The Business Behind The Technology secTors of new Jersey · trends, interviewing skills, networking skills, best practices and more. Wednesday, January 25: new Jersey Institute of

www.njtc.org

January 2012

Vol. 16 Issue 1

$3.50

The Business Behind The Technology secTors of new Jersey

Are You

reAdY for

2012?

To grow and succeed, you need an advisor who knows your company and your industry. Who is committed to helping you implement a sustainable strategy for growth. EisnerAmper is that advisor. The professionals in our Technology Group combine their passion about the industry with a focus on teamwork and communication.

Let’s get down to business.TM

NEW YORK | NEW JERSEY | PENNSYLVANIA | CAYMAN ISLANDS

EisnerAmper LLPAccountants & Advisors

Independent Member of PKF International

www.eisneramper.com

John [email protected]

GROW. WISELY.

TechNews | www.njtc.org | January 2012 3

PUBLISHERMaxine Ballen • [email protected]

VP of PUBLIcatIonSLeo M. Mennitt • [email protected]

contRIBUtIng EdItoRJennifer Simoni • [email protected]

nJtc connEctIonS EdItoRJudy Storck • [email protected]

gRaPHIc dESIgnERBonnie Jacobs • [email protected]

TechNews is published by the New Jersey Technology Council and The Education Foundation. We are located at 1001 Briggs Road, Suite 280, Mt Laurel, N.J. 08054. ©2012 NJTC. All rights reserved. Reproduction or use, without permission, of editorial or graphic contents in any manner is prohibited. To obtain permission, contact Leo Mennitt at [email protected] or 856-787-9700 x227.

TechNews is published eight times a year and is free to all NJTC members. Unqualified subscribers pay $29.99 per year, $39.99 for two years. Reprints are available for a fee upon request.

For more information on the New Jersey Technology Council, see www.njtc.org.

To contact a staff member, see the staff box for email addresses. Submissions for New Jersey TechNews are welcome. All editorial copy published is at the discretion of the editor. Send submissions to [email protected]. The views expressed in New Jersey TechNews do not necessarily reflect those of the New Jersey Technology Council or New Jersey TechNews.

Advertising information: Leo Mennitt at 856-787-9700 x227Subscription information: www.njtc.org

Postmaster: Send address changes to:NJTC, 1001 Briggs Road, Suite 280, Mt. Laurel, N.J. 08054.

TechNewsJanuary 2012 • VOL. 16 NO. 1

New Jersey Technology Council & The Education Foundation1001 Briggs Road, Suite 280

Mount Laurel, N.J. 08054 phone (856) 787-9700

fax (856) 787-9800www.njtc.org

Features 5 TalenT neTworks NewsandupcomingworkshopsontheTechnology

andEntrepreneurshipTalentNetwork.

6 Corner oFFiCe MeetBridgetteHobartJancezko,PresidentofParadigmTechnologyConsulting.

AsPresidentshehashelpedhercompanygrow,evolveandsurviveoneofthetoughestchallengesabusinesscanface.Whenshe’snotinthetrenchesatPTC,you’llfindherinthewaterstrainingtoswimtheEnglishChannel.

24 invest in yourself Neverunderestimatethepowerofnetworking.

contentsBusiness & strategy 8 cystic fibrosis Patients Armed with Apps ByJeanneBarnett SeehowTechCF.orgmovestoenhancepatient

outcomeswithmobiledeviceapplications.

9 important Policy change leads To Better collaboration Between Business and nJ’s r&d community

TrentonandtheEDAhavebeenbusy,andNJbusinessesarebenefiting.

10 eight Tried and True Marketing Tips for 2012 ByBevJenkin Getyourmarketinginitiativesinlineandpositionyourcompany

foraprosperousNewYearwiththeseexperttips.

11 solar cells: Too Toxic to grow ByMichelleGray Thesolarindustryisbuiltoncreatingasafe,renewableenergysolution,

however,manysolarproductmanufacturerscanreachtheirendgoalonlybyfirsthurdlingthroughanoxiousandenergy-consumingmanufacturingprocesscalledChemicalVaporDeposition(CVD).

12 education: The governor’s school of engineering and Technology

Findoutwhatmakesthisprogramsospecialtosomanyengineeringstudents,andwhylocalbusinessesshouldgetinvolved.

nJTC Connections 4 PresidenT’s Message

26 PhoTo gallery

28 new MeMBers

30 Calendar oF PrograMs

Cover story 19 Are you ready for 2012? Wonderingwhere2012willtakeyourbusiness?Welookatthemajortrendsin

thetechnologyindustryin2012andbeyond,andgiveyouanoverviewofthecapabilitiesneededtosucceedasthosetrendsgatherspeedintheyearsahead.

NJTC Tech Wire: http://njtcblog.wordpress.com

Follow @njtc on Twitter

Join the NJTC Group on LinkedIn

TechNews | www.njtc.org | January 20124

2012 is going to be a great year. There’s an energy and optimism in the air that I haven’t felt in awhile. There’s a buzz around NJ, on the policies we’ve implemented and all that we have accomplished—especially notable in such tough economic times. The EDA, for example, is very excited about an important policy change that allows NJ’s “world-class colleges and universities to not only educate but have the potential to invest in research and development with the private sector.” (Read more about it on page 9.) I commend the EDA, Governor Christie, and the entire administration on working so diligently to help businesses and NJ move forward. Congratulations to them all.

To help kick off 2012, please join us for our first conference of the year, the Capital Conference held January 27 at the Westin in Princeton. It’s a great opportunity for members to reconnect with one another and for both emerging and established businesses to learn first hand what the new funding and financing strategies are going to be for 2012.

I’m looking forward to this year, and all the exciting things to come to NJ. To a Happy and Prosperous New Year! n

— Maxine Ballen, President & CEO, NJTC

President’s Message

foUndER, PRESIdEnt & cEoMaxine Ballen • [email protected]

cHIEf oPERatIng offIcERJoan C. Praiss • [email protected]

VP MEMBERSHIPPaul A. Frank III • [email protected]

VP PUBLIcatIonS/BUSInESS dEVELoPMEnt

Leo Mennitt • [email protected]

coMPtRoLLERYvonne M. Riley • [email protected]

EXEcUtIVE adMInIStRatoRKaren Lisnyj • [email protected]

cooRdInatoR of SPEcIaL EVEntSMeredith Meyer • [email protected]

MEMBER RELatIonS ManagEREllen Stein • [email protected]

offIcE adMInIStRatIon/MEMBERSHIP SERVIcES/

nJtc connEctIonS EdItoRJudy Storck • [email protected]

It cooRdInatoRErwin Racimo • [email protected]

adMInIStRatIVE aSSIStantMartine Johnston • [email protected]

nJtc cHaRtER MEMBERSDeloitte

Edison VenturesKPMG LLP

Maloy Risk ServicesMorgan Lewis

PNC

New Jersey Technology Council& Education Foundation

www.njtc.org1001 Briggs Road, Ste 280

Mount Laurel, NJ 08054856-787-9700

For more nJTC event news

go to www.njtc.org/events

why My coMPAny is A nJTc MeMBer...Following such a positive experience as a member of NJTC with my previous venture, Switch2Health Corp. was founded and immediately joined the council. For years, Switch2Health has gained significant value as a member of NJTC. From attending informative sessions to gaining much needed PR to networking with key leaders in business, involvement with NJTC has certainly played a role in the expansion of Switch2Health.

Having launched in 2010, Switch2Health now serves corporations as well as consumers, receives national press, is growing a loyal user base, and has attracted fortune 500 clients. We are confident that NJTC will continue to be a valuable partner in our quest to further expand the operations of Switch2Health and contribute significantly to our society.

Switch2Health looks forward to strengthening its relationship with NJTC and its members. In years to come, NJTC with their dedicated team will continue to provide the tools necessary for its members to grow even stronger and more influential; whereby creating an environment that New Jersey is critical for technology companies.

Seth A. Tropper, President & CEOSwitch2Health Corporation


talent networks

Upcoming workshopsNJTC’s Technology & Entrepreneurship Talent Network is offering a series of workshops at various locations throughout New Jersey. Bridging the Gap Job Skills Workshops will provide job seekers with up to date information on the latest technology jobs and trends, interviewing skills, networking skills, best practices and more.

Wednesday, January 25: new Jersey Institute of technology

(nJIt), newark, nJthursday, february 9: deVry

University, cherry Hill, nJ campus

Visit www.njtc.org for more information, 2012 dates, and to register.

Talent Networks were established by the NJ Department of Labor & Workforce Development (LWD) to focus on the specific employment needs of key industries in this state, connect job seekers with them, heighten awareness of job-matching and training resources, and help educational institutions align curriculum with evolving demand for qualified workers to ensure that New Jerseyans have access to training and educational preparation for jobs of the future.

Does your company have openings? What skills requirements are most important to you?

I’d like to hear from you about your company’s job openings and needed skills. Contact me at [email protected].

To post your companies jobs visit www.njtc.org & click on the career icon.

Johanna Zitto, Talent Networks

nJTC Board hears from Commissioner harold wirths

Commissioner Harold J. Wirths met recently with the board of directors of the New Jersey Technology Council, which contracted with the Department of Labor and Workforce Development (LWD) to build and operate one of six new “Talent Networks.”

LWD launched the “Talent Networks” earlier this year around six industry sectors in New Jersey employing more than half the people and paying more than two-thirds of the wages paid annually in the state. The “Talent Networks” are tapping employers in those promising industries to identify the skills and talents they need to find in prospective employees and passing that information on to universities, colleges, training providers and schools.

The New Jersey Technology Council operates the Technology and Entrepreneurship Talent Network, which represents a wide assortment of businesses, from start-up companies to telecommunication firms.

The other five “Talent Networks” and the organizations contracted to organize them include:• Transportation, Logistics, and Distribution (Rutgers University): Warehousing, trucking, wholesale trade

companies, and the movement of goods• Life Sciences (BioNJ): Biotechnology, life-science firms, developing medical devices. High paying, talent-

driven jobs that require specialized skills• Advanced Manufacturing (New Jersey Institute of Technology): The smaller, leaner, high-tech, specialty

manufacturers• Financial Services (Newark Alliance): From banks and mortgage firms to CPAs and programming

operations• Health Care (Rutgers University): Growing even at the height of the recession. Wide range of jobs, from

aides to people collecting data

According to the latest NJ Bureau of Labor Market Information Labor Insight Reports published in December, Mercer, Somerset, Morris, and Middlesex counties were the hot spots for tech jobs (see bar chart inset Job Openings by County).

The strong demand for at least a Bachelor’s Degree continues (see pie chart inset Educational Requirements.)

Industries leading the way toward economic recovery in NJ in the Technology sector include Scientific Research & Devlopment Services, Wired Telecommunications Carriers, and Computer Systems Design.

The types of tech sector occupations topping the charts are Business Analyst, Software Engineer, Chemist, and Financial Analyst, and Administrative.

where The Tech Jobs are


you founded Paradigm Technology Consulting in February 1999. what were you doing before and what made you decide to start your own company?I was doing more or less the same thing as I am now. The difference was that I was leading a technology consulting group that was part of a regional CPA firm rather than a separate entity. In early ’99, for a variety of reasons, the partners in that firm determined that the consulting group wasn’t a good fit for their organization and we spun off as a new business. Most of the same team members, who were with me under the CPA firm, are still core members of our team today. Prior to founding PTC, I spent many years in public accounting, and in small closely held companies including family businesses.

12 years later is it on the track you thought it would be or did it evolve into something else?Broadly speaking, I’d say we’re on track: Our focus, even now, is developing a solid consulting group with strong resources in applications consulting and systems engineering.

However, we also have a good development group, which is a growing part of our business. That wasn’t something we foresaw ten years ago when we outsourced the majority of our development work. Also, in the beginning we were pretty horizontal. But over the last decade we’ve begun to focus in several specific verticals such transportation, not for profit, associations, life sciences, and behavioral health.

Finally, we’re moving more toward being a software publisher. We’ve developed several add-on products to extend the functionality of Microsoft Dynamics GP. We have also developed our Paradigm Transportation Suite, a workforce labor management system that we developed for the transportation industry.

Companies come to you seeking help organizing their data systems. what was one of the toughest jobs you had? how did you work out a solution? The non-technical challenges can sometimes be the toughest. A lot of the work we do involves the implementation of new systems for our clients. Those projects generally tend to have a similar life cycle and similar challenges and can all be handled through proper planning and good project discipline. The tougher jobs that we’ve had involved non-technical challenges. In some cases, we’ve taken over troubled sites from other consulting teams. Those are difficult because, not only are you faced with fixing the technical problems that have emerged, but you’re also working with clients who are in the midst of a project that has gone badly for them – so gaining user acceptance for the new system can be an uphill battle.

corner office

Bridgette hobart JaneczkoPresident of Paradigm Technology Consulting

Bridgette is president of Paradigm technology consulting. Spun off as its own business in 1999, the business has grown, evolved, and survived one of the toughest challenges a

business can face. When she’s not in the trenches of Ptc, you’ll find her in the waters training to swim the English channel. 2012 is gearing up to be a big year.


During our covenant period we spent time enhancing our complementary solutions in the motorcoach/tour industry, and publishing our many Dynamics GP add-on solutions to the general market. We made the best out of a bad situation, and as a result it brought our team closer together and brought us significant new opportunities for 2012.

growing a business, and surviving a blow as the one you just discussed is no small feat. in terms of man-agement style, what is your style like? My leadership style is more like being the captain of a team then a business. I’m very open with most things from strategy to financials. We have 18 employees and 5 of us make up the board, and I rely heavily on them to lead their area and participate in company-wide decisions. This approach allows me to remain in an active hands-on role on client engagements where I can continue to mentor other team members and bring my diversified experience to client engagements.

is there a mentor who has influenced you? how so? Yes, I was fortunate to grow up in family businesses. My father founded and operated multiple diverse businesses, while serving on committees and boards of charitable organizations. Today at 80 he is still sharp and active at different levels of the businesses. He taught me early on the importance of integrity, hard work, customer service, and giving back to your community and others.

i’m in awe of what you do for fun, tell our readers about your ‘other’ goals for 2012.I started swimming again in 2007 after about a 25 year break, and in open water in 2008 in hopes of fulfilling a goal I set when I was 17--to swim the English Channel. I successfully completed the 12.5 mile Swim Around Key West in 2010, the 24 Mile Tampa Bay Swim and the 17.5 mile Ederle swim from Sandy Hook, NJ to Battery Park, NYC in 2011. I was recently selected for a solo spot to swim the 28.5 miles around Manhattan on 6/23/12. The Manhattan Island Marathon Swim (MIMS) will be the first leg in my quest for the Triple Crown of Swimming – Manhattan Island, Catalina Channel and the English Channel. This is my goal for my 50th birthday in 2012, and has helped me obtain balance in my life and live a healthier lifestyle. Swimming milestones have given me the opportunity to do something I love while raising awareness and funds for charitable organizations I support. Between the open water race we host on Lake Hopatcong, my Tampa Bay swim and Ederle swim we’ve raised over $25,000 since 2009 for animal rescue charities, police canine association and the Y Strong Kids Campaign. In 2012 I’m raising funds for Swim Free in NYC as part of my MIMS challenge. n

with economics and times changing, what are the companies who come to you looking for most? how has this changed in the last 10 years? In the late 90’s some clients simply needed to get rid of their DOS systems and move into the world of Windows. Others were really seeing the benefits

of automation for the very first time. Today, the ERP software market is much more mature. Clients may have put a new system in place ten years ago to address Y2K and having done so, they’re a more educated consumer. The bar has been set a lot higher, so knowing the software that you’re selling just isn’t enough anymore. If that’s all you bring to the table, you’re pushing

a commodity. It’s critical that we are also able to assist our clients with business processes and can provide guidance on how our solutions can be leveraged to their greatest benefit. So the blended background of the majority of our consulting staff really helps to differentiate us and enables us to bring greater value to our clients.

Overall I love the often unknown, teamwork, challenges and project focus you experience daily in consulting. Consulting has become more

of a lifestyle to me than a job so I enjoy working each day, and I think that is a blessing.

what are the biggest struggles you currently face

in your business?The last two years at PTC have been our toughest by far, but

through teamwork we are moving forward in a positive direction. In November 2009, a former business partner

along with a trusted employee poached a line of business from us overnight after we spent 7 years building it. As we prepared to host our former partner on their trip to the US to extend our agreements, we instead found ourselves meeting internally to discuss next steps. Everyone at PTC is like an extended family

and the emotional impact hit us hard. There were many lessons learned as a result of

their actions. I’m so proud of how the PTC Team came together during this difficult period to brainstorm on rebranding our transportation solution, volunteer to take pay cuts, and offer suggestions on cost cutting to survive not only a bad economy but the loss of a business unit.


Business & strategy

from a financial reporting perspective, what should companies consider when looking for financing from international investors?

Companies contemplating investments from overseas investors should first consider whether or not the company should be presenting its financial statements to these investors in accordance with International Financial Reporting Standards (“IFRS”).

The United States is gradually moving from existing generally accepted accounting principles (“GAAP”) to IFRS, and will continue to do so over the next few years. While this process continues, companies should consider presenting their financial information in this format when dealing with international investors. The primary benefit is the comparability of financial information that these users are using to benchmark companies that they invest in or are considering for potential investments. Given the global move to IFRS, many foreign countries have already completed or made substantial progress in their transitions to IFRS. As a result, financial statements prepared in accordance with US GAAP may not be the most appropriate method for presentation to an international audience.

Accounting Q&A

Ed O’Connell, CPA/CFF, is a partner in the New Brunswick and Red Bank Offices of WithumSmith+Brown, Certified Public Accountants and Consultants and is a member of the firm’s Technology Services Group. O’Connell may be reached at 732.842.3113 or [email protected].

By JEannE BaRnEtt

CFTechnology, anewnon-profit, isputtingmobile technology in thehandsofpatientswithcystic fibrosis (CF).Ledby socialhealthnetworkpioneer JeanneBarnett, and supportedbyI.T.DirectorEnnioBozzettiandfifteenCFpatientsandcaregivers,theorganizationisworkingtobuildarepresentativegroupofCFpatientswhowillultimatelyservetoimprovehealthcareandpatientoutcomesviatheuseofmobiledeviceapplications.Specifically,CFTechnologywillcreateapatientcontingentarmedwithmobiledevicessotheycanidentifycurrentandnovelmobile applications that enhancecompliancewithCF treatmentprotocols.Theorganizationbelieves structured feedback will support research designed to identify and direct optimaluse and development of mobile device software applications for the CF population. In theend CFTechnology believes CF patients will realize both improved and ever increasing costeffectivediseasemanagement.Currently,theCFTechnologyteamisgeneratingideas,acceptingfeedback,andprovidingtechnicalsupportviathewebsiteTechCF.org,withtheaimofprovidingmobiledevicestoCFpatientsnationwide.

30,000peopleintheU.S.haveCFandthispatientcommunityisideallysuitedformobilehealthcare.PeoplewithCFareroutinelyisolatedinhospitalsanddiscouragedfromphysicalcontactwitheachotherbecauseofrarepathogensintheirrespiratorytracts.Theyarevulnerabletocontagionwhensharingbreathingspacesormedicalequipment.Yetithasbeendemonstratedthat this particular patient population benefits extraordinarily from social networking andinformation sharing because of its complicated health care needs, comorbidities, frequenthospitalizations,and isolation.Additionally, the learningcurve issteep for thecaregiversandpatientstransitioningintoadulthood.

CFTechnologyembracestheideaofresearchanddevelopmentbystakeholders.Thisamodelfor other health and chronic illness communities, though the comorbidities of CF actuallyoverlapmanyotherillnesses(multi-drug-resistantinfections,gastro-intestinaldisease,diabetes,transplantationoflungs,liverandkidneys,sleepdisorders,painmanagement).The15patientsandcaregiverswhoarepartofCFTechnology represent thatcross sectionofdiseaseentitiesand the diverse needs of CF patients. Among other things, they will be looking at mobiletestingapplicationsforlungfunction,bloodglucose,bloodpressureandoxygenlevel,andthemanagementofmedication,nutrition,andexercise.CFTechnologyplanstosupplydevicestothelargerCFpopulationbasedonfinancialorotherneeds,andCFpatientsandfamiliesalreadyowningsuchdeviceswillbeabletovisitTechCF.org,accessvettedapps,readreviews,setuptheirdevices,andcontributetheirownideasandexperiences.

For more insight into the plans of CFTechnology and the power of the CF social healthnetworkfoundedbyJeanneBarnett,visitwww.TechCF.organdwww.cysticfibrosis.com.n

Cystic Fibrosis Patients armed with apps

Jeanne Barnett is a social media pioneer who founded www.cysticfibrosis.com in 1996 and www.TechCF.org in 2011. www.TechCF.org

TechCF.org moves to enhance patient outcomes with mobile device applications


Important Policy Change Leads

To Better Collaboration

Between Business and NJ’s R&D Community

InNovember2011,theNewJerseyEconomicDevelopment Authority’s (EDA) Board ofDirectors took action to enhance the EDA’spolicy for reviewing Business EmploymentIncentive Program (BEIP) applicationsto ensure alignment with Governor ChrisChristie’sStrategicJobGrowthPlan.

The Governor’s plan specifically calls outthe importance of New Jersey’s“world-classcollegesanduniversitiesthatnotonlyeducatebut have the potential to invest in researchand development with the private sector.”Under thepolicyrevision, theEDAchangedits scoring criteria utilized in determiningthe grant award under BEIP as it relates tocompaniesthatareworkingcooperativelywithpublic or non-profit universities on researchanddevelopment.

Prior to the change, a companywasgivena 10% bonus if they were “within 5 milesof and working cooperatively with a publicor non-profit university on research anddevelopment.” In order to more effectivelypromote the collaboration between theprivatesectorandNewJersey’sinstitutionsofhighereducation,EDAremovedthelanguagerequiring theBEIP facilitybe locatedwithin5milesofthepublicornon-profituniversity,allowingallcompaniesseekingtocollaboratewith New Jersey higher educational facilitiesin this manner to benefit from the bonusscoring.

This is an important change to the R&Dcommunity’s job growth potential, andreiterates Governor Christie’s commitmenttoNJ’sjobgrowthinthetechnologyandlifesciencescommunity.n

Cystic Fibrosis Patients armed with apps

123

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are lenders really insulated from environmental liability merely because the lender is a “secured party” and not an “owner or operator” under the new Jersey Spill act?

Generally speaking, the New Jersey “Spill Act” (N.J.S.A. 58:10-23.11), et. seq., provides a “safe harbor” provision for lenders or holders of security interests. Spill Act liability will not be imposed on lenders where “releases” or “discharges” of hazardous substances occur on the property serving as collateral where the borrower is still in possession and the lender is not an “active participant in management.” That begs the question as to when lenders become “actively participating” in management. The statute and cases interpreting this provision focus on the level of decision making control the lender exercises and to what degree the lender is actually managing the property. Day-to-day management control over environmental matters or substantially all of the management issues will dilute the effectiveness of the safe harbor defense. Further, lenders must take into account the new LSRP Program in New Jersey, which effectively privatizes remediation. Under the LSRP Program, in many cases, Licensed Site Remediation Professionals (LSRPs) have a heightened duty to report environmental violations. In the event the lender’s LSRP reports such violations and becomes the LSRP of record, additional concerns may ensue relative to the lender’s otherwise generally insulated position.

Marc D. Policastro is a shareholder at Giordano, Halleran & Ciesla, PC. in the firm’s Environmental and Real Estate, Land Use and Development Practice Group. He can be reached at 732 741-3900 or at [email protected].

TechNews | www.njtc.org | November 201110

Business & strategy

LegAL Q&A

Marketingyourproductorservice isanon-goingdailyevent. Itcanhelp takeyourbusinesstothenextlevel,oritcanmakeyoufeellikeyou’respinningyourwheels.

Start the year off right, by getting your marketing initiatives in line; and makesurethateveryoneinyourcompanyisawareofthosegoalsandsharesyourbusinessphilosophy.Theyshouldbeasdedicatedtothesuccessofdeliveringaqualityproductor service as you are. Below are eight more insightful tips to help position yourcompanyinitsbestlightforaprosperous2012.

1. know your audience Itisimportanttomakesureyou“standout”inthemindofanypotentialclient.Thegoalistounderstandyourclient’sneedsanddeterminehowyouwillmeetthem.Askyourselfthesethreequestions:1)Whathastheaudiencealreadyheard?2)Howwasitcommunicatedtothem?3)Isyourwritingdifferentincontentandstyle?

2. establish a Marketing offerThis is yourmostcritical step.Neverestablish thisofferbased solelyuponpricing.Doingsoleadstoadiscountingwarandlowerprofitability.Theobjectistofocusoncreatingsomuchvaluethattheperceptionofpricebecomesinsignificant.

3. design a Planned image Design a planned image that gives a meaningful and distinct competitive edge inthemindsofthetargetaudience.Theendresultistocreateamarket-focusedvaluepropositionwith a clear statement ofwhypeople shouldpurchase yourproduct orservice.

4. Consistent MessagingConsider imagebefore launchingyour campaign.Be sure that every venueused tomarkethasaconsistentmessage.DevelopaTagLineanddeterminewhatlogoyouwilluseandput itoneverywebsite,pieceofcorrespondence,promotional item,orprofessionaltradeshowbanneryouuse.

5. VenuesConsider multiple forms of testing in each marketing discipline. Never rely onone formofmarketing to carry you to success.Usemultiple sources tomeet yourmarketinggoalsandprotectyourbusiness intheevent thatoneormoresourcesofmarketingdryup.

6. TeamworkTeamwork allows for creativity to flow. Never work alone. Start with an idea andbrainstormwith other creative individuals.Open communication canonly enhancetheproductorserviceyouaretryingtosell.

7. experience The old adage about how “nothing is a substitute for experience” still rings true.Nothingcanreplaceactualexperience.Itwillmakeyouastrongermarketerandmoresuccessfulinthelongterm.

By BEV JEnkIn

eight Tried and True Marketing Tips

for 2012


8Bev Jenkin is the VP, Healthcare Operations, Health Informatics Consulting. She is a practice management and operations

consultant with a specialization in human resources and marketing strategies. www.myhic.net

The solar industry, since its inception, hastouted creation of a safe, renewable energysolution that would allow the world to stopits dependence on nonrenewable resourcessuch asnatural gas, oil and coal.Atpresent,however, many solar manufacturers canreach their end goal only by first hurdlingthrough a noxious and energy-consumingmanufacturingprocesscalledChemicalVaporDeposition(CVD).

Volatile,hazardousgasesandchemicalsarean integral part of the solar cell fabricationprocess utilizing the storage of gases such assilane and ammonia. Silane is an extremelyflammable chemical compound, which losesstability when exposed to air and is listedas a Hazmat 2.1, with 4 being the mostdangerous.Tanks of silane have to be storedand transported to solar cell manufacturingfacilities.The realdangerof silanegas isnotits ability to spontaneously combust, but thefirst explosionand flameswon’toccurat thesourceof the leak.For example, a fire couldbreak out 500 feet from a tank of silane gasthathasaleak,andthere’dbenoindicationofafireattheverysourceofthefire.

ChemicalVapor Deposition (CVD) is thestep in production that requires conversionofnoxiousgasesintoanantireflectivecoatingon wafers. A thermal vacuum furnace,runningattemperaturesof1,800°F,drawinga tremendous amount of electricity at adangerouslyhighvoltage,isusedfortheCVD

process.Socurrently inordertoconserveoilby using an alternative source like the sunto generate power, it’s necessary to first gothrough a toxic manufacturing process thatusespreciousandconsumableresources.

Natcore Technology is an R&D companyusingadvancementsinnanotechnologyresearchin order to change how the solar industrymanufacturessolarcells.Theyhavedevisedawayto replace theCVDstep in themanufacturingprocesswithaLiquidPhaseDeposition(LPD)processautomatedthroughitscustomdesignedwetbench calledAR-Box™.Thisprocessusesnon-toxic, off-the-shelf chemicals in a waterbasedbathatroom-temperaturesandpressures.Liquid Phase Deposition has benefits on amultitudeoflevels.

First, any waste that is created duringthe LPD process can be mixed with waterand poured safely down an industrial-gradedrainagesystem.ThismeansNatcore’swastedoesn’tevenhaveaHazmatratingbecauseitisnon-toxic.

Second, Natcore is optimizing a way torecycle 100% of its chemical mixture, thuseliminating all waste, as well as the need forlargequantitiesofwater.

Thirdly, the current waste byproduct canbe used to make calcium carbonate, a mainingredient in cement manufacturing. If thewaste that is generated were used in thisfashionitwouldhelpanadditionalindustry.Inmanyways,thisisthebestformofrecycling

andaidingintheprotectionofourplanetanditsresources.

Lastly, power. Those thermal vacuumfurnacesdrawnearly5 timesasmuchpowerasNatcore’sARBox™toputanantireflectivecoating on the same number of solar cells.To say it another way, Natcore’s technologywill reduce the amount of electrical energyrequired todeposit theARcoatingbynearly80%.ThatwillresultintensofthousandsofdollarstohundredsofthousandsofdollarsofsavingsperyearforamanufacturerusingtheproductionversionoftheAR-Box™.

For example: One full-scale 150 MWproduction facility would use three furnaces.Natcore’sAR-Box™wouldsave1.7gigawattsof power over the course of a year. In Italy,where electricity is more expensive, it wouldrepresent $1.8 million in savings. Somethingelsetoconsider,thatsilanegaswetalkedaboutearlier, inadditionto itbeingdangerousandnoxious,between50%to90%ofitisactuallywastedandhastobedisposedofsafely.

Natcore’stechnologyhelpsreducethecostinsolarmanufacturingsothatsomedayitwillbefeasibletobeoneveryone’shome.Natcorehasspentmillionsofdollarsandseveralyearsdeveloping technology that will double theefficiency with a tandem solar cell and cutmanufacturing cost in half with the creationofaroll-to-rollflexiblesolarcell.Alltheotherecologicaladvantagesandcostsavingsarejustanaddedbenefitoftheiruniquetechnology.n

By MIcHELLE gRay

solar Cells: Too Toxic To Grow

For more information, you can reach Michelle at [email protected] or visit the Web site, www.natcoresolar.com.

88. Follow ThroughFocusasmuchofyourenergyonbuildingrelationshipswithestablishedcustomersasyoudowithprospects.Satisfiedclientsmaytelloneperson,butdissatisfiedclientsarecertaintotellatleastten.Goodmarketinginvolvesfollowingupwiththeclienttobecertaintheyreceivedwhatwaspromised,deadlinesweremet,theyaresatisfied,and,mostimportantly,thattheyknowyouwillbethereforthemaftertheproductorservicehasbeendelivered.n


education

Students’ jaws are dropping as an instructorfrom the Governor’s School teaches them aboutthemathematicsbehind infinity.They’rehangingback in Modern Physics lectures to discuss theramificationsofgeneralrelativitywiththeprofessor.They can be found on their dorm room floorsassembling robots and writing code.This, and muchmore, is all in a day’s work for the average New JerseyGovernor’s School of Engineering & Technology (NJGSET)student.

NJGSET is a four-week summer program for high achievingand gifted high school juniors with an interest in engineering andtechnology.NJGSETisfreeforallstudents,whichmeansthatthemostqualifiedstudentscanattendregardlessofsocioeconomicstatus.

WesleyYin, a summer 2011 student, noted “My favorite part ofGSET was the people... Every other program I’ve been to has beena ‘pay to get in’ type of thing. GSET was different for two reasons:1) It’s selective, and2) It’s free, sopeople fromall different sorts ofbackgroundscouldattend.Ithinkthatsortofdiversitymadeitgreat.We were all smart, driven kids from all different racial and financialbackgroundsandallhaveaninterestinscience,engineering,andmath.I learned a lot in the classes and projects and from speakers, but Ilearnedalotfrommypeersaswell.”

AvaChen,alsoastudentfrom2011,agreeswithYin.“Theintellectualand social vibrancy really caught me off guard. My expectations foran engineering summer program hugely differed from the energeticspiritthatIencounteredatGSET.Bothasscholarsandasfriends,thestudentswereallnotonlydriven,butalsoendlesslyintriguingandfuntobearound-apleasantsurprise.”

NJGSET students are the strongest math and science minds in thestateofNewJersey,butbesidestheirintelligence,theyarealsoincrediblytalentedandwell-rounded.NJGSETstudentscanshowoff their skillsataTalentShoweachyear,wherefeaturedactshaveincludeddancing,singing,playingmusicalinstruments,recitingtheQuranfrommemory,and juggling.TheArtShowgives studentsachance to showcase theircreative abilities; paintings, drawings, and other forms of art were ondisplay forallof the students toview.Asa studentand staffmember,Cristina was absolutely amazed by the NJGSET students’ talents andabilitiesbothinandoutoftheclassroom.There isalsomuchmoretoNJGSETthanageneralclassroom-academicexperience.

The governor’s school of engineering and TechnologyA students’ perspective on the value of NJGSET

Not only do NJGSET students learn theories and facts, but theyalso learn and see ways to implement their knowledge in the realworld. NJGSET students do research projects and visit engineeringcompaniesduringtheprogram.Theresearchprojectgivesstudentsachancetobehands-onandapplytheirknowledge,andthetoursgivestudentsapreviewofengineeringintherealworld.Thispastsummer,some of the featured tours included Bloomberg, Google, Johnson &Johnson,LockheedMartin, theFederalAviationAdministration,andPSE&G.

PallaviKoppol,astudentfrom2011,said,“Ilikedthetoursbecauseit’sonethingtolearnaboutasubject/areainaclassroom;it’ssomethingtotallydifferenttoactuallyseeitimplemented.Iwouldn’thavehadthatopportunityonmyown.”

Cristina, a former NJGSET student, is studying MechanicalEngineeringattheUniversityofPennsylvania,andhasfoundthatherNJGSETexperiencehasbetterpreparedherforcollegethananythingshe did in high school. The introductions she had to MATLABprogramming and SolidWorks design proved useful in her first-yearcourses.The classes that the students take and the research projectthattheyareinvolvedingivethembetterinsightsintotheirownskillsandinterests.Somesaythattheirhighschoolcouldnotprovidethemwithpropertoolstopreparethemtostudyengineeringinhighschool.Cristina says, “Without NJGSET, I don’t know where I would berightnow,andIknowmanyofmypeersfeelthesameway.”NJGSETstudentsattendsomeofthemostprestigiousuniversitiesinthenationeachyear,andtheirexperienceduringtheprogramiswhathelpedtogetthemthere.NJGSETisaunique,irreplaceableopportunityforeachscholarthatcannotbereplicated.n

“The intellectual and social vibranc

y re

ally caught me off guard. My expectations for an engineering summer program hugely differed from

the

energetic spirit that I encountered at GSET...”


The Governor’s School of Engineering andTechnology is a uniquesummerprogramforhighachievingNewJerseyhighschool studentswho have completed their junior year. For four weeks, we bringup to one hundred students to live on the campus of the Schoolof Engineering at Rutgers, the State University of New Jersey.Thestudentsenrollinasetofchallengingcoursesandelectivesthatcovermaterialnotnormallyseeninhighschoolorevenattheundergraduatelevel. All students undertake a small-group research project, whichculminatesinajournal-styleresearchpaperandoralpresentation.

The Governor’s School aims high. In a challenging and diverseenvironment,ourstudentsgainathoroughunderstandingofthefieldofengineeringandcurrentresearchtrends,greatlyimprovetheirteamworkandleadershipskills,andexploretheireducationalandcareeroptionsin engineering and technology.The students make connections withprofessors,professionals,andpeersthroughoutthestateofNewJersey,take personal responsibility for their intellectual advancement, andachieveabetterunderstandingofengineers’impactonsociety.Duringtheprogram,thestudentsgainthemotivation,excitement,andtoolstosuccessfullypursuecareersinengineeringandtechnologyandbecomeleadersintheirfields.

Our menu of courses gives students an intensive exposure to keyskillsthatpermeateengineeringandtechnologydisciplines,aswellasanin-depthexperienceintheirareaofinterest.Allstudentstakecorecourses in Robotics (Robot Soccer) and Modern Physics (quantummechanics, string theory). Each student also chooses 3 electivecourses from 12 options, including Biodiesel Fuel, Bioengineering,Fundamentals of Electrical Engineering, Engineering the Nation’sInfrastructure,AndroidProgramming,andEntrepreneurship“CashinginonInnovation”.

Governor’sSchoolstudentsworkinsmallgroups(3-5students)onoriginalresearchanddesignprojects.Theyarementoredbyprofessorsat Rutgers or a professional engineer. The students present theirworkinanoralpresentationatourresearchsymposiumandsubmitaconference-stylepaper.Theseprojectsexposestudentstotheresearchprocess,improvetheirteamworkskills,andgivethemanin-depthlookataparticularengineeringfield.

We are interested in partnering with companies to enhance ourprogram at the same time expose the talented scholars to innovativecompanies.Thescholarsaretheverytalentthatyourcompaniesneed.n

If you are interested in collaborating with the Governor’s School of Engineering and Technology please contact Jean Patrick Antoine at 732-445-2687 x16 or e-mail at [email protected]. For more information, http://soe.rutgers.edu/gset

Calling all Businesses: Get Involved with the NJGSET

“The intellectual and social vibranc

y re

ally caught me off guard. My expectations for an engineering summer program hugely differed from

the

energetic spirit that I encountered at GSET...”

for more information and to register visit www.njtc.orgweb ancero.com | phone 856.210.5800

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for more information and to register visit www.njtc.org

NJTC Capital Conference

friday, January 27, 2012Westin Princeton, Princeton, NJ

looking for capital? investing capital?

The game has changed!

NETWORK WITH:CAPITAL SOURCES

ADVISORSDEAL MAKERS

FIRMS SEEKING CAPITAL

The gAMe hAs chAnged! The New Jersey Technology Council’s Capital Conference is the premier event connecting

the region’s most promising companies with knowledgeable advisors. Attending is a “who’s who” of CEO’s, CFO’s, entrepreneurs of every shape and size, cutting edge technologists, pundits, and business leaders. The NJTC invites you to attend the annual Capital Conference.

whAT you will leArn The conference will focus on the drivers and issues that are setting the stage for business

growth. At the full day conference you will hear from experts on the front lines of investing in 2012. From financial predictions to CEO Success Stories the conference is a must attend for members of the technology community.

who should ATTend • Those seeking growth capital, strategic partners & advisors… • Entrepreneurs • CEOs • CFOs • Advisors and Deal Makers • Angel and Venture Investors • Innovators • Service Professionals • Business Development Professionals

regisTrATionEarly Bird Registration - Before January 9, 2012: • NJTC Technology Member: $150 / Non-Members: $225 / Students: $75 • Member Professional Service Provider: $250 /

Non Member Professional Service Provider: $325 After January 9, 2012: • NJTC Technology Members: $200 / Non-Members: $275 / Students: $75 • Member Professional Service Provider: $300 /

Non Member Professional Service Provider: $375

PLEaSE notE: Registrations received after 5:00pm, Monday, January 23, 2012 may not appear on the Capital Conference attendee list.

ThAnk you To All of our sPonsorsEisnerAmper

Empire ValuationErnst & YoungFox RothschildMorgan Lewis

NJEDANJTC Venture FundSilicon Valley Bank

SNR DentonSorinRoyerCoooper


AgendA 7:30am REgIStRatIon/BREakfaSt

fEatUREd SPEakER Jeff Bussgang, general Partner, flybridge capital Partners Jeff is a General Partner at Flybridge Capital Partners whose investment interests and

entrepreneurial experience are in consumer, Internet commerce, marketing services, software and mobile start-ups. Jeff currently represents the firm on the boards of Cartera Commerce, ClickSquared, Convoke Systems, DataXu, i4cp, SavingStar, SimpleTuition, and is a board observer at ZestCash. Jeff was previously a director at Brontes Technologies (acquired by3M), BzzAgent(acquired by Tesco), go2Media, oneforty (acquired by HubSpot), PanGo Networks (merged withInnerWireless), Ready Financial (merged withAccountNow), Transpera (acquired byTremor Video). Jeff’s book on venture capital and entrepreneurship,Mastering the VC Game, is an insider’s guide for entrepreneurs on financing and company-building.

BREakfaSt PanEL dIScUSSIon - WHERE’S tHE MonEy? Panelists confirmed at Press time: Bill Carson, Managing Director, Hudson Venture

Partners, L.P.; Kenneth Damato, CEO, DoughMain; Nathanael V. Lentz, Managing Partner at Osage Venture Partners; Jiren Parikh, President & CEO, Exclaim Mobility, Inc.

Moderator: David Sorin, Co-Founding Partner, SorinRoyerCooper LLC

PanEL dIScUSSIonS: • the art of Raising your first Round of Institutional capital

Panelists confirmed at Press time: Robert Dennerlein, CFO, Raritan Inc.; Jim Gunton, General Partner, NJTC Venture Fund; Michael Wehrs, President & CEO, ScanBuy; Max Yankelevich, Chief Architect, Crowd Control Software; Tom Gordon, Senior Vice President, Silicon Valley Bank

Moderator: Philip H. Politziner, Chairman Emeritus, EisnerAmper LLP

• global Perspective – Why it’s More Important now - How should an entrepreneur enter and succeed in the global markets?

Panelists: TBDModerator: Fox Rothschild

• Valuations – Behind the curtain Panelists:: TBD

Moderator: Morgan Lewis

LUncHEon/fEatUREd SPEakER/LUncHEon PanEL dIScUSSIon featured Speaker: Mark Heesen, President NVCA Panel: Driving Liquidity Through Secondary Market Transactions Panelists confirmed at Press time: Patrick Quay, Partner, Ernst & Young LLP Moderator: Victor H. Boyajian, Head of Technology, Media

and Telecommunications Sector, SNR Denton


Designed and built by leading lawyers from national law firms, SorinRoyerCooper meets the unique needs of startup, early-stage, emerging growth and middle market enterprises.

High-quality lawyering is critical, but it’s not enough. When it comes to selecting trusted legal advisors, today’s entrepreneurs and angel- and venture-backed companies require businesspersons’ pragmatism, results-oriented sensibility, creative and sophisticated solutions, and accessible and responsive service—at fees they can afford.

Our highly experienced lawyers work closely with an extensive network of angel, venture capital, and private equity investors and investment and commercial banks, to provide clients with connections, expertise and a commitment to exceeding expectations.

And, based on a paradigm shifting delivery model that avoids the over-leverage associated with the traditional law firm, we offer a unique combination of experienced lawyers at a sensible fee structure that is roughly half that of our national competitors.

How can we help you get connected?

Experienced.Knowledgeable.Connected.

Get Connected.New York ■ New Jersey ■ PennsylvaniaS0rinRoyerCooper LLCwww.sorinroyercooper.com

David J. Sorin, CPA, Esq. Co-Managing [email protected]

John E. Royer, Jr., Esq. Co-Managing Partner [email protected]

Neil A. Cooper, Esq. Co-Managing Partner [email protected]

Jay S. Rand, Esq. Partner [email protected]

eCommerce ■ Technology ■ Life Science ■ Communications ■ Alternative EnergyCounsel of Choice for Entrepreneurs, Angel- and Venture-Backed Companies and the Investors Who Support Them

These contents may be considered attorney advertising under the rules of certain jurisdictions. Prior results do not guarantee a similar outcome. Copyright © 2011 SorinroyerCooper LLC. All Rights Reserved.

A new law firm for the business realities confronted by today’s

entrepreneurs, investors and other business leaders.


Are You reAdY for

2012?Wondering

where 2012 will take your business? Booz

& Company takes a look at the major trends in the technology industry

in 2012 and beyond, and gives you an overview of the capabilities

needed to succeed as those trends gather speed in

the years ahead.


Past Is PrologueThe technology industry has long beencharacterizedbychange,but2011standsoutas a year of shocks and surprises—and weexpectmorein2012.Formerindustryleadershave been stumbling in the face of missedtrends, while others have made enormousgains in creating new value. Asian playerslike Samsung, Huawei, and HTC are risingfast, even as service disasters humble severalestablishedproviders.Andmanyofthelargestglobal companies have faced unprecedentedleadershipchallenges.

Against this backdrop of crisis and chaos, themain trends that we observed at this time lastyear continued unabated throughout 2011, andwe expect they will continue to be importantthroughout2012.

Digitization—the pervasive adoption ofconnected, cloud, and mobile technologiesacross industries—is transforming everycompany’s interactions with its customers,its suppliers, and its global talent. This is

playingout in severalways.Consumerizationhas penetrated further into the enterprisetechnology ecosystem, with Apple andAndroid-based smartphones and tabletsgaining traction and eating into corporatesales of PCs. The use of social media isincreasing both within the enterprise andas a tool for marketing and sales, even ase-commerce offerings are built out further.And no such offerings can thrive anymorewithoutaworkablemobilecomponent.

In tandem, the movement toward cloudcomputing is forcing the technology industryand its customers to rethink establishedways of doing business, although most haveyet to fully tackle the practical challenge

of operating hybrid solutions and handlingthe transition from their legacy systems tonew cloud models, with all the complexitythat entails. According to a recent Booz &Company study, 60 percent of small andmedium-sized businesses in the U.S. andEuroperemaincautiousaboutmovingto thecloud.Yet despite concerns about security inthe cloud, and the security risks associatedwithsoftware-basedecosystems,theshiftfromhardware- to software-basedbusinessmodelsisaccelerating.

Large players are scrambling to takeadvantage of these new areas of opportunityquickly by acquiring newer, smaller players-though rapidly rising valuations have slowedthis activity somewhat.And the patent wars,particularly over control of critical mobiletechnologies, have led to renewed large-scalemergers and acquisitions—witness Google’sUS$12.5 billion acquisition of MotorolaMobility—and fierce legal struggles such asApple’ssuccessfulsuittostopSamsungfrom

selling devices in Germany and Australia.Meanwhile, legislators and regulators havespent much of the year trying to determinewhat their role in the industry’s evolutionshould be.Their approach to the industry—whether shaping it,managing it,or leaving italone-will be a matter of critical concern forinformation and communications technology(ICT)companies.

facing an uncertain futureThese broad industry trends are stimulatinga further round of globalization andconsolidation as the largest players seek newpasturesforgrowthandavarietyofunderlyingtechnologiesmakeitpossibleforthemtoreach

partsoftheworldpreviouslyunconnected.Thenatureof innovation ischanging,with talent,venture capital, and government spendingincreasinglymovingtoChina,India,andotherrapidlyemergingeconomies;indeed,thelevelofVCinvestmentinChinainrecentyearshasreached new highs. Furthermore, innovationis now more likely to happen in the contextof ecosystems that cannot be controlled byany single player. The long-heralded era ofopen innovation and the extended enterpriseis clearly upon us; in response, technologycompaniesareredefiningthemselvesinamoreextendedway, relyingonbroader ecosystemsof partners and collaborators, and adjustingtheir global supply chains and operations inlightoftheseshifts.

The results, however, have not beenentirely positive: To take just one example,the tragic 2011 earthquake and tsunami inJapan provided a stark illustration of theinterconnectedness and vulnerability of theglobaltechnologysupplychain.Theresultingproductionproblemscutoffdeliveryofmanypopular products. In the coming year, largetechnology companies will be looking tomitigatetheeffectoftheseimprobable“blackswan”eventsontheiroperations.

Overall, executives remain bullish abouttheirindustry’sgrowthprospects.RecentBooz& Company interviews with industry leadersworldwidesuggest severalavenuesofgrowth:Cloud computing and security technologieswill be leading drivers, followed closely bythe increasing impact of digitization onother industries.Technology companiesmustdevelopawidevarietyofinnovative,industry-specificapplicationsiftheyaretobenefitfromtheselargeanduntappedprofitpools.

At the same time, there is some concernthattheICTindustrymaynotbetheprimarybeneficiary of this trend, but that entirelynew players will emerge to grab much ofthe value now on the table. Will another“Applemoment”occur,perhapsinthefieldofsmart-gridinfrastructureorbig-dataanalytics,enablinganunexpectedcompetitortoabscondwith much of that new value? Even now,valuations are soaring for several promisingnewcompaniesintheseandotherareas.

urgent. Build Capabilities Now As these trends gain momentum in 2012,a common theme is beginning to emerge.Established ICT players are discovering that

Will another ‘Apple-moment’

occur, perhaps in the field

of smart-grid infrastructure

or big-data analytics?


thecapabilitiesthatmadethemleadersinthepastwillnotensuretheirsuccessinthefuture-despite the strong prospects for even greatergrowth. A shift is taking place, and everycompany in the industrywillneed to rethinktheimportanceofthecapabilitiesthatdefinedsuccess in the past, build entirely new ones,andmanage this transition in real timewhiletheirongoingbusinessesareunderintenseandincreasing competitive pressure. The abilityto do so will be what separates the futurewinners from the also-rans. We believe thatthefollowingcapabilitieswillbecriticalforallplayers in the industry—though their relativeimportancewillvarydependingonthesectoreachcompanyoperatesin,anditspositionontheindustryvaluechain.Andeverycompanymust keep an eye open for additional newcapabilitiesthatwillemergeastheprocessofdigitizationmovesforward.

Deep customer insights:The first of thesenewcapabilitiesisproximitytoandinsightintothe digital consumer—especially GenerationC, that cohort of the global population thatwillbeginenteringtheworkforceoverthenextdecade.Alreadyconstantlyconnectedthroughbroadband and wireless, and at ease withshopping, consuming, and sharing personaldata online, this generation will be the earlyadopters of new ways of doing things as yetunimagined. Generation C could also standfor China, where the number of Internetusers in 2011 was larger than the entireU.S.population.Thegeographicandculturaldiversityof thenextgenerationofconsumerswill be an important consideration for techcompanies. They must have a thoroughunderstanding of demand-side consumerdynamics, which will lead to improvementsin innovation and competitiveness—but onlyifcompaniesarelightontheirfeetinmeetingtheneedsofthisgeneration.Afurtherbenefitofthisinsightisabetterunderstandingofthenextgenerationoftalent,howtomanagethoseemployees,andthekindsofmobile,connectedworkplacesandculturesthatwillletthemmixworkandlife.

Ability to leverage the ecosystem:Technology companies will also need tounderstand how digitization is transformingthe ICT industry ecosystem itself, toreimaginehowone’scompanyfitsintoit,andto takeadvantageof thechanges.Asdeliverymechanisms change, companies will haveto reassess their interactions with upstream

suppliers, downstream sales channels, go-to-marketpartners,customers,andtheextendedsupplychainsthatconnectitall.Theabilitytomanagetheecosystemisalsokeytoenablinganend-to-endcustomerexperience.

Flexibleproductportfolios:Theseemergingcapabilities,however,willnotbearfruitifhigh-tech firmscannotbringoutstandingproductsand services to market quickly. The classictechnologydevelopment cycleonwhich largecompanieshavelongdependedisincreasinglybeing outpaced and outsmarted by smaller,more agile firms. Few players can claim thattheystillprovidetheircustomerswithworkableend-to-end solutions-and their customersincreasingly don’t want them anyway. Thethird critical capability, therefore, will be tooperatewithinacontextofincreasinglyglobalpartnerships,jointventures,andM&Aactivity,andtoactfastwhenopportunitiestoimprovethe product portfolio arise.This will becomeespecially important as more customersdemand open, flexible platforms on which todeveloptheirincreasinglydigitizedbusinesses.

Compelling vertical strategies:All of thesecapabilitieswillberelevantaswholeindustriesare transformed by ubiquitous broadband,mobility, and new platforms, services, andapplications. Massive amounts of customerdata are becoming available to financialservices institutionsandretailers;automakersand manufacturers will soon be performingdigital prototyping; and every industry willcome to rely on entirely paperless supplychains. Thus, a further, equally essentialcapability for technology companies will beto understand the process by which industryverticalswillthemselvesbedigitized,todevisespecificstrategiesfordevelopingtheproductsandservicesthatwillservetheseverticalneeds,and to take action, aligning and mobilizingpeople and the organization with respect toeachverticalthecompanyplanstoserve.

This exercise will involve answeringpotentially far-reaching questions:What doesthisimplyfortheICTindustryasitserveseachoftheseverticals?Andhowwillthetransitiontakeplace?Adevicemanufacturermight, forexample,decidetocarryoutaspecificstrategyto serve the financial services industry withproducts and services such as e-wallets andidentity and authentication systems. Verticalstrategieswillbeessentialifcompaniesaretocaptureashareofthevaluethatwillbecreatedasmoreandmoreindustriesgodigital.

Redesignedinternaloperations:Technologycompanies would also be wise to shine thelightofdigitizationonthemselves,developingacapabilitythatwouldenablethemtolookattheir own various corporate functions, fromIT to human resources to finance, and seehowdigitizationmighttransformthemaswell.Businesstechnologyattheenterpriselevelhasbeendominatedoverthepasttwodecadesbyoffshoring, outsourcing, and shared services;now it is time for technology companiesthemselves to apply new technologies todramatically change how they go about theirbusiness.This in turn will help them makethe transformation to the extended virtualenterprise. And ultimately, it will give themthe experience necessary to sell internaldigitizationasaservicetotheirowncustomersaswell.

Effective governmental interaction: Finally,givenhowquicklydigitizationistakingplace—notjustintechnologybutineveryindustry—itis no surprise that governmental efforts toaffect the process are gaining momentum.TheInternetisacaseinpoint:Thepossibilityof stronger regulation of both privacy andcopyrightprotectionhasthepotentialtoaffecthow personal data is collected and contentis created and distributed. And this in turncouldhavea serious impacton the Internet’sprimary economic engine—paid advertising.

Stronger regulation of both

privacy and copyright protection

has the potential to affect how

companies earn revenue.


Similarly, issues involving content, patents,and other forms of intellectual property

are affecting not just how companiesearn revenues but the M&A

landscape as well; Google’s recentpurchase of Motorola Mobility,

as noted, is widely viewed asa move primarily to control

thecompany’smanyvaluablemobiletelephonypatents.Inlightofsuchimpacts,afinal,crucial capability everytechnology companywillneed involves ensuringa clear understandingof the policy andlegal environment inwhich itoperates,anddevelopinganeffectivevoice for influencingthe future course ofthatenvironment.

As the trendsdiscussed abovebecome morefirmly embeddedthroughout thetechnology industry,we are confident that

the theme of capabilitytransformation is

the right one for ICTindustry leaders and their

executive teams to ponder.Technology companies must

demonstrateatrueappreciationof the complex ecosystems, the

industry-specificrequirements,andtherealbenefitsofdigitalinnovation,

and then translate these into the newcapabilities that they will need to build

(andtheoldcapabilitiesthatwillneedtobescaled back).Those that successfully take onthistaskwillbethebestpositionedtocapturethevaluebeingcreatedinthebravenewworldofdigitization.n

Booz & Company is a leading global management consulting firm, helping the world’s top businesses, governments, and other institutions. Find out more at www.booz.com.

By EStHER SURdEn

In the 2012 Presidential election, the candidate with the best mobile get-out-the-vote strategy will win. Genetic testing

is going to be a bigger industry than it already is, spurred by one-to-one targeting of diseases. More than 50 percent of all consumers will make mobile

payments via smartphones. In the next 12 to 24 months, there will be a massive increase in electric vehicles, both for sale and on the road. (The increased market for these vehicles will

not be driven by higher gas prices or better payback from gas savings but by many new options, and the cars will be cooler, faster and lower in price than today’s electric models.)

These were just some of the predictions discussed and debated at the recent NJTC Top Ten Technology Trends event. A panel of experts, including James Erik Abels, CEO of Three Minute Media LLC (New York); Darren Hammell, co-founder and executive VP of Princeton Power Systems Inc. (Princeton); Tom Penn of MVP Capital Partners (Radnor, Pa.); Aaron Price of DFJ Gotham Ventures (Hoboken and New York); and Jo Ann Saitta of PDI Inc. (Parsippany) debated top trend expected in the next 12 to 24 months.

The election prediction, by Price, won the audience choice award; many of the experts in the audience agreed that using mobile social media to get out the vote will be crucial in the next election.

Abels’s first predictions centered on video production technology. He forecast that in the next 12 to 24 months we’ll see a large increase in the volume of professionally created Internet video, with more production companies going directly to the Internet.

Abels later said there will be an increase in the number and use of Platform as a Service (PaaS) applications. This form of cloud computing will allow developers of all sizes to assemble software from Internet-based data services rather than creating them from scratch. As a result, these software engines will become more valuable than the applications that rely on them, he predicted. Paradoxically, Abels added, this could change the structure of the technology business. On the one hand, it may allow more people to build sophisticated software. On the other, it may greatly lower the value of companies whose worth is based on software applications.

Princeton Power Systems’s Hammell, the author of the electric car prediction, said the deployment of vehicle charging stations, including advanced energy storage, throughout the electrical distribution system will allow access to fast charging and support the aging electric grid infrastructure. These systems are essentially the link between the smart grid and electric vehicle markets and can pave the way for the success of both, he noted.

In a prediction involving the use of social media and digital intelligence, Saitta feared a more Big Brother-like role for intelligence. “Digital content management information will be the

vehicle for promoting and monitoring behavior,” she said. She also forecast a stronger business-to-business (B2B) role for social media between suppliers and clients, bosses

and employees and physicians and patients, for example. nEsther Surden is the Editor & Publisher of NJTechWeekly.com and

a journalist who specializes in technology and the NJ tech environment. She can be reached at [email protected]

or follow her on Twitter @njtechwkly.

NJTC Panelists Look into Their Crys

tal B

alls

Inspire...

Educate...

Connect...

contact Paul frank at [email protected] for specific information regarding your company.

The NJTC offers membership to companies involved in the research, development, manufacture, supply or sales of high technology products, services, materials or components in the following sectors: Telecommunications/Media; Enviro-Energy (E3); Electronics, Advanced Materials & Manufacturing; Nanotechnology; Life Sciences and IT/Software. And to the professional service providers that specialize in working in these technology sectors. We also offer non-profit memberships to organizations supporting the technology community, including colleges and universities, business associations, economic development agencies and entrepreneurial support groups.

how can My company Join the new Jersey Technology council?

• Interaction with like-minded business and community leaders• Members only networking events & expanded information in the Technology Directory• Access to government officials, and financing sources• International connections• Career Center – NJTC Job Board• Technology and Entrepreneurship Talent Network with NJ Dept of Labor

• C-Level executive forums• Content rich program schedule, industry specific information• Exposure at activities, publications and NJTC Newswire • Regional commercialization support - collaborations with universities• NJTC Education Foundation – strengthens the pipeline of an educated workforce

• Entrepreneurship• Technology development• Government officials• Collaboration between industry sectors• Advance New Jersey’s status as a leading technology center


MAke This

your yeAr

To Join

The new

Jersey

Technology

council

IhavebeentheCFOofanumberofITcompaniesinNewJerseyoverthepastthirtyyearsandIhavebeentheCo-ChairmanoftheNJTC’sCFOTrackformuchofthepastfifteenyears,sincethetrackwasconceived.Duringthattime,inadditiontotheCFOTrackevents,IhaveattendedcountlessotherCouncileventsdependingonmyinterestatthetime.Althoughthisarticlemaybegintosoundasifit’sanadvertisementfortheservicestheCouncilprovides,itisnot.

The NJTC website states that “The New JerseyTechnology Council provides businesssupport, networking opportunities, information, advocacy and recognition of technologycompaniesandtheirleaders.”IhavetakenadvantageofallofthesebenefitsforthecompaniesI’veworkedwithduringmyyearswiththeCouncil.Whattheabovestatementdoesn’tincludeisthattheCouncilhasallowedmetoinvestinmyself.

Froma tangible,measurableperspective,of the sevenpositions I’veheldsince1996, fourhavecomethroughcontactsI’veknownthroughmyCouncilexperience,whileafifthwasfroma contactoutsideof theCouncil.CFO’softenhave a transient careerpath, especially in ITwheremergersandacquisitionsarecommon.IamnotsensationalizingwhenIsaythatasidefrommyeducationandabilities,myexperiencewiththeCouncilhashadabiggerimpactonmycareerthananyotherfactor.

AsyouattendCouncilevents,inadditiontomeetingpeers,youwillmeetserviceproviders,i.e.CPA’s,lawyers,realestateprofessionals,etc.Whydotheyattend?Ofcourse,theywanttomeetprofessionalslikeus,sothatsomedaywhenyouneedtheservicestheyoffer,youwillthinkofthemandgivethemacall.Theypayrealdollarsfortheopportunitytomeetyou.Theyareinvestinginthemselves.Whetheryourecognizeitornot,whetheryouaretryingornot,youaredoingpreciselythesamething.Yourharddollarinvestmentisminimal(hopefullypaidbyyourcompany).

Inaddition to the fivepositionsI securedthroughmycontacts, IhavehadcountlesscallsfrompeopleIknowthroughtheCounciltoadvisemeofcareeropportunities.MostofthesecallscomewhenI’mnotevenlookingforanewjob.Theycomefromservicesprofessionalsandpeers.TheonlyreasonIreceivethesecalls isbecauseIhavespentmanyhoursoverthepastfifteenyearsattendingCouncileventsandinvestinginmyself.

Whenpeoplebegina jobsearch,manyofthemwillreachouttotheirnetworkorworktocreateanetwork.Overtheyears,Ihavehadanumberofpeopleinthejobmarketreachouttometosharemynetwork.LinkedInisbuiltonthispremise.Thatisacreativestrategyontheirpart.It’salsowaytoolatetostartbuildinganetwork.Ifpeoplemeetyouduringgoodtimesandseeyousustainforperiodsofyears,theywillbehappytohelpyou.Ifyouintroduceyourselfandsaythatyouare“inthejobmarket”inthesamesentence,there’snotmuchtheycandoforyou.Quitefrankly,iftheyareawareofanopportunity,theywillprobablyhavealreadycalledmeorsomeoneelsetheyknow.

Ifyouareaprofessional,youhavealreadyinvestedinyourself.Youcompletedcollegeandchartedacourseforcareergrowth.You’vecarefullychosenjobstokeepyouonyourselectedpath.But,ifyouhaven’tinvestedtheextrafewhourseachmonthtobuildyournetwork,youhavemissedacriticalcomponentofyourgrowth.Ihavemetmanyverytalentedpeopleoverthepastfewdifficultyearsthathavebeenunemployedforstretchesoftime.ManyofthemareunquestionablymoretalentedthanIam.Theyjustchosenottobuildtheirnetworkuntiltheyneededto.Thatwastheironlymistake.

TheCFOTrackoffers interestingtopicsonaregularbasis.Allof theCouncil’s tracksdo.Here’sasecret…it’snotallaboutthetopics.Investinyourself.Attendourevents.n

NJTC Member Speaks Out: invest in yourself

By RoBERt oLanoff

contact PaUL fRank at

[email protected]

Announcing NJTC’s CAREER CENTER atwww.njtc.org

EMPLOYERS,THE PERFECTDATA BASE ENgiNEERCANDiDATECOULD BE CLOSERTHAN YOU THiNK.

Employer Benefits• Access highly-qualified, professional candidates.

• Generatehighreturn on recruitment advertisement spending.

• Accesstothehighlycovetedpassivejobseeker.

• Easy-to-use job posting and resume searching capabilities.

• Accesstojobboardnetworks for broader job distribution to qualified candidates.

• Only pay for resumes of interested candidates.

• Applicanttracking and managementcapabilities.

• Internalmessagingsystem automatically stores messages sent from the job seeker in the candidate’s file.

• User-friendlytemplatesystem to reuse job postings, pre-screen filters and automatic letters and notifications.

www.njtc.orgPhone: 856-787-9700

or contact Leo Mennitt

[email protected]

www.njtc.org


nJtc Photo gallery

enhance your Business Value with Big data analyticsdecember 1, 2011 opera Solutions, Jersey city

The explosive growth in Big Data promises to drive the next great leap forward in creating value and profit for businesses large and small. New analytics and approaches now allow businesses to use Big Data-derived insights, for example, to identify hidden trends, buying behavior and security breaches thus enabling them to guide better decisions, develop more powerful strategies, and form new types of businesses. An in-depth discussion of these opportunities was presented by representatives from various industries. Following the panel discussion, there were company presentations by INTTRA, Cisco, Health Options Worldwide, Origin Digital and Microsoft.

▲ Though Leadership Panel Moderator: Mark Giamo, NJ Audit Practice Leader, BDO USA, LLP, L-R: Laura Teller, Chief Marketing officer, Opera Solutions; Adam Scheer, Sr. Director of Business Development & Strategic Marketing – JDSU; Siby Vadakekkara, CEO MarLabs, Inc. and Bruce Weed, Program Director Information Management Business Development – IBM

Microsoft Partner - Barry Sherrington, Partner – Spheregen presented Microsoft Office Professional 2010 software to Bob Obusek, Account Manager, Level 3 Communications

Steve Enevold, Director – Enterprise Security Architecture – Data Center Operations – Oracle


nJTC Board Meetingdecember 2, 2011

Eisneramper, Edison

avoiding revenue shortfallspresented by the

CFO Peer Network

december 6, 2011 Ernst & young, Iselin

On December 6, 2011 CFOs enjoyed a panel discussion on avoiding revenue shortfalls, the CFO and Sales relationship. The program was

hosted by Ernst & Young who also provided a cocktail reception.

▲ Guest speakers attending the NJTC Board of Directors meeting L-R at head of table: Harold Wirths, Commissioner, NJ Dept. of Labor and Workforce Development and Aaron R. Fichtner, Ph.D., Assistant Commissioner, Labor Planning and Analysis, NJ Dept. of Labor and Workforce Development

NJTC Board of Directors meeting hosted by EisnerAmper in Edison.

▲ Panelists L-R Peter Saretsky, CFO, Achieve3000; Wayne Baker, SVP & Chief Sales Officer, Advanced Health Media, LLC; Scott Kantor, SVP & CFO, Advanced Health Media, LLC; Gerald Kochanski, CFO & Treasurer, Nephros, Inc.; Moderator: Bob Olanoff, CFO, Systech Intl. ▼ L-R Wine Tasting by Tom Nye, Grape Escape; Michael Kascmar, Partner, Assurance & Advisory Svcs, Ernst & Young; Peter Tantillo, CFO, Sparta Systems, Inc.

▲ L-R Ernst & Young reps and Rob Bothe, CFO, Opera Solutions

environmental & energyBiogas Energy Solutions, LLc Avon, CT www.besch4.com BES is among the larger and most respected developers of landfill gas-to-energy projects in the United States. The Company utilizes landfill gas (“LFG”), which is approximately 50% methane, as a fuel source for the generation of

Sigma design company LLcMiddlesex, NJ www.sigmadesign.net Sigma Design Company provides creative design and engineering analysis for new product development and the specialty production machinery that make these new products.

Public Utility Service corporationVincentown, NJ www.pusc.org PUSC provides cost-effective solutions guaranteed to significantly reduce their client’s utility expenditures through savings, credits and refunds.

information TechnologiesPomeroyHebron, KY www.Pomeroy.com

Marlabs, Inc.Piscataway, NJ www.marlabs.com Marlabs offers a wide range of information technology services with deep domain expertise across a number of verticals, including healthcare, BFSI, airline services, utilities, and education.

SetfocusParsippany, NJ www.setfocus.com SetFocus is a leading provider of career focused training for IT professionals. We bridge the gap between talent and opportunity.

mVisumCamden, NJ www.mvisum.com mVisum manufactures the mVisum Communication Platform, which provides the capability to push deliver critical clinical information to physicians, nurses and other care providers. Information includes EKG’s, Echocardiograms, CT scans etc.

nJtc new MeMBers November 2011

doughMainPrinceton, NJ www.doughmain.com DoughMain™ is a web and mobile platform that combines family organization and financial education in one place, helping families manage their lives while empowering them to become better educated about money.

Big ocean technologies, LLc Point Pleasant, NJ www.bigoceantechnologies.com Big Ocean Technologies is a leading Information Technology, Business Process and Training Company. MS Dynamics CRM, Sage CRM Solutions, and E-Marketing Technologies Vendor.

capsicum group, LLcPhiladelphia, PA www.capsicumgroup.com Capsicum Group, LLC, is a technology and consulting company devoted to helping businesses improve operations and successfully complete technology-related projects. We combine business and technology insights to make the most of your investments.

eVendor check, Inc. Hawley, PA www.evendorcheck.comeVendor Check provides on-line supplier selection and risk assessment tools. eVC uses direct customer feedback to measure suppliers’ current performance and risk levels. Its mission is to help organizations make accurate, fast & efficient supplier selection, retention and management decisions. As of February 26, 2010 we have a finished product, customers and two distribution partners. Procurement organizations lack reliable data to assess supplier risk levels in “real time”. Financial analysis tools offer limited “historical” data – often too late to deal with rapid changes in supplier health. Customers are in the best position to assess a supplier’s current performance and changes over time on critical performance indicators such as quality, delivery time, customer service, and financial factors. eVendor Check is the first organization that provides effective tools to gather and report this data. Before eVendor Check the inability of organizations to properly identify supplier risk was creating unacceptable levels of risk exposure, leading to significant supply chain disruptions, financial loses, lost customers, damaged reputations and legal/regulatory problems.

Mpower financial LLc Chester, NJ www.cashflownavigator.com Simplified financial planning (not budget management) website, free to consumers

Interscape technologies, Inc. Piscataway, NJ www.interscapetech.com Interscape Technologies Inc is a IT Services company focused on providing Storage and Systems Capacity Planning, Performance Analysis, Consolidation Planning and Migration services using their Perfonics(TM) tools.

Intelligent Building Solutions, LLc Totowa, NJwww.i-buildingsolutions.com The IBS team offers a complete, end-to-end set of Mission Critical Facility services from a single source and one point of responsibility. This convenience is complemented by one of the most experienced Mission Critical teams on the globe. We offer unparalleled expertise gained from the IBS team’s combined project experience of designing and building several billions of dollars’ worth of technology projects worldwide.

MyowncareNorth Wales, PA www.myowncare.comMyOwnCare is a technology-powered behavior change company that helps people manage chronic illness. We collect real time medical data and coach customers using a unique behavior change approach to help achieve better results. lifesciencesgRct LLcMonmouth Junction, NJ Providing consulting services for new healthcare ventures seeking to capitalize on emergence of technology in healthcare that enables consumer empowered healthcare products and services which drive wellness and longevity.

United catalyst Philadelphia, PA www.unitedcatalyst.com We use nanotechnology to manufacture catalysts. United Catalyst is focused on a novel method for releasing glucose from all forms of cellulose. We propose to synthesize mesoporous, silica-based materials that are imprinted during the manufacturing phase with cellulose and cellulose fragments. The resulting zeolite-like catalysts will have cellulose binding sites that mimic the active sites of microbial cellulases, which are currently the only method of producing glucose from cellulose.


non-ProfitBavarian U.S. offices for Economic development, LLc New York, NY www.bavaria.org We provide comprehensive cost-free services for U.S. companies considering establishing a business location in the German State of Bavaria -- Europe’s premier high tech location.

Telecommunicationsdigital Edge Staten Island, NY www.digitaledge.net Digital Edge is a Data Center Services Provider, specializing in back-end technology management. Skilled and accredited we operate exclusively within prime data center facilities providing Enterprise IT Services expertise in: Consolidation, Application Support, Change Management, Operation Acceleration, Compliance Assistance and 24/7/365 full IT management Support.

nodecom, Inc. Princeton, NJ www.nodecom.com Node Com provides data center space and IT solutions for firms seeking alternatives to in-house data center infrastructure operations.

individual Scott yetterPhiladelphia, PA CEO of Voxware-5 years President for Media DVX-3 years

renewalsAgreenability Beckerman Public Relations www.beckermanpr.comCANNONDESIGN www.cannondesign.comCapital Health Systems www.capitalhealth.orgCasabona Ventures, LLC www.CasabonaVentures.comCook, Hall & Hyde of NJ, Inc. www.chhins.comCoreLabs Partners www.corelabpartners.comCoriell Institute for Medical Research www.coriell.orgECI Technology www.ecitechnology.comEmerson Development LLC www.emersondevelopmentllc.comEnpirion, Inc. www.enpirion.comFreya Energy, Inc. www.freyaenergy.com

Gearhart Law, LLC www.gearhartlaw.comHealthy Functions, LLC /www.healthyfunctions.comJMS Healthcare Partners LLC www.jmshp.comNexage Technologies USA, Inc. www.nexageUSA.comNorth America Power Partners, LLC www.nappartners.comOptSoft, Inc. www.optsoft.comOriginate Ventures www.originateventures.comOriginDigital www.origindigital.comPatterson & Sheridan, LLP www.pattersonsheridan.comPsilos Group Managers, LLC www.psilos.comQuality Technology Solutions www.QTSnet.comSemprae Laboratories, Inc. www.semprae.comSharingMart http://sharingmart.princeton.eduSightLogix, Inc. www.sightlogix.comSolidia Technologies (fka-CCS Materials) www.solidiatech.com.comSynchronoss Technologies /www.synchronoss.comTaiwan Investment & Trade Office www.taiwanembassy.org/US/NYCTelx www.telx.com

Joining the nJtcPaul Frank • Ext 222 • [email protected]

Membership ServicesJudy Storck • Ext 246 • [email protected]

Member Relations ManagerEllen Stein • Ext 228 • [email protected]


chairman of the BoardGovi Rao, Noveda Technologies, Inc.

Board MembersJoseph Allegra, Edison Ventures

Virginia Alling, PNC BankMel Baiada, BaseCamp Ventures

Maxine Ballen, New Jersey Technology CouncilKate Bluvol, PricewaterhouseCoopers LLP

Robert Bothe, Opera SolutionsJames Bourke, WithumSmith+Brown, PC

Paul Boyer, Ancero, LLCSkip Braun, Deloitte

Leslie Browne, Senesco Technologies, Inc.Michael Christman, Coriell Institute

for Medical ResearchJohn Clarke, Cardinal Partners

Mark Clifton, SRI Sarnoff CorporationSteven Cohen, Morgan Lewis

Saki Dodelson, Achieve3000, Inc.Patricia Donohue, Mercer County

Community CollegeCaren Franzini, New Jersey Economic

Development AuthorityAndrew Gilbert, DLA Piper

Richard Goldberg, DRS Technologies, Inc.Mark Greenquist, Telcordia Technologies, Inc.

James Gunton, NJTC Venture FundBrian Hughes, KPMG LLP

Michael Kacsmar, Ernst & Young LLPCarl Kopfinger, TD Bank, N.A.

William Kroll, MATHESONShihab Kuran, Petra Solar

Flint Lane, BilltrustSteve Lerner , Morris-Meyer, LLC

Nancy Lurker, PDI, Inc.Rick Maloy, Maloy Risk ServicesJohn Martinson, Edison Ventures

Richard Napoli, ObjectFrontier, Inc.Simon Nynens, Wayside Technology Group, Inc.

Bob Olanoff, Systech InternationalGregory Olsen, GHO Ventures, LLCKevin Pianko, WeiserMazars LLP

Rick Pinto, Stevens & LeePhilip Politziner, EisnerAmper LLP

Marianna Rabinovitch, ECI TechnologyJeffrey H. Rosedale, Woodcock Washburn LLP

James Russo, Princeton Financial SystemsDouglas Schoenberger, Verizon

Eric Shepcaro, TelxDavid Sorin, SorinRoyerCooper LLC

Stephen Waldis, Synchronoss TechnologiesKenneth Zuerblis, Savient Pharmaceuticals, Inc.

nJtc Board of directors


nJtc calendar

don’t do It aLonE: coLLaBoRatIng & PaRtnERIng

In 2012 January 17 • 3:15 PM - 6:15 PM

Setfocus4 century drive, Parsippany

Members $25.00 • Non-Members $50.00

Partnering and collaboration concepts are universal and are built and sustained on mutual trust and respect aligned around common objectives. Partnering can help us to achieve better business results. Through the globalization of business, collaboration will become even more of a continued success factor for business. We don’t do this alone – we partner with local universities, other companies and research organizations. Join with NJTC on January 17th as we explore potential collaboration and partnering and what it can bring to our regional economy in 2012.

2:00 - 3:15 PM - WorkGroups in the Following Areas: Advanced Materials, Imaging , Sustainability or Alternative Energy

Companies interested in meetings with attendees include: CIMA Green, Coriell Institute for Medical Research, Jeiven Pharmaceutical Consulting, Matheson and Noveda Technologies

cEo tooLBoX: BREakIng Into tHE gLoBaL MaRkEt

January 18 • 8:30 am - 10:30 am Location: tBd


Open to Technology & Life Science CEOs ONLY

In order to compete in the international market, even if you are an iconic brand or sell a desired product, you have to understand customers, constituencies and crowds, and how they behave. To do this, you need to decipher the cultural codes at work across the globe. You need to understand why different people around the world buy and behave the way they do. You need to understand consumer preferences at a much deeper level than the traditional market research. Also, varied tax, accounting and legal requirements must be considered. Whether you’re already doing business overseas or anticipating going international this discussion will be of interest to you. Audience participation will be encouraged, so bring your questions.

BUILdIng SMaRt tHRoUgH MERgERS oR acQUISItIonS

January 19 • 3:00 PM - 5:00 PM Microsoft

101 Wood avenue SouthSuite 900, Iselin


The right merger or acquisition is a tremendous boost to your business, but before considering growing your business in this fashion you have many questions to answer. What are you looking to accomplish? What will the organization look like when complete? Does the target fit in as an add-on or into an existing segment to your business? As your plan develops you will need to address pricing issues and how to best structure the deal – always keeping in mind that in order to complete a successful transaction it needs to be fair to everyone involved. Join our been-there-done-that speakers for a practical interactive discussion on the art of making the deal.

nEtWoRkSNJTC Industry Networks present programs about opportunities and challenges facing NJ technology companies by industry segment.

Electronics, advanced Materials & Manufacturing

Patron Sponsors:EisnerAmper

Woodcock Washburn LLPContact:

Paul Frank • Ext [email protected]

Ellen Stein • Ext [email protected]

Enviro-Energy IndustryPatron Sponsors:

Atlantic City Electric WeiserMazars LLP

Woodcock WashburnContact:



It/SoftwarePatron Sponsors:

BDOEdison Ventures

Stevens & Lee, PCContact:

Leo Mennitt • Ext 227 [email protected]

Judy Storck • Ext 246 [email protected]

Life SciencesPatron Sponsor:

Goodwin Procter LLPMcGladrey

Contact: Leo Mennitt • Ext 227

[email protected] Meyer• Ext 234

[email protected]

telecommunications/MediaPatron Sponsor:Drinker Biddle

Verizon New JerseyContact:


Judy Storck • Ext 246 [email protected]

NJTC Peer Networks bring together like-minded technology professionals to share common issues, learn best practices and gain perspective across all technology industry segments.

cEo forumPatron Sponsors:

TriNet WithumSmith+Brown

Contact: Karen Lisnyj • Ext 229

[email protected]

cfo Peer networkPatron Sponsors:CresaPartners

Ernst & Young, LLPContact:

Karen Lisnyj • Ext [email protected]

cIo Peer networkPatron Sponsors:

Delta Corporate ServicesOracle

telxContact:


government affairsContact:


Venture capital and financingPatron Sponsors:

Fox Rothschild LLPPricewaterhouseCoopers LLP

TD Bank N.AContact:


Women in technologyContact:

Joan Praiss • Ext [email protected]

for updated information or to register for nJtc events, visit www.njtc.org


MEdIa and dIgItaL RIgHtS - tHE fUtURE IS noW

January 24 • 4:00 PM - 6:00 PM drinker Biddle

105 college Road East, Princeton


Social media allows companies to directly target their consumers in a much more direct way and have one-on-one conversations between a brand and a consumer. However, mandatory data retention schemes compel Internet service and telecom providers to collect and store data about user’s communications and Internet transactions, raising privacy, freedom of expression and association concerns. What happens when these two realities collide? How can companies and institutions satisfy both needs? Join us for a discussion of these topics and more.

BRIdgIng tHE gaP -a JoB SkILLS WoRkSHoP

January 25 @ 8:00 aM - 3:15 PM nJIt campus center Ballroom, newark


Bridging the Gap Job Skills Workshop provides job seekers with up to date information on the latest technology jobs and trends, interviewing skills, networking skills, best practices, job search resources, and more. Network with companies and hear from industry experts, education and training providers, and career counselors. Meet directly with staff of the NJ Department of Labor and Workforce Development to learn about special programs and services to assist in your job search.

nJtc caPItaL confEREncEJanuary 27, 2012

the Westin Princeton, Princeton

The New Jersey Technology Council is pleased to announce the 2012 NJTC Capital Conference, an exposition offering investors, financial advisors, bankers and other professionals the opportunity to showcase their services to an invited audience of potential clients. See center spread in this issue for more details.

annUaL VEntURE IndUStRy UPdatE fEatURIng MaRk HEESEn

January 27 Immediatley following

capital conference Lunch Westin Princeton forrestal Village,

Princeton

Contact Ellen Stein at [email protected] to attend

We are happy to note that there are signs of life in the exit market and Venture investing continues, although fundraising remains challenging. Life Science investing has hit some bumps in the road while Cleantech investing is attempting to weather the uncertainty of government policy decisions. 2012 will be an interesting year given what the election may portend for the Venture industry and investing and the impact a budget impasse has on Venture Capital and an entrepreneurial economy. Join us for a special session featuring Mark Heesen, President, NVCA as he addresses these and other issues that will impact this vital business sector in the coming year. This event invites attendees to bring questions and encourages open and interactive discussion among Peers. This Peer Network program is open to venture capitalists, investment bankers and angels ONLY (equity investors who provide capital).

2012 cIo confEREncEfebruary 16, 2012

East Brunswick Hilton, nJ

NJTC announces the 2012 CIO Conference which has a new agenda. In an effort to increase value, attendance at this event is exclusive for CIOs, CTOs, IT Directors, Senior IT executives, IT Managers and other senior business executives. The only vendors permitted to attend are the sponsors (space is limited). The Conference will offer insightful discussions, practical advice and the NEW educational hands-on CIO Case Study in a peer-to-peer setting. Sponsor opportunities are available at www.ntjc.org or contact Karen Lisnyj, [email protected], 856.787.9700 Visit www.njtc.org for continual agenda updates and to register.

nJtc VEntURE confEREncEMarch 22, 2012

the Palace at Somerset, Somerset

The NJTC Venture Conference, the exposition where emerging businesses meet investors and entrepreneurial supporters, is scheduled for Thursday, March 22, 2012 at The Palace at Somerset Park, Somerset, NJ. The Conference has earned a reputation as an important activity for the region’s entrepreneurial companies and is the first venture conference on the East Coast in 2012. The 2012 Venture Conference will highlight some of the region’s emerging technology sectors, such as clean tech, environmental, life science, nanotechnology and food innovation. The region’s leading venture capitalists will be invited to participate in the Conference.

saVe The daTe

BRIdgIng tHE gaP - a JoB SkILLS WoRkSHoP

february 9 • 8:00 aM - 3:00 PMdeVry University

cherry Hill, nJ Members $15.00 • Non-Members $15.00

nEW JERSEy EnERgy MaStER PLan UPdatE

february 9 • 4:00 PM - 6:00 PM Members $25.00 • Non-Members $60.00

accEPtIng cHangE In tHE BUSInESS PRocESS

february 23 @ 3:00 PM - 5:00 PM Members $25.00 • Non-Members $50.00

LIfE ScIEncE coMPanIES doIng BUSInESS gLoBaLLy

March 9 • 8:30 – 10:30Sandoz, East Hanover

Non-profit Org.U.S. Postage

PAIDNew Jersey

Technology Council

The New Jersey Technology Counciland Education Foundation1001 Briggs Road, Suite 280Mt. Laurel, N.J. 08054

on The nJTC TeChwire

DAILY UPDATES ABOUT THE REGIONS MOST TECH SAVVY COMPANIES

• rutgers university expands fellowship Program to include international Participants

• edison Ventures announced a $4.0 million investment in new york city based MediaBrix.

• soligenix initiates next generation Anthrax Vaccine development Program under Agreement with harvard university

• level 3_s Advanced iP network Plays important role in the $46.6 million ArrA-funded california central Valley Broadband Project

• Montclair state university announces new school of communications and Media

• datapipe’s key cloud computing Predictions for 2012

• Antenna software wins red herring global 100 Award

• oracle Acquires endeca a leading provider of best-in-class unstructured data management, web commerce, and business intelligence solutions

Documents

The Business Behind The Technology secTors of new Jersey · trends, interviewing skills, networking skills, best practices and more. Wednesday, January 25: new Jersey Institute of