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AT THE CENTER
The electronic newsletter of the
Silicon Valley World Internet Center
Tuesday, June 18, 2002
The Silicon
Valley World Internet Center thanks its Sponsors for their continuing
support:
EXECUTIVE
SPONSORS
• Amdocs, Inc. •• Cable & Wireless ••
Deutsche Telekom •• Fujitsu •• IBM Corporation
•• SAP •• Sun Microsystems •
KNOWLEDGE
NETWORK PARTNERS
•• Halleck ••• IC Growth, Inc. •••
Internet Wire ••
Check out the
Center's Web site: http://www.worldinternetcenter.com
Past copies
of newsletters and directions to the Center are available on the
Web site.
All programs
are held at the Center unless otherwise noted.
To join our
community, click on this link: http://center.infopoint.com/join.php
PUB
TALK: THURSDAY, JUNE 20, 2002
"Collaborative Commerce (cCommerce): The Next Stage of eBusiness"
Dr. Rodney J. Heisterberg, Managing Partner, Rod Heisterberg
Associates
Open to the Public. 5:00 - 7:00 p.m. The Pub talk begins at 6:00
p.m.
EXECUTIVE
SEMINAR: TUESDAY, JUNE 25, 2002
"Winning With Limited
Marketing Resources: Maximizing the True Cost of Marketing (TCM)"
By Mr. Ross Halleck, President, Halleck &
By Mr. Ian Cheeseman, President, LVA Corporate Communications
4:00 - 6:00 p.m. Reception to follow. Invitation-only. Limit: 40
participants.
See Below for possible participation.
EXECUTIVE
SEMINAR: WEDNESDAY, JULY 17, 2002
"Survival Strategies: Converging Resources To Create &
Retain Customer Value"
By Mr. Niles Morton, Vice President of Indirect Channels,
Cable & Wireless &
By Mr. Rick Ellinger, Venture Partner, Osprey Ventures, LP
4:00 - 6:00 p.m. Reception follows. Invitation-only. Limit: 40 participants.
PUB TALK: THURSDAY,
JUNE 20, 2002
"Collaborative Commerce (cCommerce): The Next Stage of eBusiness"
Dr. Rodney J. Heisterberg, Managing Partner, Rod Heisterberg
Associates
Open to the Public. 5:00 - 7:00 p.m. The Pub talk begins at 6:00
p.m.
At this week's
Pub, Rodney J. Heisterberg will discuss Collaborative Commerce (cCommerce)
as a strategy for the next stage of eBusiness evolution. cCommerce
business practices enable trading partners to create, manage, and
use data in a shared environment to design, build, and support products
throughout their lifecycle, creating a value chain that forms a
virtual enterprise. As cCommerce evolves as the mainstream eBusiness
strategy for effective value chain management, the re-engineering
of management decision-making processes becomes the critical success
factor for enterprise profitability and growth in the 21st century.
In addition, sustainable competitive advantage is realized by the
adoption of cCommerce strategies and business models.
ABOUT
RODNEY J. HEISTERBERG
Rodney J. Heisterberg guides firms moving into Collaborative Commerce
with his experience in software product management, enterprise systems
integration, and IT management perspectives. Before founding Rod
Heisterberg Associates, he was the Director of IT Management Consulting
for Gartner Group in San Jose. His engagements spanned consulting
and research projects that focused on strategic planning for Collaborative
Commerce, including the formation, implementation, and operation
of businesses as virtual enterprises using a Private Trading Exchange
enabled by extranet technology. Dr. Heisterberg has been employed
by or consulted for numerous Global 500 companies including British
Aerospace, Ford, General Motors, Lockheed Martin, Mitsubishi, Procter
& Gamble, Sunbeam, and US Steel. He has also served as the US
industry advisor to NATO for eBusiness and industrial logistics.
Dr. Heisterberg holds bachelors and masters degrees, as well as
a Ph.D. from Purdue University, where he studied industrial engineering,
computer science, and business administration. He is a registered
Professional Engineer and an internationally recognized speaker
and writer. Currently, he is authoring the Collaborative Commerce
section of The Internet Encyclopedia to be published by John Wiley
& Sons.
ABOUT
ROD HEISTERBERG ASSOCIATES
Rod Heisterberg Associates (RHA) represents a global
network of seasoned veterans in the fields of business management
and IT that provides leadership for Collaborative Commerce strategies
that enterprise software vendors and end users can leverage to achieve
a sustainable competitive advantage. The RHA portfolio of international
management consulting offerings features cCommerce strategic planning
and readiness assessment, architecture development and sourcing,
and implementation roadmap advisory services which include executive
team coaching and IT Trends seminars.
FOR
FURTHER INFORMATION:
Dr. Rodney J. Heisterberg
Managing Partner
Rod Heisterberg Associates
T: 650.254.1551
E: mailto:rodheisterberg@aol.com
EXECUTIVE SEMINAR: TUESDAY,
JUNE 25, 2002
"Winning with Limited Marketing Resources: Maximizing the True
Cost of Marketing (TCM)"
By Mr. Ross Halleck, President, Halleck &
By Mr. Ian Cheeseman, President, LVA Corporate Communications
4:00 - 6:00 p.m. Reception to follow. Invitation-only. Limit: 40
participants.
This invitation-only
Executive Seminar, in conjunction with Halleck (one of the Center's
Knowledge Network Partners) and LVA Corporate Communications, focuses
on providing marketing executives with the appropriate tools to
be able to:
• Calculate
total cost of marketing (TCM).
• Reduce TCM cost.
• Increase the strength of marketing efforts for competitive
advantage.
• Build stronger customer relationships through a consistent
and persistent brand experience.
Participants
will also learn:
• The latest market development -- Integrated
Marketing Groups (IMG) -- and why it is important.
• How to continue to get the best from your limited marketing
staff and resources.
Marketing budgets
are being slashed, internal marketing professionals are being eliminated
to reduce head count, and the competition is getting fiercer. Traditional
advertising agencies have a limited focus with a bias toward specific
media, yet, freelance and independent talent requires tighter management
by internal resources that do not exist. Marketing in this environment
requires an understanding of TCM to be successful. In fact, the
only survivors will be those who affect the greatest effectiveness
and efficiency in communicating their value proposition.
During the previous
boom economy, trend was to hire the best of breed in all disciplines
of marketing services. The return on those investments, especially
in today's economy, cast doubt on the wisdom of this course. With
the plethora of media choices on the part of companies, not to speak
of the overwhelming selection of brands available in every category
in B2C and B2B, selecting multiple agencies creates tremendous managerial
challenges, not to mention tremendous waste and overlap.
An IMG can provide
a company with a non-biased approach to the right mix of media for
greatest impact and return for its marketing dollar. Incorporating
strategic services (positioning and brand strategy), PR, interactive
graphics, Web site development, and advertising, an IMG can take
a marketing strategy from concept to execution in record time. More
importantly, having each component of the media mix align with and
support the others, builds stronger brands and drives greater ROI.
ABOUT
THE SEMINAR PRESENTERS
IAN
CHEESEMAN
Ian
Cheeseman is President of LVA Corporate Communications, a specialized
communications agency established in 1990 that provides public relations
and communication solutions to B2B technology clients, ranging from
start-ups to multi-billion dollar corporations. LVA provides public
relations strategy planning, consulting and implementation; media
relations; industry analyst relations; corporate communication support;
and crisis management. Its clients include Fujitsu Holdings, Fujitsu
Software, Legato, LSI Logic Storage Systems, Sophos, InfiniCon,
RPA Engineering, and PWS International. Mr. Cheeseman has spent
22 years in the communications industry as a journalist and public
relations executive. A former Senior Vice President at CS Communications
and Director, Corporate Communications for American Express Company,
Mr. Cheeseman has extensive experience in creating and executing
communications strategies for a variety of US and European corporations.
Mr. Cheeseman spent one year working on issues for the European
Commission at the Centre de Calcul in Luxembourg. Prior to moving
to the United States, he was a Managing Partner at one of the UK's
leading high tech and financial PR consultancies. He is a former
editor-in-chief of Computer News, a 100,000 circulation weekly newspaper
for the UK computer industry. He has also held senior management
and consulting positions in the data processing industry.
ROSS
HALLECK
Ross Halleck founded Halleck (http://www.halleck.com)
in January of 1980 as one of the preeminent creative service firms
in Silicon Valley. Since its inception, Ross has translated corporate
marketing objectives into highly effective communications solutions.
In 1993, Ross integrated the World Wide Web into its mix of marketing
support services. This included pioneering the branding of Web sites,
developing site architecture, and the strategic implementation of
the technology to accomplish marketing objectives. Halleck's first
client in this arena was Netscape. Throughout its history, Halleck
has been on the cutting-edge of sophisticated marketing techniques,
strategies and technologies. Halleck became one of the first creative
service agencies to integrate relationship marketing strategies
into its business model. Companies such as Hewlett-Packard, Agilent,
Con Agra, Edify Corp., and Sun have extended their relationships
with Halleck in the interest of providing brand communications that
leverage all touchpoints to build more consistent, more personal,
and more profitable relationships between their clients and their
customers. Mr. Halleck's strategic thinking, design excellence and
unique implementation of technology has earned him B2B Magazine's
Top 100 Award for 2001. Mr. Halleck sits on the Advisory Boards
of the Silicon Valley World Internet Center and Diamondhead Ventures.
FOR
FURTHER INFORMATION
This
is an invitation-only program. Those interested in possible participation
and are director- and executive-level marketing representatives
of mid-sized companies (please no start-ups), send your name, title,
company, company Web site, email address, and telephone number to:
Dr. Venilde
Jeronimo
Senior Director, Client Services
Silicon Valley World Internet Center
T: 650.462.9800
mailto:venilde@worldinternetcenter.com
EXECUTIVE SEMINAR:
WEDNESDAY, JULY 17, 2002
"Survival Strategies: Converging Resources To Create &
Retain Customer Value"
By Mr. Niles Morton, Vice President of Indirect Channels,
Cable & Wireless &
By Mr. Rick Ellinger, Venture Partner, Osprey Ventures, LP
4:00 - 6:00 p.m. Reception follows. Invitation-only. Limit: 40 participants.
This Seminar
is tailored to value added resellers (VAR), systems or network integrators,
solutions providers, and other selected participants (see below)
who are interested in partnering with Cable & Wireless in the
areas of IP networking, Web Services, and convergent technologies.
The first part
of the Executive Seminar provides participants with an overview
on how enterprise networks are evolving towards the widespread deployment
of IP, how solutions from Cable & Wireless are specifically
designed to simplify and facilitate the IP networking migration,
and an introduction into C&W's Solutions Provider Program. During
the second half, participants engage in an interactive discussion
with Niles Morton and Rick Ellinger.
BENEFITS
OF ATTENDING
• Learn about C&W's
Solutions Provider Program directly from Cable & Wireless.
• Interact directly with C&W
to discuss a possible partnership.
• Increase knowledge on the widespread
deployment of IP, the factors driving convergence, and resulting
benefits of convergence from industry experts.
• Participants able to network
with one another at the post-Seminar reception over light hors d'oeuvres
and wine.
ABOUT
CABLE & WIRELESS' SOLUTIONS PROVIDER PROGRAM
Cable & Wireless is leading the evolution of business
communications. As Internet technology advances and incorporates
innovations like Web Services and MPLS based networking, systems
integrators and network consultants must help their clients decipher
which new services will provide the return on investment they desire.
Cable & Wireless is expanding its focus both domestically and
internationally through its propositions in IP networking, hosting,
and managed data services.
Cable
and Wireless Solution Partner Program offers:
• A lucrative compensation
plan.
• Assistance with business planning
and management.
• An extensive product portfolio.
• Provisioning, billing, and customer
support services.
• Marketing toolkits with easy-to-access
on-line resources.
If you are a value added reseller (VAR), systems or network integrator,
or solutions provider and would like to learn more about how Cable
& Wireless intends to drive growth through partners, visit:
http://www.cw.com/partners/us
BENEFITS
OF PARTNERING WITH CABLE & WIRELESS
Strength: Cable & Wireless draws on its 130-year history and
financial strength to bring new propositions to the business market.
With a renewed focus on IP networking solutions, Cable & Wireless
provides its partners with an opportunity to help clients migrate
communications to the latest IP innovations like VOIP over its new
MPLS backbone.
Support: Dedicated
partner channel resources and tools.
Commitment:
Additional revenue opportunities with products and services that
complement your core services.
PARTNER
REQUIREMENTS
Those who may be considered for participation include
representatives from the following types of companies (definitions
below):
•
Convergent VAR
• System/Network Integrators
• Network Solution Provider/Networking
Technologies Solution Providers
• VOIP Integrators
• IP Telephony (AVVID)
• Web Integrators
• IT Consultancies
• VAR 500
• Vertical Market VARs
Fulfill
the following requirements:
• Cisco Certified
(including AVVID Certification)
• Older than 2 years (not in start-up
phase).
• Focused on selling LAN/WAN solutions
with minimum 25% WAN
• 60% or more revenue comes from
500+ employees.
• A national or regional solution
provider organization. (Ideally, match or complement C&W's network.)
• Strong technical sales support
and marketing support to sales staff.
• 50+ employees total.
• VAR's minimum annual revenue:
$5-30 million.
• Customers are medium-large companies
with 250+seats minimum.
• IP/Hosting primary focus.
• Back office capabilities to
take on billing and first-line customer support.
DEFINITIONS
OF PARTNER PROFILES
• Convergent VARs:
Organizations that provide services around information technology
including convergence solutions. Rather than specializing in hardware
or software sales, these companies derive the majority of their
revenues from services billed on a recurring basis.
• System / Network Integrators:
Combination of professional services and expertise in hardware,
software, and communications technologies. Maintains full financial
and performance responsibilities for the entire project from design
to post-implementation stages.
• Network Solution Provider /
Networking Technologies Solution Providers: Organizations that specializes
in network and system design installation, but do not have strong
focus on software customization, application software, or software
support.
• Web Integrators and IT Consultancies:
Those that focus on multiple IP solutions sales.
• Vertical market VARs: Such as
those focusing on financial services customers.
• VAR 500: Organizations listed
by VAR Business magazine that sell to Fortune 500 clients and offer
full integration capabilities.
Please note
that the following types of organizations do not qualify for partnerships
with Cable & Wireless at this time:
• Sell mainly to the state or
federal government.
• Sell mainly hardware.
• Are in the start up phase.
• Focus only on the small- to
medium-sized business market sector.
• Voice agents.
ABOUT
THE SEMINAR PRESENTERS
NILES
MORTON
Niles Morton is Vice President of Indirect Channels
at Cable & Wireless, the global telecommunications company and
the world's largest Web hosting company. Mr. Morton has nearly 16
years of experience in marketing and sales in the telecommunications
industry. During the past two years, he has been behind the company's
marketing and sales programs aimed at increasing its indirect sales
channel in the United States. Through Mr. Morton's efforts, Cable
& Wireless has created one of the industry's highest rated indirect
channel programs in terms of solution provider satisfaction.
RICK
ELLINGER
Rick Ellinger is a Venture Partner at Osprey Ventures,
a $92 million fund which invests primarily in early- and expansion-stage
companies in the business and consumer technology marketplace. In
this capacity, Mr. Ellinger serves as interim Chief Executive Officer
and board member for venture-funded companies, among other roles.
He also provides expertise on strategic business and corporate development
for firms in the following areas: optical communications and components;
wireless devices and networks; networking equipment and security;
business process automation software and network implementations;
embedded client-end and realtime software for Internet use; and
PDAs, cell phones, and integrated solution electronic products.
Mr. Ellinger's past experience includes General Manager, Agilent
Metro Networks Business Unit; President, Madge Networks; Director,
Worldwide Communications, Hewlett-Packard Labs; Vice President Engineering
& Manufacturing, ASKnet; and a member of the MFS Datanet (MCI
WorldCom) Special Programs. Mr. Ellinger is an advisor to the Office
of Technology Assessment for the U.S. Congress, Pacific Bell, Cellular
One, Levi-Strauss, and the state of California's Office of Emergency
Services. He is the founder and board member of the Wireless communications
alliance.
FOR
FURTHER INFORMATION & POSSIBLE PARTICIPATION:
This is an invitation-only program. Those interested
in possible participation and meet the requirements listed, please
send your name, title, company, company Web site, email address,
and telephone number to:
Ms. Claire Kahrobaie
Manager, Client Services
Silicon Valley World Internet Center
T: 650.462.9800
E: mailto:kahrobaie@worldinternetcenter.com
JOIN US FOR OUR WEEKLY PUB
Come join us for our weekly Pub every Thursday from
5:00 - 7:00 p.m.
The Pub Talk
begins at 6 p.m. The Pub gathers 80-100 mid- to high-level executives
every week and, as always, is a great place to come and meet people
from the Silicon Valley and all over the world. Representatives
from small start-ups and major companies to venture capital and
academic join in the exchange at the Center's Pub. It's...
--- The best
reason to take off work early on Thursdays ---
For directions,
please visit http://www.worldinternetcenter.com
and click on directions.
The dress is
casual and there is no fee to attend. Just bring your good ideas!
Companies with
an interest in giving a Pub Talk or obtaining additional information
about current Center programs and services should contact Dr. Venilde
Jeronimo, the Center's Senior Director, Client Services (mailto:venilde@worldinternetcenter.com).
For inquiries
about upcoming Center programs, send an email to mailto:venilde@worldinternetcenter.com
For further
information on the Center's Sponsors and Knowledge Network Partners,
visit their Web sites:
EXECUTIVE
SPONSORS
• Amdocs, Inc. http://www.amdocs.com
• Cable & Wireless http://www.cw.com
• Deutsche Telekom http://www.dtag.de/english/index.htm
• Fujitsu http://www.fujitsu.com
• IBM Corporation http://www.ibm.com
• SAP http://www.mysap.com
• Sun Microsystems http://www.sun.com
KNOWLEDGE
NETWORK PARTNERS
• Halleck http://www.halleck.com
• IC Growth, Inc. http://www.icgrowth.com
• Internet Wire http://www.internetwire.com
To join our
community, click on this link: http://center.infopoint.com/join.php
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