Market Mine

Lunch with Eliot Spitzer

2009-11-30T08:27:00.000-08:00

An interesting lunch indeed. The Investorside board (which I sit on) invited Eliot Spitzer to come and speak to the Investorside members a couple of weeks ago to reflect on the Global Research Settlement 5 years later. Given that the membership are independent research providers and Eliot's research settlement channeled money their way for 5 years, this was an interested crowd.

He covered some well trodden ground, like the need for transparency in research recommendations. He revisited his negotiations with Merrill-Lynch when he was investigating their research practices post the bubble bursting (the first time) and said the release of emails was a much bigger issue to M-L than any fine they would have to pay because of their research conflicts. The lack of independence in their sell side research was a huge issue precisely because their investment advisers had such a wide retail reach, and that was why he forced the issue of the release of their emails - and so their public embarrassment.

The walk through history was interesting, but his current views were more controversial, and he seems like a man with a score to settle. Especially his scathing views on Tim Geithner and Ben Bernanke who, in Eliot's view, are an example of the Peter Principle at work - where were they when the recent crisis was being predicted - and now they are supposed to be the solution?

He kept his choicest damnation for executive compensation. In his mind "it is outrageous and speaks to the loss of respect for fiduciary duty. There is no rational way you can justify the $20M plus decisions that compensation committees are making" for CEO pay. "The governing structure has broken down" and "we need to get shareholders back in the game".

Seems like he'll be a proponent of even stronger language than the new "say on pay" compensation regulations that we expect next year.

My observation of Eliot is that he is (as you would expect) whip smart, extraordinarily articulate, opinionated and a consummate politician with strong views on right and wrong in our financial systems - and I agreed with much of what he said. But I suspect his Achilles heel was his arrogance which still peeks out now and then - and he underestimated his enemies of which he had developed many.

Company culture outlasts the company

2009-11-30T07:59:00.000-08:00

People write a lot about company culture, but it is an ephemeral thing that is hard to measure and even harder to sustain. But sometimes it happens and it's magic when it does.

I had a Simplex reunion before the holiday and over 60 people showed up to my house, filling the family room and spilling into the garden in the cold weather. Now we sold Simplex in June 2002 - more than 7 years ago - so you'd think the feelings might have faded over time. Even so, the team snapped back together as if only a day had gone by.

Afterwards I received some thank yous that capture what a special time Simplex was:

"Thank you etc... The Simplex clan is uniquely special in how we've followed along in such a warm way after we've gone our separate ways"

and

"It was so lovely to see everyone, and hard to believe that I hadn't seen some of the folks in more than 5 years -- it felt like I just saw them yesterday. It's a testament to the special place Simplex was that so many people came and that the connections were still so fresh. Time and again while I was talking with people, they said, "I've never been at a place like Simplex, before or since..." Thanks for giving us all an opportunity to get together and remember what a gift it was to work together."

Thank you to all of you for making it such a special place and time!

Vote for FirstRain

2009-11-18T10:57:00.000-08:00

Please vote for FirstRain as best in show at Dreamforce this year: text 820 to 415 390 2338 before Thursday noon PST

FirstRain is at Dreamforce tonight - When was the last time search made YOU money?

2009-11-17T16:42:00.000-08:00

My team went up to start the show this evening and as you can see they are looking sharp! We have matching shirts that have our Dreamforce tag line across the back: "When was the last time search made you money?"

Drop by booth #331 to see us - we are handing out scratch cards with a chance to win a $100 bill! The team will be distributing flyers out in San Francisco offering a chance to win to anyone who comes by our booth - and if you don't win a $100 bill you can always win an eco-friendly FirstRain shopping bag.

Trade shows are all about brand awareness and collecting leads so we have set ourselves some agressive goals but I'm confident we'll meet them. I'm really pleased with how the show came together and how creative the marketing team was. We have a terrific demo showing how FirstRain integrates into salesforce CRM and how sales people can save so much time, and get much higher quality information about their customers with FirstRain than with any other solution.

I'll be leaving the house at 6am to be there for the start so come and find me.

Dun and Bradstreet selects FirstRain

2009-11-16T04:27:00.001-08:00

We have yet another customer win this morning - Dun & Bradstreet.

On the heels of last weeks announcement of our partnership with Fidelity, today we're announcing that we have been selected by D&B to provide business content from the web in their DNBi Risk Management Platform. The contract is for the research engine to provide a continually updated stream of high quality business content for top companies within the D&B platform.

The goal for D&B is to get richer information to their corporate clients who are looking into credit worthiness - basically risk management. Adding in high quality business content from the web fills out the picture for them very efficiently.

D&B chose us because of quality which is very validating for our R&D team who have worked so hard to get the technology to transform messy, duplicative web content into a high quality data source. Only firms who have tried to do this know just how hard it is. We filter and categorize on companies and business topics producing a dynamic, continuously updated content stream.

So, adding D&B to our other platform partners like Capital IQ, Mergent and Fidelity is very exciting.

Here is our press release from this morning.

Fidelity selects FirstRain for new idea generation on Fidelity.com

2009-11-10T08:36:00.000-08:00

Another exciting morning today!

This morning Fidelity has announced that it has selected FirstRain as a partner on its new Stock Research Center on Fidelity.com which they launched last week and are announcing today.

You can see FirstRain’s spike and volume detection technology at work for yourself if you go here – look for this section on the right hand side and have fun!

Our research engine is continuously identifying and highlighting trending economic and industry content from the web and then identifying which companies being impacted by these trends. So then, once a user gets interested in an idea the UI takes him/her straight to the Fidelity fundamental research about the company to help them decide whether to trade on the idea.

The smarts we’re putting to work here are the system’s ability to detect spikes and directionality in any one of the thousands of business topics we have built into FirstRain. The topics are all associated with industries so we can quickly pick out what’s hot in any one area like Technology or Energy. We are continuously processing millions of documents and storing the patterns - and so can distinguish quickly when a spike is occurring in contrast to the normal levels of content about any particular topic.

We are obviously delighted with this partnership. It’s exciting for us to leverage our research engine and contribute to Fidelity’s revised research platform.

How to think about your career path

2009-11-05T10:59:00.000-08:00

I was asked to speak to a mentoring group at our audit firm - Frank Rimmerman - this morning. It was an early morning group - all women - all accountants but in different roles: auditors, internal accountants and outsource accounting. All under 40, the majority under 35.

Since it was an early morning session, and I only had 45 minutes, I decided to take a casual approach and discuss three basic guiding principles to help the audience structure their thinking about their career path.

After a preamble about the path my career had taken I walked through the following three principles:

1. Think about your career as a pyramid, not a ladder, and so think about the set of skills you need to build up over the first 10-15 years of your career. It's important to have a realistic view of what you are currently good at, but also what the gaps are in your skillset, and then to pick opportunitities either within the firm, or if need be switch firm, in order to fill in the critical gaps.

In my case I shared the time when I wanted to be a CEO but got the candid feedback from a VC that I would never be recruited to run a startup unless I had experience managing a P&L. Hard to hear, but great advice, and at that point I set out to get a GM job so I could learn P&L management.

2. The people you work with and for are far more important than your title or how much money you make. There are 1000+ ways to do something wrong for every 1 way there is to do something right. Working for high quality people, working with high quality people is critical at the early stages of your career (well it's always important but it is especially important when you are on the steepest part of your learning curve). It is 1000 times more efficient to see and learn the right ways early on.

In my case I have a viewpoint that life is short, we spend many hours every day at work, and it is simply not worth the time to work with and for people you don't respect and that you can't learn from. You don't have to like them. You do need to respect them. Pick a high quality firm to work for.

3. You are responsible for your brand, you must take control of your own PR. It is true in life that people think of you what you think of yourself. They see the you you project to them. As a women in particular you need to be very aware of the projection you give - your confidence, your willingness to speak up, your courage in volunteering for hard jobs. Men often understand this early on - society rewards confidence and even brashness in a man, but while social society does not reward that in a woman (remember you are supposed to wait to be asked to the prom), work society gives opportunities to the confident. So - take charge of your own brand.

Think about the funny side of this and you'll realize how true it is. Women often excel at self deprecation - how many times has it happened to you (if you are a woman) that when someone compliments you on what you are wearing you respond with "really, I got it on sale" or "really, you don't think it makes me look fat?". Men just don't respond that way, they just say "thank you".

I enjoyed talking with the Frank Rimmerman team - they have different issues being in an accounting firm, and yet many of the same issues - how to figure out the catalog of skills they need, how to get mentoring, the child-rearing challenge, and how to network. I was glad to be another voice in the discussion and to share some of my life lessons.

Named one of the top 10 women in microelectronics

2009-11-04T11:48:00.000-08:00

I was honored today to be named one of the top 10 women in microelectronics by EE Times - you can see the article here.

It's very nice to be recognized, but the fact that I am being recognized 6 years since I left the industry is also indicative of the sad state of affairs - just how few women make it to the top in that field. The other women in the list are almost all women I know well - there were so few of us how could we not get to know one another?

I am on the Anita Borg Institute board - and this is the reason. There are simply not enough girls in the U.S. staying in math and physics in high school, and not enough girls in the U.S. studying engineering in college and as a result we have too few coming up the technical ranks. It's a huge exposure for us as a country to be tolerating an education system and media bias which discourages 50% of our population from participating in the critical technology areas that will lead the world in the future. Nuff said - I'll step back down off my soap box now.

More FirstRain teambuilding at the Great Delhi Run

2009-11-04T09:50:00.000-08:00

In keeping with the FirstRain culture of us competing as teams in athletic races - November 1st the FirstRain Gurgaon team took part in the Airtel Delhi Great Run & Half Marathon, along with 30,000 other runners.

The turnout of our team was fabulous, with 28 Rainmakers participating running, including David Cooke from our California office (the pale face in the blue hat below). Everyone met in a huge holding area prior to the run and the atmosphere was festive and exciting.

The run was organized to allow serious runners, teams and revelers alike the same opportunity to make the most of the day. Abhinandan and Ansuman wanted to see how fast they could run the course and so they worked their way to the front of the waiting starters.

Many of the runners were part of corporate teams or clubs, running with banners for their companies or for a common cause they were supporting. There was a sea of banners all around.

Once on the course the Rainmakers ran as a team.

Our banner was for FirstRain but also celebrated Delhi hosting the Commonwealth Games in 2010 which is a very exciting opportunity for the city.

As the team got to the start line to show our banners off to the various watching celebrities, Shah Rukh Khan (a HUGE movie star in India) appeared, and the mass of runners turned into a frenzy of excitement. The procession of runners stopped for several minutes.

As we ran local bands also provided fun entertainment and encouragement, as did the famous Kingfisher girls.

Great fun was had by all. The competing team felt that it was wonderful to be part of the team at such a lively, vibrant and health oriented event.

It was a first time out for many. Even so at the finish line there was heard talk that several may graduate to the half marathon next year.

Way to go Rainmakers - I am proud of you!

n.b. Cory from our New York office ran the full New York marathon on Sunday and we are all very proud of him too (and were supporting him as he limped around the office with ice on his knee on Monday)

Ad dollars moving into social media in 2010

2009-11-02T13:21:00.000-08:00

Guest post: Michael Prospero Director of Research at FirstRain

In 2005, I was one of the analysts covering digital media and online advertising for an investment bank. At the time, most of the analysis was around the way people spent their time with media and the trend of eyeballs and dollars moving online. The number of people consuming their news from the internet was growing and the number consuming news via television and radio, not to mention newspapers, was falling fast. Everything on demand all the time along with the lack of commercial interruption are two of the major reasons for this behavioral change. As people spent less time watching television in the traditional manner (i.e., not using a DVR where they can skip commercials) they spent more time online. This trend continues today as people are watching movies on their computers that they download directly from Netflix or the watch TV shows online with sites like Hulu.

Gradually, advertisers began to follow the users online where they could accurately measure the success or failure of their advertisement using technology e.g., click tracking. The trend continues today and with the exception of certain sporting events (Monday Night Football or the Olympics), it is considered a much less efficient means of spending advertising dollars especially for certain demographics. However, this trend of ad dollars moving online was fairly slow compared to an emerging sub-trend. Social Media/Networking sites have surpassed email in terms of time spent online.

“Nielsen Company reports that the time spent on social networks and blogs accounted for 17% of the total time spent on the Internet in August 2009.” The interesting fact about this trend is how fast it has happened. In just one year, the time spent on social networking has tripled.

Just as it happened with ad dollars moving online following customer eyeballs, you will see ad dollars moving into the social media space at a rapid rate in the next year. It’s no surprise that the sites that stand to benefit the most today will be Facebook, MySpace and Twitter. In fact, eMarketer projects that social network ad spending US marketers will increase their spending 13.2% in 2010, to $1.3 billion. If most of this new ad money is spent on the handful of the most popular online social destinations, I expect a number of new competitors to emerge in this fast growing space in short order.

The pros and cons of going public vs. selling your company

2009-11-01T16:50:00.001-08:00

I taught two classes at the Haas School of Business at Berkeley this week and the focus was on "Exits". One small class, one large, both were sets of students studying how to become entrepreneurs and start and run their own ventures.

Fortunately, having bought several companies, taken a company public, and sold my last company this was a subject I didn't have to do a lot of preparation for so I took a few minutes to tell my story (so far....) so they had the context on me and then I took questions.

Interestingly enough, the focus of the professor was on IPO vs. selling as exits, but I explained an IPO is not an exit for you as the CEO, only for your private company investors, because when you are CEO of a public company your mindset needs to be that you are in it for the long haul, for years, and exit is the last thing on your mind. It's call "Initial" for a reason, it's the beginning.

Here are the key points from the classes:

IPO (Initial Public Offering)

Pros:
- access to the capital markets (really the only good reason to do it)- if you need significant capital to grow this is usually a much more efficient (less dilutive) way to raise money than through the private markets like VCs
- cash in the bank to weather ups and downs
- liquidity for your investors - usually 180 days after the IPO when the lock up comes off
- liquidity for your employees - ditto
- better transparency and often higher confidence for your customers
- currency (your stock) with which to buy other companies and to build your business faster than you can organically
- you can build a new board of long term advisors instead of VCs, although some of the best VCs stay on the boards of their companies for the long haul (like Tench Coxe at nvidia and Bruce Dunlevie at Rambus)

Cons:
- you don't get liquidity yourself - as the CEO it's "bad form" to sell your stock any time soon after an IPO, some would say ever while you are CEO, because if you believe enough in your company to persuade other people to buy your stock, why would you be selling? (the only exceptions to this are for tax selling). Note I never sold a share of Simplex before it was bought by Cadence.
- transparency - there is no where, no way to ethically hide a bad quarter if you are public
- cost - estimated to be $5M a year in additional cost now post Sarbox
- time - you'll spend at least 1 week of every 12 talking to investors and preparing for your earnings call
- you have to spend a lot of time with investment bankers and lawyers
- you won't sleep much for 90 days

Selling your company

Pros:
- a way to accelerate your strategy if you chose the buyer wisely - you should get more investment and a better (larger) channel for your products - larger companies can scale a good fit very quickly as we saw with Cadence and the Simplex products and as Cisco demonstrated so well in the 1990s
- liquidity for you, your investors, your employees
- a way to declare victory
- a way out if you are reaching your limit - either your skill or your energy level without the risk of hiring a new CEO
- you are longer in the lonely position at the top - the one where the buck stops
- you don't have to deal with a board any more

Cons:
- absolute loss of control of your strategy and the investment in your strategy - make no mistake once you are sold, no matter what the buyer tells you on the way in, you are no longer calling the shots for your people and your products
- some of your employees will be let go - often finance and sales are let go because they are overlapping, maybe even R&D for overlapping products - this is heartbreaking because you've built the company together
- being bought is not a fun process, it's grueling
- you have to spend a lot of time with investment bankers (if you need them on the deal) and lawyers

Bottom line you shouldn't plan for your exit. The way to win is to set your sights on building a great, high growth company for the long term and make decisions to that end. Never make decisions because you are going to sell because you just don't know when the opportunity will come along and you'll make a weaker company as a result. Don't obsess on your percentage (as I have seen entrepreneurs do) - obsess on the size of company you are going to build and what it can be worth one day and have confidence that you'll do OK.

And when the opportunity to go public, or to sell your company, comes along think long and hard about the loss of control of your destiny, either way, and be sure you want it before you do it.

p.s. I LOVE that United now has Wifi in the air. I can be productive the whole way from SFO to NY.

FirstRain Diwali celebrations

2009-10-26T09:32:00.001-07:00

A note from our Gurgaon office:

Diwali, the festival of lights was celebrated in the Gurgaon office in a colorful way. The dress code was ethnic Indian dresses as the "fun group" organized a bay decoration competition and also got a few stalls put up by the employees. The ambiance was fun-filled with good food around as enthusiastic team members came up with amazingly creative decoration ideas.

Our industry modeling team won by a slight margin over the source management team, with both depicting the various facets of celebrating the Diwali festival. The games put up and the stalls were equally exciting.

Overall, it was great to see the technology and research savvy team show off their creative and artistic abilities.

When being slapdash can hurt your career growth

2009-10-22T13:11:00.001-07:00

One of the things I feel privileged to have the opportunity to do as CEO is to counsel our managers on how to coach their employees. I'm long enough in the tooth now, and I've see enough different types of employees, that I can often get to the essence of what minor course correction is needed to help someone advance.

One of my managers brought me a classic case today. This is a case of a skill that you've honed is now getting in your way.

We have an employee who is very talented and very smart, but he's slapdash. People go to him for advice and product input. Customers talk to him about how to use the product - and then how to apply it to their problems. And he's quick in everything he does. I believe he's learned how to make decisions fast, crank work out fast and move onto the next thing - and it's a life skill to him.

However, he's now at the point where while 90% of his work is great, he's producing some work that affects customers and it's sloppy. The course correction that is needed is not unlike the advice I give my son every day - check your work!

The challenge is (which I can personally relate to) how to slow down enough to do the boring step of checking - for example that the memo you are writing is crisp, or the product feature you are specifying is right. The check can be as trivial as spelling and punctuation, it can be as complex as ensuring that a feature covers all cases that might come up.

The checking step is boring and there is little positive feedback for doing it, just negative feedback when it isn't done. And the very skill that served you well in college - how to get a mountain of work done in a short amount of time so there was time left to party - is exactly the skill that has to be moderated now.

I find in coaching that some of the most interesting growth spurts come when you can show someone that, as Sun Tsu said "your strength will become your greatest weakness" and help them overcome the flipside of their strength when it shows up. Then the employee is in control of when to use their learned skill, and when not to.

Report from ReadWriteWeb's Real-Time Web Summit

2009-10-16T08:22:00.000-07:00

Guest post: Marty Betz, VP Technology

Today, YY and I attended ReadWriteWeb's Real-Time Web Summit. It was held at the Computer History Museum in Mountain View, hosted by Marshall Kirkpatrick of ReadWriteWeb.com.

Like many conferences recently, they'd adopted a structure based on an open, spontaneous agenda which gets filled in by the participants during the first hour. It turns the meeting into a focused networking event that fosters exchange of technical questions and information between the attendees, and minimizes the time spent having one person speak at a large audience. This worked surprisingly well. It seems this is a natural evolution of conferences. Now that much of the information that was once delivered from a lectern can now be found online, meeting new people and discussing specific problems is where unique value is found. I'm always impressed by how many attendees are willing to put themselves out there and deliver a semi-impromptu presentation, or run a discussion.

The talks ranged widely, from protocols underlying real-time communication, to human factors associated with information processing, to data extraction and natural language filtering techniques. Of course, there was also a good share of "how do we monetize this" chitchat.

My initial observations are that, even though the crowd was self-selected for real-time web interest, there was healthy cynicism about it's value. One talk was even titled "Why do you hate real-time..." On the other hand, there was a palpable sense that something important will emerge out of the web's new, faster and denser information flows; we just can't predict what it is yet.

The host, Marshall, started by proposing a spectrum on which ideas were organized based on whether they focused on person-person communication, person-machine communication, machine-to-person, etc.

Every hour had several different talks to choose from. I first dropped in on a talk about the service PubSubHubbub from Google, and then another about linguistic techniques for filtering twitter feeds. My next hour included discussion of structured information and tools for collecting and deriving structured entity relationships.

YY ran a great session on how to make use of the way the web changes, over the course of the day -- and longer time periods. It raised questions about how can you distinguish the significant change patterns from the incidental ones? It evolved into discussions of when and how long "old" information remains valuable, and it gives valuable context to recent data. Others in the group talked about filtering highly noisy sources, the practical requirements and limits of human attention, questions of push vs. pull information delivery, and the frequency with which people can really ingest and make use of content streams.

I finished the conference attending two light afternoon talks. The first was on the importance of "emotion" in the value we attach to real-time content. There was animated conversation about how data you get from another specific individual can come with the baggage and the benefits of your immediate relationship and that person's mood. Finally, I enjoyed a round table discussion of how soon "augmented reality" will become a reality.

Overall, I thought the conference was a great experience. As usual, the web continues to change year after year, and new problems arise, raising new opportunities. I am confident that the increase in real time data will, like other changes in the past, inspire FirstRain to find unique loads of derived value in the web.

How "team" is different in a small tech company

2009-10-13T08:50:00.000-07:00

Guest post: Michael Prospero, FirstRain Director of Research

Throughout my professional career, I have worked for large financial organizations employing 100s to 1,000s of people. Therefore, I was one member of a very large so-called "team".

Every organization I have worked for attempted to make me feel as though I am a part of a team working toward a common goal. However, if I am one analyst or one person in accounting ( or whatever your job function may be ) I really never feel like my group and the other departments, functions or locations are all working together. In fact, I would rarely interact with other departments unless for some reason I was required to because of some need of theirs or mine. I always felt like just an employee in a large organization. Often the CEO never knew who I was and I may have only met them briefly at some function. There wasn’t any team building to bring us together. We never really got to know many of the others in the organization unless they sat near us or worked in the same department. In fact, employees were only in the same room together during a rare HR requirement or speech by the CEO, who wasn’t necessarily in the same office as us.

Three years ago, I accepted my current position knowing that I was about to begin working for a small company, which was essentially a mature start-up at the time. FirstRain continues to have a aggressive small company - like a start-up - type of culture, which is so different from a corporate environment that it would require a much longer post to describe it all to you.

To me, the refreshing part of working in this type of environment is truly being part of a team. Not the team that corporations pretend to be, but really a team of people all working hard at their respective positions to reach a common goal. To use a sports analogy, it is like being part of a football team. If each person doesn’t perform well at their respective position, the team may lose. If someone misses a block or a defensive assignment, the whole team suffers and may lose.

I guess working at FirstRain brings me back to those days when I played competitive team sports. Today, many of the employees at FirstRain are very different and we work in three different locations and in two countries. We bring different backgrounds, skill sets and even cultures together in a unique way and we are all working very hard to do something that hasn’t been done before. To bring us together, every so often, we have an activity set up where we are doing something outside of the office from movies, to half marathons to bowling. During our company outings, we are provided with an opportunity to get to know each other in a real way and it’s invigorating. Also, we have frequent all hands meetings where our CEO will hold a call to discuss everything going on with the company and responds to all questions from any employee.

Working as part of a team is the reason sports are so popular around the world. If you ask any retired athlete what they miss most about their playing days, they will almost invariably respond that they miss being part of a team. In many ways I’ve learned more in the past three years working at FirstRain than I have in my entire career. I feel my work contributes to each win that we have as a team.

Note from Penny - I promise I didn't ask Michael to write this - I think he's having fun!

Current example of a sales team using FirstRain to stay ahead

2009-10-12T09:41:00.000-07:00

Got email from a client last week really pleased with the information they had found on FirstRain to help them with a campaign.

Here's the story: A small software company selling to a large energy utility. They sell software to help automate and improve customer communications.

In this case the sales team was doing a detailed business process analysis to show the utility how much money they could save by upgrading their customer communications, and how they would also improve their quality.

Friday afternoon - meeting with the CIO to present their findings. The CIO walks in, out of sorts, the company had just been in the news as losing customers because of their inability to invoice customers correctly (right in the sweet spot for this sale). On a break during the meeting the sales team looked for the news story - wanting to make sure they understood the severity of the issue and how to use it in their sales cycle. They looked on Google - not there - then on FirstRain - straight to the link and then able to use the research engine to understand the background.

The sales team is now using their additional knowledge to help the customer get on top of their billing issues quickly - and sent us an email saying "Thank you FirstRain".

(the story is anonymous until they win the contract - then we can name them)

FirstRain is going to Dreamforce 2009

2009-10-12T09:23:00.000-07:00

It's an exciting new development for us as we gain traction selling into corporate sales teams - this year we will be exhibiting at Salesforce.com’s annual Dreamforce Global Gathering as a high tech industry sponsor.

The conference is at the Moscone Center, here in San Francisco from November 17th- 20th, and we will be at booth #331 demonstrating how powerful our research engine is for the sales professional.

FirstRain has been serving corporate clients - both sales and marketing professionals- across a variety of industries like pharma, high tech and financial services for years. Sales people use FirstRain to prospect for compelling events and sales triggers with their territories - something that tells them of a new event to call on the customer from - all within the environment that also tells them all the background information they need before making the call.

Now, with our slick, new research engine, they can quickly find the information on their customers, competitors and industry trends even more easily than before.

For example:
- a sales team from a major pharmaceutical company uses FirstRain to track their territory, competitors and even what’s being said about their own company.
- a blue-chip commercial bank uses our product to cross-sell and up-sell ideas as well as gathers competitive intelligence.
- a Fortune 500 technology company identifies lead generation, relationship development and idea generation products when using our application.
- a biotherapeutic firm monitors that top clients and further develops relationships with FirstRain.

Whether conducting on-the-spot interactive research, sending themselves regular research reports, or monitoring their folders with the news important to them- salespeople receive highly relevant, targeted information in the way that works for them.

Using FirstRain along with salesforce.com is a natural fit in the sales workflow - we just make it so easy to find all the relevant information about a company or industry in one place. It's all about time - how much time does the sales person waste looking for information and being bogged down by repetitive junk? We're having fun showing sales teams how much time and distraction they can remove from their day now with the research engine.

If you are attending the conference, stop by and see us!

ReadWriteWeb Top 50 Real-Time Web Companies

2009-10-06T15:47:00.000-07:00

We're delighted to be listed in the top 50 real-time web companies list from ReadWriteWeb. You can see the complete list here.

The list is in preparation for the The ReadWrite Real-Time Web Summit, which is just over two weeks away, and our two top technical brains - YY and Marty will be there participating as speakers and panelists. Should be a fun conference.

A new world order: Have the US Dollar and the Yen traded places?

2009-10-06T15:02:00.000-07:00

Guest post from Michael Prospero, FirstRain Director of Research

For many years, the Japanese yen has been a common vehicle used in currency carry trade strategies as the Japanese interest rates have remained low relative to other world economies. However, in the past few months, there has been increasing interest in use of the U.S. Dollar as the new currency used in carry trades. There are indications that the two currencies have traded places in the pecking order. In fact, at least one professional investor believes the U.S. Dollar isn’t even the new Yen, but the new Peso - and today's news from The Independent that the Arab states are silently trying to move the oil currency from dollars to another currency like the Yen, the Yuan or the Euro certainly feeds the uncertainty of the dollars future.

So what is a currency carry trade ( and why should you care )? Essentially, currency carry trade is an attempt to make money on the bet that one depressed currency will remain low, or fall further, relatively speaking. When a country’s interest rates are low as they are in the U.S. right now, it is relatively inexpensive to borrow U.S. dollars and invest them in another country where interest rates are higher; the higher the better. The difference between the borrowing rate and the investing interest rate is your profit.

And we care because of the impact on the U.S. dollar and the U.S. economy. Although there is no way to verify the size of a currency carry trade there are indications that the current U.S. Dollar carry trade is quite large. This means investors are borrowing a lot of money here in the U.S. and investing it elsewhere, which is not a positive sign for growth for the U.S. economy.

However, there is one small positive in terms of diversification of investments. The dollar historically moves in the opposite direction of the stock market and this has held true this time as well for the U.S. stock market since its trough in March of this year. Therefore, it is a good way to hedge your equity portfolio, but the ramifications for the U.S. economy are troubling to say the least.

Team building at the Rock and Roll Half Marathon

2009-10-05T09:57:00.000-07:00

Regular readers of this blog may remember that the FirstRain team likes to take on physical challenges together - like last year's AquaBike. Well this year (yesterday) ten of us completed the San Jose Rock And Roll Half Marathon and I am very proud of them all for taking it on and every one of them for completing the course.

It was a perfect day for it. The FirstRain team and 15,000 people lined up at 8am in downtown San Jose to try to conquer the distance each in our own way. Hats of to our controller Eugene who ran the race in 1 hour and 42 mins - we were still walking in the first half when we saw him running the last stretch and cheered him on from across the road. Also hats off to Ana, David and Dennis who did their best distances and times - very impressive.

A few of us walked it, some in more pain than others, and YY comically awarded me the "Stubborness" award for doggedly finishing with the slowest time of the team. After the race we retreated to BJs for much needed food, water and alcohol (purely for medicial purposes of course).

Next FirstRain race is a 7km in Delhi on November 1 - the Great Delhi Run. David is planning to be in Delhi that week anyway so he's challenged a team from our Gurgaon office to run it with him. We'll see how many sign up for it!

Now we have to decide what race we'll chose for 2010 in California. Frankly I found the half ironman aquabike last year was easier to finish than the half marathon this year so I'll be lobbying for something in the water next time.

The crowd at the start of the race

Me leaning against the post for relief at the 9th mile marker

Rehydrating and refueling at BJs after the race

I Am A Technical Woman - Anita Borg Institute

2009-10-02T08:23:00.000-07:00

I am at the Grace Hopper Conference today in Tucson Arizona - here as a member of the Board of Trustees of the Anita Borg Institute for Women in Technology. Check out the video the team made last night (and which is at the top of Digg this morning) - it will make you smile and give you sense of the power of this group of young women.

The conference is a spectacular success - 1600 attendees - 99% technical women and 50% students. The energy and enthusiasm for technology is contagious and exciting to see.

The Institute is all about women AND technology: helping women come into and stay into technology - particularly computer science today although we are expanding - and helping the influence of women on technology. We've gone from barely surviving 6 years ago when Anita died to now being a thriving organization with a budget of over $3M and an annual conference that is a sellout even in a recession year - and I fully expect that we will continue to grow from here.

Today we are very strong in the IT sector - the majority of our sponsors like Google, HP, IBM, Sun, Cisco, Microsoft, NetApp (to name just a few) to our newer sponsors like SAP and Symantec - are in the IT business but we have strong interest from the financial services sector and the government and defense sectors. I bet today we are going to be talking about how we staff up and bring up some sectors specific programs to bring the leaders in financial services into the Institute. I had the pleasure of meeting with senior women from companies like Goldman Sachs and BP last night and no matter how diverse their businesses are they need and use technology and want diversity in the workforce - and we can help!

The MacBook Air is a terrific product

2009-10-01T11:35:00.000-07:00

I had posted on September 15 that my PC had died and I was considering whether to go Mac for work - well I did!

The key app for me to be able to do this is VMWare Fusion which allows me to run Outlook on my Mac (it runs a PC emulation window). This is essential because I have a complete archive of FirstRain emails in my local inbox (all filed by topic) and I could not afford to not carry these forward. Hence any laptop decision was constrained by my ability to continue to run Outlook.

To my IT team's credit - when I walked into the office with a long face about my dead PC and a yearning for an Air they dug in and figured out how to make it work for me. So now I have an Air on my lap (sitting at San Jose airport waiting for a flight) and I can live in a Mac world for everything except email. It's so very, very much better than a PC. It's a modern OS, with modern apps, and now a seamless interface into my home computer world which is MacBooks and Drobos for all our media (we have all our music and DVDs ripped and stored digitally on Drobos which are home RAID drives so all four of us can access all our media whenever we want - and we can watch any movie we own on the AppleTV under our TV).

I am a very happy user - and very grateful to my flexible IT team. Only problem now is we have to hope Apple brings the price down over time so we can afford to have more Air's in the company.

How to write a performance review

2009-10-01T09:54:00.000-07:00

We are in the final stages of our annual performance review process here at FirstRain and it's a great time to visit what really matters when writing a performance review.

My first principle is that everyone deserves a performance review - it's a benefit and a right. I believe we owe it to every employee to listen to how they see their own performance, listen to their ambitions and what they want to learn next, and share our observations, advice and encouragement at least once a year. In reality it is something I like to do on an ongoing basis but at least having a formal review process ensures the conversation happens at least once a year.

So to the content of the review. We use SuccessFactors which (while not perfect!) structures an easy to use process to move the performance review documentation through the process.

The structure of our reviews is
section 1: assessment of the employee against our 5 core values
section 2: assessment of the employee against specific job skills (only 1 or 2 per job)
section 3: summary and overview assessment

It is the managers responsibility to communicate to the employee that the review time is here and what the steps are going to be so the process is clear.

First the employee writes their self assessment. How do they rate themselves against the values and job skills (on a scale of 1 to 5 and a brief description for each category)? What's going well and what isn't. Where would they like to improve, what help do they want from their manager or the company.

Next the manager talks with the employees peers and senior management. What is their observation of what's going well? What behaviors should be praised and reinforced? Where are there opportunities for improvement. This is a 360 process of getting input around the individual to be able to give them useful and grounded advice.

The manager then writes up their assessment. Rating each category and writing up what is great about the employees performance, what could be improved, and advice. I find myself writing the phrase "I encourage you to..." many times. I manage senior people - there is very little I would ever "tell" someone to do because how they perform is their choice. I try to encourage and advise but it's up to them what they do with that advice.

The step of the conversation about the employees performance is the most important step. This is where absolute honesty and integrity makes all the difference to whether the review is a positive or negative - useful or destructive experience. I believe it is very important to be straightforward, kind, use humor and above all else be direct but non judgmental. If you are direct you have a much higher chance of being heard and understood, rather than the employee shutting you out. This is a process that really should be going on continuously. I feel I have failed if there is a major surprise in the conversation - although this does sometimes happen.

Finally the employee has a final step of being able to edit their review, or comment on your comments, so the complete conversation is documented. And then you both sign.

I had 10 reviews to write this year. In each one I was able to give positive feedback on the many things that are going well and the great progress and growth we have made this year. And in each case I thought carefully about the one or two areas of advice I would give to help each person grow in the coming year. It's the least I can do for a team that is working as hard and being as creative as my team is being.

How trust impacts you when you're overloaded

2009-10-01T09:44:00.000-07:00

I've written before about how I believe trust is very efficient when running a company and yesterday I had a classic example of it.

Yesterday I was trying to decide whether to go to the funeral of a close family member in England next week. The decision was non trivial because I am very over committed right now with work, boards and family and taking 3 days to go to the funeral seemed out of reach. I sit next to YY and Ana at work and spoke with them both about my decision right after speaking with my father about the family's plans and whether I could be there or not (and listening to the subtle, subliminal messages only parents know how to send).

YY made it all very straightforward for me. She reassured me that FirstRain business could wait, the team would cover, and more importantly pointed out that 5 years from now all the things I am worried about for next week would not matter, but that whether I was at the funeral or not would matter. That I would not regret going and I could well regret not going.

As CEO I strive to always put the company first - it's a labor of love (as one of our investors thanked me for this week) and I never want to make a decision that could reduce the chances of FirstRain thriving. But being able to trust my team and trust their advice makes it all so much more manageable and time efficient.

I have unfortunately worked with too many turkey executives who I did not trust in recent years (pre FirstRain). The difference at FirstRain is like night and day.

FirstRain on AltSearchEngines

2009-09-23T13:43:00.000-07:00

My guest author post on AltSearchEngines here - posting about the technology under the hood of the new research engine. Full text here:

FirstRain announces research engine for business professionals

FirstRain’s new research engine is a breakthrough technology for solving the business search challenge.

Until now, search tools have failed to successfully address the problem of detecting and synthesizing business relationships from web data. We believe that only through these relationships can one produce truly relevant search results and analytics highlighting emerging trends and facts about businesses. Of course, search has made tremendous advancements in the last 5+ years. Structured search has blossomed in consumer-focused segments – for example movies, music and shopping – but not in the business segment. Business structured search has been notably un-served.

The heart of the challenge is that information about the structures driving industries and companies are: 1) continuously changing, 2) implicit and not explicit and 3) distributed through vastly heterogeneous sources. These business structures must be derived and then continuously maintained to be meaningful to informed professional users. FirstRain utilizes statistical methods and pattern-detection techniques to derive these business relationships from the corpus of news, commentary and in-depth industry sources on the web. The FirstRain system then generates complex business-structure models which drive its indexing, categorization and analytics engines. The result is a user experience based on relationships between companies, industry structures, people and business topics. The system delivers context-aware interactive search, plus the ability to detect emerging trends and synthesize patterns from business activity around the world.

The FirstRain research engine finds information that was simply impractical to find before. You can search, filter, cross reference and research companies, the markets they operate in, the business trends impacting them and the specific people moving between them. Users see a holistic view of a company’s ecosystem – its business lines, competitors, company-specific topics and industry-specific topics – and so can see information and trends from across the breadth of the web: from mainstream news, differentiated content and specialized content.

To view the video Demo just click here.

FirstRain is now used by sales, marketing, competitive intelligence, investor relations and investment professionals to find new opportunities and to efficiently stay current. For example, a sales team at a major blue chip bank uses FirstRain to generate cross-selling and up-selling ideas, as well as to gain competitive intelligence. The marketing department of a major pharmaceutical company monitors top suppliers and their markets and how it affects their pricing. Many investment managers use the research engine to generate new investment ideas and monitor their portfolio.

The proprietary technology that FirstRain has built provides you with easy access to organized and relevant content that is most important to your business. It’s an exciting, sleek new technology which sets the bar very high for business search.

Please note!

If you would like an opportunity to test it out, it is available to the first 100 people coming in from AltSearchEngines for a trial period.

Click here and use the referral code AltSearchEngines to try it for yourself.