Where There’s a Will There’s a Way

 

Paul Lanigan is a communication expert. He entertains as he enlightens, combining colourful personal experiences to give you a fresh, unflinching perspective on the sales process. Paul’s unique brand of sales edu-tainment is generously spiced with humorous and relevant stories garnered during an eventful 17-year sales and sales management career.

Here, Paul shares his leadership skills, honed by his experience in both large and small technology organizations and as an entrepreneur. His specialty is showing you how to gain the respect and attention of the most demanding team members to gain a level of buy-in most never believed was possible.

An engineer by background, Paul Lanigan is now the CEO of Sandler Sales Institute; a company that helps executives develop sales strategies and tactics. He holds a Bachelor’s Degree in Information Technology from Staffordshire University and a BA in Management from Irish Management Institute.

Cirrus Insight Makes CRM Easy

Ron Burr, CEO of WebVisible

Ron Burr joined WebVisible as chief operating officer in 2009, and was appointed CEO in 2010.  Before joining WebVisible, Burr served as chief product officer for LRN, the leading application service provider for online education and solutions enabling clients to manage enterprise-wide governance, ethics and compliance processes.  He also served as chief strategy officer of Jambo, a leading pay-per-call Internet company targeting local business; CEO of Layer2 Networks; a partner with international IT consulting firm IMPACT Software; a senior technology consultant for IBM; and vice president of software engineering with Vault Corporation.   Burr serves as advisor and Board member to several technology companies and Venture Capital firms.

About WebVisible, Inc.

WebVisible has been the leading provider of local online marketing software and services since 2001.   WebVisible was among the first to pioneer the use of search as a reliable, measurable avenue to connect directly with a buyer's needs, providing solutions through some of the world's largest Interactive Yellow Page companies, directories and other media vendors. The company has served over 100,000 customers from 4,000 industries in 14 countries.  The company also delivers solutions directly to small businesses throughout the United States.  WebVisible is based in Irvine, California with offices in Los Angeles, Denver, Charlotte and Mumbai India.

To learn more about WebVisible, go to webvisible.com or call 949-255-9677

Frank Greinke, CEO

Frank became president of Southern Counties Oil Co. in 1987 at the age of 33, and purchased ownership of the company in 1991. At that time, the company’s annual revenue was $50 million. Today, under Frank’s leadership as CEO, SC Fuels and its related companies generate over $1 billion in revenue and operate in 7 western states. The company currently employs over 300 and services over 20,000 customers.SC Fuels also has the distinction of being the first company from the United States to do business in the Republic of Georgia. In 1992, Southern Counties Oil opened the first western-style gas station in the capital city of Tbilisi, just after Georgia became the first former Soviet Republic to become independent. Frank is currently a director of the Society of Independent Gasoline Marketers of America (SIGMA) and a past director of the California Independent Oil Marketers Association (CIOMA). He is the Chairman of the Southern California Chapter of Young Presidents Organization (YPO). Frank is also a director of The New Majority Committee; an Orange County based Republican Party organization, and Finance Chairman of the Orange County Republican Party. He is on the Advisory Board for Solis Capital Partners LLC. He serves on the board of the Bank of Hemet as well as the board of directors for Pacific Ethanol Inc. As a distributor of refined petroleum products since 1930, SC Fuels serves thousands of customers annually throughout the United States with a philosophy of service that has earned SC Fuels a leading reputation in the industry. Our customers range from small family owned businesses to Fortune 500 companies. SC Fuels maintains its position as one of the largest suppliers of branded, unbranded, and alternative fuels in the United States. SC Fuels also is a leader in fleet card services with a fueling network of over 200,000 commercial cardlocks, truck stops, and retail stations nationwide.  For customers who desire to have their vehicles and equipment fueled on-site during off hours, SC Fuels rovides mobile on-site re-fueling. Additional products supplied by SC Fuels include Lubricants and Heating Oil.

To learn more about SC Fuels, go to scfuels.com

Jeff Kaminiski, CEO MBK Enterprises

MBK Enterprises is a world leader in converting specialty adhesive tapes, foams, films, foil, cloth, paper, and other flexible materials. MBK stocks hundreds of materials used for bonding, attaching, sealing, masking, protecting, shielding, conducting, gasketing and more, and adds value by die-cutting, laminating, slitting, spooling and endless other services, making products easier and more economical to use. From design to final production, MBK's experienced and knowledgeable team works to find solutions for innovative ideas and sticky applications. In 1971 John Kaminski had the vision to see the ever expanding need for converted tape products,. He brought his experience as a chemist and a background in pressure sensitive tapes to develop fabricated parts to fit the needs of his first customers. Beginnings were with "Little Joe," a machine for cutting shrink tubing to length, and Marcella Kaminski, his wife, bookkeeper and greatest support. From his beginnings with a work table in the family garage to about 15,000 sq. ft. in Chatsworth, he purchased and renovated used machines for changing pressure sensitive adhesive tapes into carefully thought-out component parts for end products. His first big customers were primarily in the aerospace and electronic industries. His son and daughter, Jeffrey and Judith, began learning the trade on weekends and school holidays. As the business grew little by little the ideas of the endless possibilities for tape uses rocketed. Judith went to work full-time in 1978 after graduating from California State University Northridge, and Jeffrey went to work for 3M upon his graduation from San Diego State University . The Kaminski family had learned at an early age that tape was indispensable. In the late fall of 1979, John Kaminski suddenly became ill and passed away. Jeffrey, Judith and Marcella made plans for keeping MBK a going enterprise. Jeffrey resigned from 3M, and the three of them began to learn everything they could about converting. Marcella retired from her role in 1981, but keeps an interest in the latest news.In the past 35 years, MBK has grown and moved to larger facilities three times, remaining in Chatsworth, California. The emphasis has always been on the best customer service, and keeping abreast of the changing needs for pressure sensitive adhesive products. Today, the customer base has changed greatly from 35 years ago. More and more is being accomplished in the fields of medical devices and information technology, not to mention any niche in between. The company has invested extensively in state-of -the-art converting equipment, as well as the training of it's employees in the workplace. The only limitations are imagination, but this company has plenty of that.

To learn more about MBK Enterprises, go to mbk1.com

Chuck Bankoff, Director of WSIeWorks

WSIeWorks has been operating as a website development and Internet marketing team continuously since 1999. During that time they have added to their knowledge and experience base by constantly training and bringing on new members with the right skill sets and training. As a team, their Internet Marketing Consultants have certifications in:

• Digital Marketing (WSI)
• eCommerce Business Strategies (USC Marshall School of Business)
• Advanced SEO (SEMPO Institute)
• Pay-Per-Click advertising (Google Adwords Professional)
• Local Search Specialists (ReachLocal)
• AIM Certified (Advanced Internet Marketing - WSI)

Our Director of Web Services, Chuck Bankoff has certified other Internet Consultants around the world in Internet Business practices, Landing Page design, Managing the Creative Process and Search Engine Marketing. Our team members have been integral in the development of our Social Media Strategy kit, Competitive Analysis procedures and our Research Analysis toolkit.

To learn more about WSIeWorks, go to  wsieworks.com

Marge Bieler, CEO of RareAgent

Marge has been instrumental in helping organization understand how to build KPIs and Best Practices that impact an organization's bottom-line and how to generate revenue through lead gen programs. She's documented RareAgent's best practices, and has developed dashboards and has used many SaaS products that help productivity within lead gen programs. Her straight forward, and practical advice has helped thousands of organization move their revenue needle, increase efficiencies and determine if their data is usable and if their messaging is effective.

RareAgent works with B2B companies providing resources, best-practices, and expertise to build and deliver calling and online marketing programs that engage and motivate stakeholders to meet, and inspire action to take a next step.  RareAgent's efforts result in accelerating appointments, improving lead quality, increasing conversation effectiveness, and demonstrating revenue contribution.

RareAgent uses advanced technologies that automate the calling process and deepen the prospect conversation.  We use a framework called The Thoughtful Conversation.™ This framework allows us to prepare, engage, and record conversations to maximize call effectiveness and to develop better, faster, and easier sales and marketing processes.  We display our results in the form of dashboards and drill-down reports.

To learn more about RareAgent, go to: rareagent.com

To learn more about The Mentor Group, go to  thementorgroup.biz

Carmen Pacella, Master Sales Manager

Carmen is an award-winning sales leader with proven success in high pressure, dynamic, and competitive environments. He has consistently exceeded sales quotas while maintaining strong client relationships. His expertise in targeting, closing, and managing key accounts nationally has been combined with repeated successes in new product marketing and rollouts. Carmen has extensive experience in implementing CRM systems to help manage sales teams. He has successfully used CRM systems to monitor behaviors and help his sales people improve their processes.

To contact Carmen, go to his page on LinkedIn: Carmen Pacella

Josh Seibert, Sandler Trainer

Josh Seibert, founder and President of Sandler Training located in the Piedmont Triad, has been awarded the 2011 David H. Sandler Award by Sandler Training.  The award is the highest in the company and is given out to only one franchise worldwide per year.  Only 12 awards have been given in the history of the company. " Sandler Training helps companies and individuals increase their sales and leadership effectiveness through training, coaching and consulting.  Seibert, his business partner Abby Donnelly and his associates, Joel Kaczmarek and Steve Rayburn, serve businesses of all sizes with long-term development programs that offer continuous training, coaching, consulting and ongoing support. "It's really all about sticking with people until they get a return on their investment," said Seibert.  "It is an honor to serve each and every one of our clients, and it is certainly an honor to receive this award." Seibert brings over three decades of sales, sales management, and sales training experience to the marketplace including his work with Fortune 100 financial services companies.  His career includes numerous accomplishments, from managing sales force development, installing sales processes, and orchestrating marketing campaigns to directing strategic corporate initiatives. Seibert and Donnelly's training center is located in the center of the Piedmont-Triad at the corner of Highway 68 and Piedmont Parkway.  The company is consistently ranked among the top tier of all 250 Sandler Training offices in the world for revenue and client retention and has helped hundreds of companies and individuals throughout the state grow and become more profitable.

To learn more about Sandler Training, go to sandlertraining.com

To learn more about Greg Batten, go to estradastrategies.com/ontario

William DeBilzan, CEO of DeBilzan Studios

William DeBilzan is an extremely innovative Abstract Expressionist whose presence creates waves in the art community. It is no mystery that the hardest challenge for any painter is the ability to connect with his or her audience. DeBilzan achieves this connection intuitively and with a rare mastery. People of all ages are at home in the presence of DeBilzan's color and mood. In a sense, those who are drawn into DeBilzan's work feel as if the painting was created solely for them, which often is the truth given the large number of commissions he receives. The unique style of William DeBilzan's paintings relies heavily on his thoughtful composition and masterful use of color. The compositions themselves, on their literal surface, are at first complex given the wide variety of rich textures. However, the juxtaposition of simplistic figurative elements serves to provide the viewer with an effortless, yet refined resolution. The straightforwardness used by DeBilzan in his compositions is even more apparent in his choice of color. His palette varies in its mood from warm, subtle distinctions to cool, higher contrast shades reminiscent of the Caribbean. The reds, yellows, greens and blues communicate a sense of innocence in purity while remaining bold and unashamed. The most distinguishing feature of DeBilzan's work is his figures. They stand tall and thin and speak to the viewer with a relief that is in stark contrast to their surrounding textures. Their presence in his paintings suggests the idea that life is far simpler than we make it. Alone or in groups, the anonymous individuals communicate a sense love, belonging or longing to belong. The ability for DeBilzan to connect with almost anybody through the use of an image is proof of his success. Accordingly, his work has been included in many popular television shows, such as Frasier, Just Shoot Me, and Spin City. He has been the obvious choice for such sitcoms because of his work's coherent ability to connect with any member of the audience in some way. DeBilzan's constant creative work ethic and his extremely attractive paintings and sculptures have made him one of the most sought out artists of our time.

To learn more about William DeBilzan, go to williamdebilzan.com

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Guy Marsala, CEO of EZLube

Founded in Orange County in 1988, EZ Lube is Southern California's only wholly owned and locally based quick lube retailer. Employing about 1,000 people with locations from Bakersfield to San Diego, EZ Lube services more than 1 million vehicles annually. EZ Lube is committed to helping Southern Californians take better care of their car, typically their second largest investment after their home. From regular oil changes, to preventative services like filter replacements, air conditioning and fuel system cleaning, EZ Lube can help customers get better mileage, reduce emissions and extend the life of their vehicles. CEO and President Guy Marsala joined EZ Lube in April 2010. He has extensive experience rebuilding value in underperforming businesses by building high performing teams and driving customer focus throughout the organization. EZ Lube Service Pledge At EZ Lube, we pledge to help you maintain your vehicle's health with economical, easy to follow, preventative maintenance and automotive service solutions.Our service team is here to support your automotive servicing needs through regular maintenance and service so you can continue to protect and enjoy the investment you have in your vehicle exactly the way you choose. EZ Lube Expertise At Your Service At EZ Lube, we offer our automotive expertise so that you can make informed decisions about your automotive service needs. From oil change services to more advanced automotive service and repair, EZ Lube uses your vehicle manufacturer's recommendations as the primary indicator in making preventative maintenance recommendations for your vehicle. Our automotive service technicians also look to fluid conditions as a secondary indicator useful in the absence of vehicle maintenance records or in the case of an apparent fluid issue. EZ Lube Stands Behind Our Quality Service Offerings EZ Lube stands behind our automotive service by offering you technical expertise, quality brands and excellent customer service so you can feel confident in the long-term reliability of your vehicle.

To learn more about EZLube, go to ezlube.com

Jim Banks, Founder and CEO

Improving Sales Performance with Increased Efficiency and Effectiveness

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Our Mission To help our customers achieve their sales objectives.

Our Purpose To make the complex job of qualifying a lead and selling over the phone easier and more productive.

Our Experience Our products are the result of decades of sales experience; groundbreaking research and thousands of consulting hours spent helping customers improve their sales organizations. Please ask us for a customer reference… they are our best salespeople. Our Market Our offerings are focused on helping sales professionals and sales management.  Our products and services establish successful, repeatable processes that can be measured and reported.  ShadeTree recognized an enormous void in solutions for improving sales conversations.  ShadeTree’s focus is unique and a key reason why you should talk to us.

Our Product Our breakthrough product, Incite2, is the world’s first comprehensive solution for improving telephone conversations and calling productivity for use with Salesforce.com.

See more about Incite2

Paul Roberts, Founder and Producer

The Most Powerful Social Medium Imaginable

OC Talk Radio was created by a group of traditional marketers who realized that marketing is no longer a one way street. You can't just put up a billboard and hope people buy anymore. The Internet has changed all that.  Just as highways long ago bypassed regular streets and opened up new arteries for commerce to flow, so too has the "information super highway" found a way to "cut thru the clutter" of traditional advertising and open up a direct dialog with your community.  Need to find someone who imports Indian beer?  No problem.  Go online and instantly see who sells Golden Eagle lager. The Internet is all about "target marketing". It's about finding your "niche" and telling people about it. Yet one of the best ways to carry on this conversation with your community of clients, customers, and potential prospects has yet to be fully explored: INTERNET RADIO. For while its adoption by the general public is growing by leas and bounds (SEE DEMOGRAPHICS) few people know how easy it is to actually host your own radio show on this revolutionary new "social medium" or what its benefits can be. But the Internet doesn't just connect people with information anymore. It can connect people to each other.  That's the promise of Social Media and the whole Web 2.0.  It allows you to carry on a direct conversation with your customers and community. But what do you say?  How do you create enough interesting content to fill up your Facebook, LinkedIn and Twitter accounts on a weekly basis, to say nothing about your daily blogs and monthly newsletters?  That's where Internet Radio can help as well, for it gives you something new and interesting to say each week to your audience to capture their attention and hold their interest long enough to show them what you're offering and why it's so special. It also instantly sets you apart from the rest of your competitors, for who else hosts a radio show on your topic? You instantly become "the expert" in your area.  And by capturing each broadcast and recording them as "podcasts" for download later, you add valuable "rich media" to your site that brings traffic and raises you Search Engine rankings at the same time. It's all in what you make of it. You may find that no one is listening to your shows or your weekly message.  But the crazy thing is that it STILL may be worth your time and investment to keep broadcasting, for in addition to raising your rankings, emphasizng your "expertise" and enticing potential customers to carry on a conversation with you over the Internet, hosting your own Internet Radio show is probably the most powerful networking and prospecting tool you can ever imagine.  Want to meet someone but you can't get past the front door?  Try calling them up and asking them to be a guest on your radio show!  Who could refuse an invitation like that? Learn more about OCTalkRadio

Ken Loven, Regional Sales Manager

Dan Coffman, CEO

UPS Protection has been protecting systems in the US against brownouts, blackouts and poor power quality for over 25 years. We provide UPS systems and service for clients from coast to coast and specialize in solving all UPS needs. As a direct reseller of the best brands in the industry, we can solve all of your power protection needs -- whether it be a single pc, mission critical server banks, a call center, or other electronic devices. We offer both reconditioned and new products and will meet any budget. To learn more about UPS Protection, go to upsprotection.com

George Haggarty, CEO

Main Graphics is committed to providing innovative communications to ENHANCE your competitive advantage. We utilize the latest technology to create intelligent marketing campaigns and smart inventory management systems. Our state-of-the-art print facility blends the newest online, digital, offset printing systems, and work-flows to assure an expedited and satisfying experience with your projects. We’re the experts you can rely on for custom direct mail, brochures, flyers, pocket folders, books, manuals, fine stationery items and all types of collateral print applications. We are leaders in eco-friendly print. Our experienced staff will help guide you to best looking, best functioning project, at a competitive price. To learn more about Main Graphics, go to maingraphics.net

Will Crist, Pilgrim on the 405

Will reflects on what he has been learning from CEOs in Southern California and CEOs of lead generation, lead management, and marketing automation companies around the country. Marketing and sales have changed dramatically. Companies that will thrive in this marketplace are taking advantage of the electronic tools available to small and medium sized businesses as well as Fortune 500 companies. To follow The Pilgrim on the 405, see his blog at pilgrimonthe405.com

Peter Hudson, President of PH Advisory Group Headquartered in Southern California, The PH Advisory Group and its two former entities have been providing comprehensive turnkey sales generation services to more than 450 niche-oriented, business-to-business companies for over 40 years. The vast majority of those companies' sales organizations were successfully reorganized or re-energized resulting in their achieving stronger new sales growth and customer retention. For other companies including start ups, The PH Advisory Group designed and implemented the entire sales and marketing plan, including office acquisitions, personnel recruitment, packaging and more. Our expertise lies in strategically positioning companies for growth in core markets, as well as identifying new markets for future expansion. Neither an ad agency nor a traditional marketing firm, The PH Advisory Group uniquely functions as a company's "Outsourced Sales Generation and Marketing Division." The PH Advisory Group's approach is unique in that its program addresses all areas that affect a company's long-term sales success and profitability.

To learn more about PH Advisory Group, go to ph-sales.com

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James Baker, Author James J. Baker is a noted speaker, author, consultant and strategist on the public sector technology marketplace. He has spent the bulk of his career in the Washington, D.C. Metropolitan Area consulting for technology companies that sell to government. Baker has worked with many technology companies, from Fortune 500's to small businesses, such as Western Blue, Adobe, Microsoft, Hewlett Packard, VMware, McAfee, Intel, Verizon, Sybase, AT&T, and BDNA.  A graduate of the University of Maryland, Baker currently resides in Northern California with his wife and two sons.

To learn more about James Baker, go to jamesjbaker.com

Baker The US Federal Government is one of the largest purchasers of information technology in the world. In 2011 the Federal Government is budgets to spend over $78B in the purchase of information technology goods and services. The book, How to Win Business From the Government, will literally teach you a step-by-step approach to research the government, figure out where the funding for IT deals exist, and create an unforgettable presentation about your offering to the federal buyer. For a special offer of the book for listeners, go to:

http://bartlebythepublisher.com/pilgrimtalks.html

Tim Lester and Keith Pomerleau, Managers AllBrightOC is a great example of a compay dedicated to the development of employees. As anyone can see from their website, AllBrightOC is a janitorial service with specialitizing in home cleaning, floor care, carpet care, air duct cleaning, water damage, and construction clean-up. The difference the company brings is in the management commitment to developing people and helping them to be the best they can be. Extensive training in both the technical aspects of cleaning and in human relationship skills help employees at AllBrightOC stand out in the world of service employees. In the conversation today, we will hear from managers committed to their people. The focus on development of employees has resulted in outstanding customer service. In business for less than two years, AllBrightOC has built a larger group of loyal customers in both residential and commercial owners. Listen in today to hear the difference customer support training can make in a business.

To learn more about the AllBrightOC, go to allbrightoc.com

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Virginia Lorimor, CEO WIN Business GermiNATION, Inc.^sm is a unique business concept that will change the way American's do business. WIN^sm is the brain child of founder and Chief Excellence Officer, Virginia Lorimor, a magna cum laud alumnus of USC and CPA with nearly 20 years of experience in accounting, finance and business management in Fortune 100 companies including PriceWaterhouse Coopers, Disney, KB Home, and Lennar Homes. We all know running an organization is no easy task, let alone starting one from scratch.  Business owners are working 15 hours a day, 7 days a week, and failing at a rate of 80%-90%. CPA run businesses however, succeed at rate of over 98%. Generally business owners neglect or put off performing certain critical functions due to time constraints, misinformation, or lack of expertise. Setting up accurate accounting records, creating business plans, obtaining proper insurances, setting up legal structure and protection...The novice owner thinks they can save money by Doing-It-Yourself and it ultimately costs them everything. WithWIN^sm we CYA - Cover Your Assets! To learn more about Win Germination, go to winopp.com

Ed Buckley, CEO Healthcare is rapidly evolving. Process delineation, payment systems, care protocols, clinical and documentation rules, evidence-based planning, and hundreds of other elements are impacting the way you do business. In order to maintain peak operational efficiency and profitability in the midst of these sweeping changes, providers must have access to the most up-to-date tools and processes. Clinical assessment and documentation does not have to be something you dread. Nor does the need to be compliant be a drain on your agency resources. With SmartScribe EMR™, the process of compliant documentation is easy and painless. Combined with YourChoice™ Cinical Data Capture System, improved outcomes are well within reach. Select Data has developed a new approach to capturing clinical information in the field. Our solution provides agencies choice, while assuring comprehensive and compliant data capture for Home Health patients. Select Data gives power back to the agency by providing a complete EMR and paperless chart on any platform. Caregivers now can choose from a variety of Point-of-Care tools. Whether it's laptops, notebooks, netbooks, iPads, or even SmartPaper, all tools populate the same patient EMR simultaneously, even within the same assessment simultaneously, regardless of the choice of tools used!

To learn more about the Select Data, go to selectdata.com

Michael Griffin, CEO

Organize and share everything you do online.

ClientLook organizes updates, files and emails into online projects. Share these projects with your team and clients for more effective communication. You'll spend more time on business and less time on clutter. Add updates to ClientLook with an Internet browser or through email. It's simple to use, and works for any type of client or property assignment.

Create ClientLook projects to manage and share all your digital business information in one place online. Perfect for team building and client collaboration on any deal. Keep your team and clients in the loop on completed calls, meetings and more in real-time. Log updates online or through your CRM software for more effective communication.

ClientLook makes it easy to share all types of files with everyone involved in an assignment. Reliable online backup ensures your data is available anytime, anywhere in the cloud. Maybe you send email from your computer, your phone and home. It doesn't matter. Attach business email from any source to your ClientLook projects. Find email in seconds.

To learn more about ClientLook, go to clientlook.com

Ron Viggiano, President

Austin Taylor is a fine men's clothing store that specialized in custom wardrobe design. They work together with customers to design a wardrobe that fits their business culture and communicates the image they want to reflect. Austin Taylor's mission is to design and provide custom wardrobes for men n a unique, one on one consultative approach. Austin Taylor focuses on the client's business and causal lifestyle to formulate a complete wardrobe plan which will ensure that they are best dressed for every occasion. Ron Viggiano works with business leaders across Southern California. Because of his close relationships with business people, he often has his thumb on the pulse of the movement, moods, and beliefs of business leaders.

To learn more about the Austin Taylor, go to austintaylor.net

Ray Parsons, Founder and CEO

Ray Parsons is responsible for leading Transcepta's company strategy. He has led technology organizations for over 20 years including successfully building and selling a software company (Unisolve) to Microsoft. After selling Unisolve in 2001, Ray became the General Manager for Microsoft's worldwide Supply Chain Management initiative. Ray also served as the General Manager for the Microsoft Business Network, a research effort targeted at identifying ways that companies could simplify their electronic document exchange. Studies have shown that even the most automated Accounts Payable departments do not achieve maximum productivity if they are processing paper.

Imagine a hypothetical corporation, Johnson Company, which uses a scanning and OCR solution to process supplier invoices that are sent and received exclusively in paper. Johnson Company has invested in a leading A/P Automation system that automates routing, workflow, and approvals. Johnson Company will have better productivity than other firms in its industry because of its A/P automation investment.  However, if Johnson Company converts enough of its suppliers so that 50% of the invoices are sent and received electronically, Johnson Company's Accounts Payable department will increase productivity by nearly three times.

The key learning? Paper is the root of lower productivity! Companies must convert suppliers to send invoices electronically if they want to be productive. Learn how Transcepta helps you do it.

Reddy Marri, President, and Clifford Vazquez, CTO

Axxera is uniquely positioned to safeguard the electronic presence of today's corporations. Axxera provides Predictive and Real-Time intelligence based protection for our customers, using global threat intelligence from our intelligence sensors across the internet. This reputation based service, continually updates customers backbone routers with a personalized global threat list to prevent inbound and outbound connections to malware sources and botnet armies. Axxera stops the most active botnets from spreading virus, spam, phishing, DDOS attacks and exploiting harvesting bots retroactively in your network. Intelligence based protection, and traffic redirection technologies help the proactive reaction to the cyber attack. Intelligence working together with software to protect your critical information assets. To learn more about Axxera, go to www.axxera.com

Hank Adamany, Partner

The Cervus Group & Fund was created to respond to the many middle-market companies that are unable to unlock their hidden value as a result of being under capitalized and/or lacking diversified executive experience.  Their focus is directed primarily toward companies that have been identified as the growth opportunity industries of the next decade -- technology, software, consumer products, and health and wellness.

The Cervus Group & Fund operates as a business development company specializing in middle-market companies.  In addition to assisting with private equity and venture capital investments, we provide managerial and strategic assistance to companies helping them right-size their cost structures, bolster their management teams, develop their marketing, operational and financial strategies, acquire other companies and provide a host of other services, all focused on maximizing enterprise value within an established timeline for a liquidity event.  They also work directly with private equity groups advising them on their portfolio investments.

Some recent examples of how the Cervus Group & Fund can bring the same success to your situation include:

For a publicly-held company that owns a unique technology and patents in the energy industry:

• Raised approximately $20 million in a series of private equity transactions
• Sold the company's largest subsidiary, a cash drain and a bad fit with it long-term strategy
• Gained sole ownership of the technology

As a result, in nine months the company experienced a stock price increase of 400% and obtained an additional $12 million raised through the exercise of in the money stock warrants and options.

For a well known publicly-held Southern California consumer products company:

• Refinanced debt at lower interest rate and secured additional facility to fund expansion
• Changed strategy and marketplace emphasis                                      

The result was a stock price increase of 50% in first six months earning recognition by Business Week as a top-performing, micro cap stock, and had its first profitable year since its IPO.

For a privately-held managed services company in the technology industry

• Commercialized the technology and
• Built a customer centric organization that was measured on its ability to meet customer expectations.

The valuation of the company increased 500% in less than nine months as a result of these activities.

To learn more about the Cervus Group & Fund, go to cervusgroup.com

Stephen Pixley, President of AUTOCRIB

In 1994, as President of an industrial distributor, Steve saw a need for manufacturing companies to control their indirect materials. In most cases, they had poor systems to track who was taking what. He also knew that a lot of time was spent looking for items that a worker needed to do his job. Steve set out to find a way to help companies control and deliver the tools and supplies that workers needed, where they were needed. He literally built the first industrial vending machines in his garage. Since then, AutoCrib, Inc. has provided over 5,000 automated inventory control systems for manufacturing companies worldwide. AutoCrib's mission is to help companies ensure secure access to the right item, ant the right places, at the right time while driving out waste and excess costs. Plants throughout the world have adopted AutoCrib systems as part of their best practices through "lean" and Six Sigma initiatives because of the significant cost savings and productivity improvements the systems consistently deliver. The product live has evolved from the basic concept of "tool vending" into a wide variety of systems that assist companies in controlling tooling, gauges, safety & MRO supplies as well as other "indirect materials". Thinking lean has helped AutoCrib be quick to develop the widest breadth of point-of-use dispensing technology designed specifically for industry as well as the finest tool crib & stores inventory management software available. To learn more about AUTOCRIB, go to www.autocrib.com.

Kristen McAlister, COO

Cerius Interim Executive Solutions is the leader in delivering interim executive management solutions with the innovation and speed that small to medium business needs to tackle their business opportunities or to mitigate risk. Cerius leverages the skill and experience of its deep pool of Interim Executives, who bring the broadest array of industry and functional experience, to deliver best-in-class leadership on-demand to our customers. To learn more about Cerius Interim Solutions, go to ceriusinterim.com

Paul Roberts, President

Barri Carian, Carian Consulting

Over the past 30 years, Barri Carian has started up and led two successful entrepreneurial businesses and held executive positions in two Fortune 500 companies.  Barri has established herself as a skilled strategic and critical thinker.  She has expertise in all facets of operations and in building customer-focused and market-driven organizations.  Her extensive experience gives her the keen insight needed to grow revenues by increasing productivity, streamlining delivery systems and spearheading business development. Barri has been consulting with business owners since 1998, helping them achieve clarity with company issues and developing practical solutions for growth.  She built a successful practice; Insync Partnership Services that helps troubled partnerships get back on track.  Barri also chairs a local business owner/CEO group for TEC International, the largest CEO membership organization in the world. To learn more about Carian Consulting, go to www.carianconsulting.com

Will Crist, Pilgrim on the 405

The Pilgrim on the 405 has been watching businesses since he began working with his father at Valley Auto Supply in Edinburg, Texas when he was eight years old. His dad paid him 25¢ an hour to dust the shelves, and there were lots of shelves to be dusted. From the 405, one of the busiest freeways in the world, the pilgrim watches the many businesses in SoCal. During the past 30 years he has often been asked in to help business owners and professonals rediscover, clarify and build upon their values, hopes and dreams. Along his way, the pilgrim studied philosophy, theology, technical writing, business, motivation, sales processes, and Internet marketing. He is always surprised at how theological insights and business practices mesh to create stronger momentum. After seminary at the Episcopal Theological School in Cambrige, Massachusetts, the pilgrim was ordained a priest in the Episcopal Church and worked in congregations in the Diocese of West Texas. If you want to see what the pilgrim has done and where he has been after his professional start in 1974, check out the Pilgrim's Trail.

Gary Kim, CEO of Codra Enterprises

Codra is made up of print experts. While companies are aware of cutting costs by printing overseas, the experience can often be perplexing and time-consuming. With over 24 years of experience in overseas printing, Codra leverages its long-standing relationships with global manufacturing partners to bring you premium products at competitive prices. They have often helped their clients get the seemingly impossible task accomplished: quicker production times, complex concepts developed into samples, cost savings solutions and so on. Codra goes to great lengths to provide clients with a positive, hassle-free experience. Their friendly, professional staff takes pride in serving clients attentively and thoroughly. Utilizing the team concept, they pool the strengths of their talented employees and collaborate to ensure that their client's many needs are covered. Their professionals are resourceful, are bilingual (Chinese and Korean), and have extensive technical knowledge of printing and product development. To learn more about Codra Enterprises, click here: www.codra.com

Bogdan Mosteanu, VP Business Development, Susteen

Bennie Lagos, CSO, Susteen

Founded in 1992 in Southern California, Susteen Inc., is an international design solution provider, specializing in the area of data communications and mobile computing. Susteen strives to enhance data communications through multi-level applications, and to develop products that provide convenience to the client through technological innovations. Susteen, Inc., is experiencing tremendous growth and expansion in various areas of research, development and engineering. From its birth, Susteen has forged an enviable record of successful product introductions in the fast paced disciplines of telecommunication, system design/integration, firmware, and software development for Windows and Mac operating systems. Over the years, Susteen has developed various software and hardware products in collaboration with numerous, world-renowned international corporations. Susteen has expanded its scope to the global arena and currently has several projects underway. These projects are either built upon strategic alliances with distinguished corporate partners, or through Susteen's internal product development. Susteen's core competencies consists in both hardware and software solutions for the wireless communication industry and consumer market, carefully designed, expanded and enhanced to provide excellent mobile experience to the end user. To learn more about Susteen and DATAPILOT go to: www.susteen.com