in the tech scene there.

Walters apparently holds a large stake in eMoney and there are other investors, although its something eMoney Advisor has been quiet about. I couldn't find a single news citation about the sale of eMoney Advisor by Commerce Bancorp/TD Bank.

While eMoney Advisor may be well known to many in the investment advisory trade, outside of that area its identity may be less clear. Some may think it is more of a financial services business. While knowledge of that domain is obviously essential to eMoney Advisor's success, the company wants more people to recognize that it is also a technology-driven enterprise, Constan says.






Daily Links 7/31/2013: Comcast profit beats estimates; Dow to open Collegeville innovation lab









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Comcast Profit Tops Estimates on Subscriber Additions
(Bloomberg)

More customers, more revenues: For Comcast, broadband is gift that keeps giving (Gigaom)

Comcast CFO says M&A possible, but not at debt levels John Malone is comfortable with (FierceCable)


Sprint extends LTE coverage to 41 new markets (CNET News)
Including Philadelphia.

Doylestown's Brick Simple building apps for wearable Google Glass computers (phillyBurbs.com)

Uh oh: SEC questions if IBM’s cloud math is water vapor (Gigaom)

Pennsylvania won't renew IBM computer system contract after study finds problems (Pittsburgh Post-Gazette)

Dell's buyout teeters as it rejects voting change (Reuters)

SAP’s partner paradox – race to the cloud (Diginomica)


Air Products Faces Modern Form of Hostile Takeover (New York Times: DealBook)

Dow Inaugurates Northeast Technology Center Innovation Hub (Business Wire)
Huge Collegeville facility will support innovation efforts for Dow's Advanced Materials
businesses.

CardioNet, Inc. Reports Second Quarter 2013 Financial Results (Globe Newswire)
BEAT shares up 38% today after results reported late yesterday. Tomorrow corporate name becomes BioTelemetry, although ticker symbol remains the same.



Daily Links 7/30/2013: CBS, TWC halt brief blackout; Dell CIO questions HANA scalabilty








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CBS, TWC Halt Programming Blackout(Broadcasting & Cable)

Comcast: Belle of the Media Ball? (Bloomberg TV)


Fab Lays Off More Than 100 Employees in Europe, as It Continues Retreat From Flash Sales (All Things D)

Boomi co-founder looking to start new firm in same space (Philadelphia Business Journal)


Student ventures FTW: Dorm Room Fund-backed Firefly announces Olark patnership

(PandoDaily)

OLED: OpCo, Wedbush Dismiss Fears of Samsung Novaled Buy (Barron's: Tech Trader Daily)
Universal Display (OLED) is based in Ewing, NJ. Samsung is reported to be close to buying
Novaled, another OLED tech firm, but analyst says Novaled complements, not competes with,
Universal Display.

SAP platform head: We’re not interested in buying ‘overvalued’ Tableau (VentureBeat)

Dell Says SAP’s HANA Has ‘Scalability Issues (Wall Street Journal: CIO Journal)



SAP Channel Chief Kevin Gilroy: Partners Reaching Revenue Faster (The VAR Guy)

Prepare now for a 7-year famine in IT services (Diginomica)


Publicis Omnicom merger puts healthcare clients under one roof
(Medical Marketing & Media)

RES Software Rounds out First Half of 2013 with a Resounding Performance
Says its planning move to larger Philadelphia area headquarters later this year.


Daily Links 7/29/2013: CSC partners with ThingWorx; iMomentous wins best unknown business in America competition








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Avoiding Detroit's crash (Opinion/Philly.com)

NBC Chief Bob Greenblatt: 'There's Still Room for Improvement' (Hollywood Reporter)

Cable TV Subscriber Losses: Will Q2 Be Replay Of Q1? (Investor's Business Daily)

SC Unveils New Machine-to-Machine Solution
Developers in Manufacturing Industry Can Build Custom M2M Applications within Days
(Business Wire)
In partnership with Exton-based ThingWorx.


Forget Pagers, Philly Startup Seratis Wants To Bring Hospital Communication Into The 21st Century (TechCrunch)

Bessemer Venture Partners Launches $100 Billion Cloud Index
(All Things D)

Is Silicon Valley Losing Out on Business Software Companies? (Wall Street Journal: Venture Capital Dispatch)
OpenView Ventures Partners Managing Director Adam Marcus (OpenView investments include Monetate, NextDocs, and Xtium) points out that many of the most successful cloud enterprise software companies are located outside Silicon Valley.

SAP expands partner program for application development (PC World)

NetSuite’s improbable growth steams cloud froth (PandoDaily)

Dish is likely eyeing new acquisitions after losing Sprint (PC World)

Gregory FCA and Safeguard Scientifics Name Best Unknown Businesses in America (Business Wire)
Horsham-based iMomentous and Lehigh Valley-based Bridgeway Academy the winners.







Publicis, Omnicom agree to merge; would become world's largest agency





Tom Paine



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Publicis and Omnicom announced this morning (pdf) that they have agreed to merge, creating the world's largest advertising company. Publicis is based in Paris, Omnicom in New York.

Publicis Omnicom Group had combined 2012 revenue of $22.7 billion and would have a market capitalization of $35.1 billion. It will move far ahead of WPP, which until now has been the largest agency. The deal is expected to face regulatory scrutiny in both the US and Europe.

In the Philadelphia area, Publicis has a heavy concentration of digital agencies, particularly in healthcare. They include Philly-based Digitas Health and Razorfish Healthware, and other units operating under the Publicis and Saatchi & Saatchi names based in Yardley. Publicis acquired Princeton-based digital agency Rosetta, which also has a strong healthcare practice but serves a broader spectrum of industries, for $575 million in 2011.

I don't have a complete reading on what assets Omnicom has in the Philadelphia area. TPG is a direct marketing group based here. Omnicom's DDB Health acquired Philadelphia-based healthcare communications agency Synergy in 2011. CDM Princeton is a healthcare marketing agency. I'm sure other Omnicom brands have offices or people in the area, although I haven't spotted anything else significant yet.

Ad Age provides more information on what the combined agency would
look like.
.



Philly Tech People News 7/28/2013










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OKI Data Americas Names Carl Taylor Vice President Of Marketing (Business Solutions)

HIT Application Solutions Announces New CMIO (Business Wire)

Tonic Life Communications Promotes Five and Hires Seven (Philly Ad Club
News)


FreedomPay Appoints Rodney Bowen-Wright as Chief Business Development Officer (Business Wire)

RackWare Names Steve Daly to Board of Directors (Marketwire)


Develop Your Own Growth Framework, Sparta CEO Martinson Tells NJTC Audience


Esther Surden
Publisher & Editor, NJTechWeekly.com



Eileen Martinson CEO of Sparta Systems delivered the keynote at the NJTC CFO Awards Breakfast in June. | NJTC


Eileen Martinson — who was brought to Sparta Systems (Hamilton) in 2011 to lead the company from status quo to accelerated growth — told several hundred attendees at the New Jersey Tech Council (NJTC) CFO Awards Breakfast on June 12, 2013, to shake up their sleepy middle-market companies and grow.

She then provided the framework that had helped her implement strategies to deliver more than 20 percent top-line growth year over year at Sparta, a middle-market company in business for 18 years.

Speaking to the group who had gathered at the Forsgate Country Club in Monroe Township, Martinson called herself a “framework type of person,” explaining that hers will not work for everyone. “You have to come up with your own framework and adjust it according to your style and what you are trying to accomplish with your particular business,” she advised.

Growth should be a bit easier in this economy, Martinson indicated. “We are seeing some recovery in the housing market and the unemployment rate,” she said.

She pointed out that middle-market companies — those with annual revenue of between $25 million and $1 billion — fuel much of the country’s economic growth, generating $6 trillion in revenue each year and employing 20 million Americans. If middle-market companies concentrate on growth, the whole country will benefit, she said.

Companies start down the path toward growth by defining the customer value proposition, Martinson said. “I have some of my team here today, and they know I always say it’s all about the customer.”

The book Blueprint to a Billion by David Thomson has been particularly helpful to Martinson as she has sought to lead Sparta. In it, Thomson presents three types of value propositions. One describes companies that are leading a market, creating something entirely new. Within that segment are subcategories, one of which is the gap filler. “Where we are going with Sparta Systems is towards filling the gap around enterprise quality,” a new market, Martinson said.

The next step in growing is to determine the total addressable market for your company. Martinson said making this assessment is not easy when you are filling a gap in a new market. You have to know the total market opportunity, which includes learning the market size and who the competition is. You must ask if there is enough growth available for the size company you want to be, she said.

While many businesses can obtain market size information from analyst companies, in Sparta’s case there really isn’t any data on the enterprise-quality market “because we are creating it,” Martinson said. “What Sparta had to do … is look at the companies it believed it should serve, look at the number of employees in these companies as well as Sparta’s historical contracts, and then determine the revenue opportunity,” she said.

Martinson said she had done her due diligence before moving to Sparta. The company was “a little sleepy,” and she had thought she could do great things with it. “I started out at 8:30 a.m. [on] day one in a webcast to everyone, saying, ‘We are going to double in size during the next couple of years.’

“You have to go out there and set the bar high,” she noted, because if you set the bar at 10 percent growth, you’ll probably struggle to achieve 7 percent.

The next step is to understand your internal capabilities, including those of your management staff. “We had a great management team in 2011, but we had  to make some really hard decisions … because sometimes you have really good people but … they don’t fit the vision of where you are trying to take the business …” It takes a lot of time to find the right people and close the deal with them, but if you don’t get the right team in place, you won’t move ahead, Martinson said.

Alternatively, your employees may be the right people who are missing skills, so you have to help them obtain them. “For example, we are running a first-line leadership program this summer for our first-line managers. I believe if you want to scale a company, first-line managers are critical,” noted Martinson.

Sparta surveys customers, the company’s most critical resource, to find out how it is doing. “If we get a detractor, we call them immediately, find out what the issue is and solve it immediately,” Martinson noted. The company studies trends to determine whether it needs to adjust its customer strategy.

It’s important to understand your employees, Martinson pointed out. “We are in a competitive job market. We work really hard to recruit the right people into our company. It’s not easy. We have a tough standard for the kind of people we want.” Sparta surveys its employees to determine how the company relates to them. It also runs employee outside enrichment programs, such as female managers’ networking opportunities and charity golf events.

Growth company CEOs have to ensure their product portfolio aligns with the customer value proposition and the firm’s growth strategy, Martinson said. Don’t build things because they are cool, she advised; make sure customers will actually pay you for them. “This does require continuous innovation,” she said, noting that “if we don’t continue to innovate and change and add more value for our customers, we are not going to continue to grow.”

Don’t be afraid to partner for innovation, Martinson advised. “We had a little bit of the ‘invented here’ syndrome going on. Unless we invented it at Sparta, it wasn’t good enough,” she said. Now the company partners with others in the market.

Martinson said she believes in cash flow, and Sparta is funding its growth out of operations. “We’ve actually reduced our EBITA [earnings before interest, taxes and amortization] to be able to support our go-to market, putting more salespeople out there and investing in the product. I told my investors, ‘We are going to be real slackers this year … we are only going to have about 26 percent EBITA,’ ” she said, eliciting a chuckle from the audience.

Another action key to growth is recognizing critical employees who deliver value to your customers. They may be individual contributors tending to customers in services and support, or employees delivering innovation at an R&D organization. “Find those people and take really good care of them,” Martinson advised, because other companies want them.

You must also ensure your compensation plan is aligned with the growth plan, she noted. Sparta ties a bonus program to profitability and revenue targets, but it also has an accelerator tied to licensed revenue growth, a leading indicator for the firm. Everyone in the company is eligible. Everyone’s bonus is also tied to customer satisfaction, Martinson added.

Martinson advised that companies break down the overall growth plan into quarters so the management team can “wrap their arms around it.” She holds yearly strategy and twice-monthly operations meetings that review critical accounts, product plans and other operational imperatives. “This is how you stay on target,” she said. “It’s really important.”

When you are growing quickly, you are also hiring and adding people quickly, and “there may be some people you need to pull out every year,” noted Martinson. “Those are hard decisions, but that is a good way to protect … your profits. If you don’t take care of this year by year, you may wake up one day and find you have to lay off a lot of people because your business is stalled,” she explained.

Finally, it’s all about execution, Martinson pointed out. “We use a scorecard approach to run the business. Having worked in public companies, you tend to get focused on quarters. But when you use the balanced scorecard approach, you look at all the aspects of your business that help you drive those numbers,” she said.


Esther Surden is Publisher and Editor of NJTechWeekly, and a contributor to Philly Tech News. This article originally appeared in NJTechWeekly, and is republished here with her permission.


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Saturday Highlights 7/27/2013: Announcement of Publicis/Omnicom deal expected tomorrow (reports)



Publicis Said to Be in Late-Stage Merger Talks With Omnicom (Bloomberg)
Publicis has a major presence in the Philadelphia area, particularly in healthcare.
Update: Publicis-Omnicom Deal Expected to Be Announced in Sunday Press Conference (Ad Age)


Germany's SAP seeks economy measures after sales warning (Reuters)

Why Does SAP Make Big Announcements on Sundays? (ASUG News)

Oracle OpenWorld: What to Expect (PC World)