Cullinane & Green Report

Cullinane & Green Report regulars will enjoy this podcast as an update to last year's report from the AlwaysOn Innovation Summit at Stanford University -- and both old and new listeners are in for a real treat. Tony Perkins' AlwaysOn Innovation Summit is one of the top events of the year for those, like Cullinane & Green, who are on the bleeding edge of web and internet technologies and how they apply to business. This year Tony set the bar even higher in terms of outstanding speakers and showcased technologies -- and we will do our best to share the excitement through a series of interviews recorded live at the event. Joe had this plum assignment this year, since I'm on an extended business trip in my home town of Philadelphia. This first interview is with Charlene Li, and is an interesting update to her interview from last year's Summit, when podcasting was just beginning. Listen as she discusses with Joe how things have heated up in this space and what to expect in the future. Charlene is one of the driving forces behind Forrester's Social Computing and Web 2.0 research, she examines how companies can use technologies like blogs, social networking, RSS, tagging, and widgets for marketing purposes. During her eight years at Forrester, Charlene has also lead the Marketing and Media research team, and ran the San Francisco office. In her research, Charlene covers such marketing-related topics as consumer portals, search, and media site design. She also leverages her background in newspaper publishing and looks at online local media and online classifieds. In the past, she has also written about online advertising, online gaming, and media content strategies. She also contributes to her Groundswell blog and plans to publish a book by the same name in spring 2008. A former strategy consultant for Monitor Company, Charlene is a magna cum laude graduate of Harvard University and holds an M.B.A. from Harvard Business School. So relax and enjoy this interview that puts you right at the leading edge of technology trends in business. Look for the rest of Joe's AlwaysOn 2007 interviews over the next few weeks. And, of course, thanks for listening to the Report. Remember, at Cullinane & Green "we're on the bleeding edge so you don't have to be!" (tm)

Bill McDermott is the President & CEO of SAP Americas & Asia Pacific Japan and a Corporate Officer of SAP AG, the largest business software company in the world. McDermott is responsible for managing SAP's strategic business activities in the United States, Canada and Latin America and in the Asia Pacific Japan region, which includes Japan, China and India -- directing more than 17,000 employees to serve the needs of customers. SAP Americas, headquartered in Newtown Square, Pennsylvania, is the recognized leader in providing collaborative business solutions to companies of all sizes in more than 25 industries. In 2006, SAP appeared for the first time on Business Week's list of Most Innovative Companies. Additionally, SAP has been ranked #3 in the Computer Software category of FORTUNE magazine's America's Most Admired Companies. Since McDermott's arrival at SAP, the company in the U.S. has delivered 18 consecutive quarters of significant market share gains, revenue growth and customer satisfaction improvements. Prior to joining SAP, McDermott served as executive vice president of worldwide sales operations at Siebel Systems, and president of Gartner, Inc., where he led the company's core operations. He spent 17 years at Xerox Corporation, where he progressively rose through the ranks to become the company's youngest corporate officer and division president. McDermott is an active community leader and advocate for corporate social responsibility. He was recently named Humanitarian of the Year by Triangle, Inc., a social services organization that focuses on helping people with disabilities. In 2006, McDermott received the Yitzhak Rabin Public Services Award in recognition of his contributions as a civic leader who has demonstrated a commitment to Israel as a source of technological innovation. McDermott received an MBA degree from the J.L. Kellogg Graduate School of Management at Northwestern University, and he completed the Executive Development Program at the University of Pennsylvania's Wharton Graduate School of Management. He received his B.S. degree in business administration from Dowling College. We are privleged to have Bill McDermott with us today on the Cullinane & Green Report. And remember: At the Cullinane & Green Report we're on the bleeding edge so you don't have to be!

On this podcast, Joe and Roger are delighted to have a conversation with Bobby Yazdani, the Founder and Chairman of the Board of Saba, Inc. Bobby Yazdani is the driving force behind the Saba vision, products, and market direction. He founded Saba in 1997 and took the company public in 2000. Today, Saba, headquartered in Redwood Shores, Calif., is the leading provider of Human Capital Development and Management solutions. Among the Global 2000, Saba customers include Allianz Group, DaimlerChrysler, EDS, Procter & Gamble, Ford Motor Company, and Cisco Systems.Yazdani is a frequent spokesperson at industry events held by such prestigious organizations as the United Nations and The Economist. Prior to founding Saba, Yazdani served as Senior Director at Oracle Corporation. Yazdani has a BA in Applied Mathematics from the University of California at Berkeley. We know that you'll enjoy Cullinane & Green's latest in our series of conversations with CEOs. As always, we're on the bleeding edge so you don't have to be!

Anyone who uses a computer knows about Google and what a great tool it is. But very few know about the people behind the scenes – the engineers who build it, grow it, keep it running like a swiss watch and of course make it possible for Google to be one of the world’s most profitable businesses – on or off the internet. On today’s show Roger has conversations with two of the most senior engineering managers working at Google, who will tell us about their views of the Google phenomenon. First Roger talks with Jeff Huber. Jeff joined Google in 2003 and is the company's VP of Engineering. In this role, Jeff leads the technology development and innovation efforts for Google's advertising and monetization systems, including Google's AdWords and AdSense programs. Jeff brings more than 15 years of experience in large scale systems design and operation, online consumer product development, high volume transaction processing and engineering management. Prior to joining Google, Jeff was VP of Architecture & Systems Development at eBay where he championed the development of their product search infrastructure and expansion of the platform API program. Before eBay, Jeff was SVP of Engineering at Excite@Home, where he led consumer product and infrastructure development for the largest broadband service provider. Earlier in his career, he was a technology consultant with McKinsey & Company, and founded a software development startup. Jeff holds a BS in Computer Engineering from the University of Illinois and a Master's Degree from Harvard University. Next Roger talks with Bill Coughran. Bill is Google's VP of Engineering for Systems Infrastructure where he is responsible for large-scale distributed computing programs underlying Google's products. Bill joined Google engineering in early 2003 where he began working with the web crawling, storage, and other systems teams. In addition, Bill is an author of more than 50 publications and has served on several editorial and conference boards, and technical advisory committees. He has also held adjunct and visiting positions at Stanford, the ETH, and Duke. Bill holds an MS and Ph.D. in Computer Science from Stanford University as well as a BS and a MS in mathematics from Caltech. We know you’ll enjoy this ‘behind-the scenes’ look at one of the most interesting and important technology companies in the world today. As always, at Cullinane & Green we’re on the bleeding edge so you don’t have to be!

Our special guest on this edition of the Cullinane & Green Report is Irv Rein, Ph.D. -- an internationally known expert in public communication and popular culture and a Professor of Communication Studies at Northwestern University's School of Communication. Irv is a communication advisor to numerous highly visible places, organizations, and individuals. He has authored twelve books, including High Visibility, a groundbreaking study of image making, and, most recently, The Elusive Fan: Reinventing Sports in a Crowded Marketplace, a penetrating reappraisal of the sports industry and its emerging technologies. He also serves on Major League Baseball's Commissioner's Initiative for the 21st Century and is a member of the Advisory Board for Northwestern University’s Master of Arts in Sports Administration. Listen and enjoy Irv's treasure trove of insights and anecdotes. At Cullinane & Green we're on the bleeding edge so you don't have to be.

Spurred on by the fascinating podcast with Vint Cerf, Roger recently had the pleasure of spending a day at the Googleplex --- Google's headquarters in Mountain View, California. Over the next few weeks we will post Roger's conversations with Google's leaders. We're sure you'll find these podcasts both interesting and entertaining. In this edition of the Cullinane & Green Report, Roger talks with Marissa Mayer about how Google's unique culture and people have made it a phenomenon of our time. Marissa is Vice President of Search Products & User Experience at Google, where she leads the product management efforts on Google's search products – web search, images, groups, news, Froogle, the Google Toolbar, Google Desktop, Google Labs, and more. She joined Google in 1999 as Google's first female engineer and led the user interface and webserver teams at that time. Her efforts have included designing and developing Google's search interface, internationalizing the site to more than 100 languages, defining Google News, Gmail, and Orkut, and launching more than 100 features and products on Google.com. Several patents have been filed on her work in artificial intelligence and interface design. In her spare time, Marissa also organizes Google Movies – outings a few times a year to see the latest blockbusters – for 6,000+ people (employees plus family members and friends). Concurrently with her full-time work at Google, Marissa has taught introductory computer programming classes at Stanford to over 3,000 students. Stanford has recognized her with the Centennial Teaching Award and the Forsythe Award for her outstanding contribution to undergraduate education. Prior to joining Google, Marissa worked at the UBS research lab (Ubilab) in Zurich, Switzerland and at SRI International in Menlo Park, California. Marissa has been featured in various publications, including Newsweek ("10 Tech Leaders of the Future"), Red Herring ("15 Women to Watch"), Business 2.0 ("Silicon Valley Dream BusinessWeek, Fortune, and Fast Company. Graduating with honors, Marissa received her B.S. in Symbolic Systems and her M.S. in Computer Science from Stanford University. For both degrees, she specialized in artificial intelligence. Count on the Cullinane & Green Report to bring you the most up-to-date information about the people and technologies rocking the world of business development. Remember, at Cullinane & Green we're on the bleeding edge so you don't have to be!

Our very special guest for this podcast is the remarkable Vinton G. Cerf. You’ll be fascinated to hear Vint talk about the origins of the Internet, including the people he worked with who made it possible. Taking us right up to the minute, Vint describes his latest work around creating the protocols for the Inter-Planetary and even the Inter-Galactic Internet! Currently, Vint Cerf is vice president and Chief Internet Evangelist for Google. He is responsible for identifying new enabling technologies and applications on the Internet and other platforms for the company. Widely known as a "Father of the Internet," Vint is the co-designer with Robert Kahn of TCP/IP protocols and basic architecture of the Internet. In 1997, President Clinton recognized their work with the U.S. National Medal of Technology. In 2005, Vint and Bob received the highest civilian honor bestowed in the U.S., the Presidential Medal of Freedom. It recognizes the fact that their work on the software code used to transmit data across the Internet has put them "at the forefront of a digital revolution that has transformed global commerce, communication, and entertainment." From 1994-2005, Vint served as Senior Vice President at MCI. Prior to that, he was Vice President of the Corporation for National Research Initiatives (CNRI), and from 1982-86 he served as Vice President of MCI. During his tenure with the U.S. Department of Defense's Advanced Research Projects Agency (DARPA) from 1976-1982, Vint played a key role leading the development of Internet and Internet-related data packet and security technologies. Since 2000, Vint has served as chairman of the board of the Internet Corporation for Assigned Names and Numbers (ICANN) and he has been a Visiting Scientist at the Jet Propulsion Laboratory since 1998. He served as founding president of the Internet Society (ISOC) from 1992-1995 and was on the ISOC board until 2000. Vint is a Fellow of the IEEE, ACM, AAAS, the American Academy of Arts and Sciences, the International Engineering Consortium, the Computer History Museum and the National Academy of Engineering. Vint has received numerous awards and commendations in connection with his work on the Internet, including the Marconi Fellowship, Charles Stark Draper award of the National Academy of Engineering, the Prince of Asturias award for science and technology, the Alexander Graham Bell Award presented by the Alexander Graham Bell Association for the Deaf, the A.M. Turing Award from the Association for Computer Machinery, the Silver Medal of the International Telecommunications Union, and the IEEE Alexander Graham Bell Medal, among many others.He holds a Ph.D. in Computer Science from UCLA and more than a dozen honorary degrees. So sit back and enjoy the show – it’s not often that we get such an insightful insider’s view of the Internet.

It’s easy for Joe and Roger to get excited about technology but as we all know only too well, technology is not always as good a solution as more traditional approaches. Our guest today, Joanne Black, reminds us of this point and stresses how important personal relationships and referrals are to business success. It’s smart to keep in mind that technology works best as an enabler to personal relationships. With over 30 years of sales training and consulting experience, Joanne's philosophy is that no one should ever have to make a cold call. Some may see this as heretical thinking, but for Joanne Black – and her clients – there is an alternative. It's called referral selling. Joanne has provided sales strategy consulting since 1996, when she developed the No More Cold Calling concept – that building relationships and getting referrals generates sales faster and more cost-effectively than cold-calling. Joanne began her career in the sales and management training program at Joseph Magnin, a leading fashion house in the San Francisco Bay Area. She learned the nuances of selling, customer expectations, handling problems, and working with a diverse work force. After co-founding and operating a successful retail business while in her early twenties Joanne moved on to sales leadership positions with Omega Performance and The Forum Corporation, where she served clients such as Advanced Micro Devices, Hewlett-Packard, Pacific Gas & Electric, Shell Oil, and VISA. Joanne Black is a leader with integrity, determination, and the clarity to see how conventional sales "wisdom" isn't always so effective. Joanne guides client companies away from inefficient and ineffective business practices, and gives them clear directions towards business growth and success. Thanks for listening to the Cullinane & Green Report --- and remember, we're on the bleeding edge so you don't have to be! (tm) --------------------------------- Copyright 2006 Cullinane & Green, Inc. All rights reserved.

In this episode we have the pleasure of speaking with Brian Carroll. Brian is the CEO of InTouch, Inc. a company focused on delivering effective lead generation, teleprospecting, lead management, and lead nurturing solutions for "the complex sale." His B2B Lead Generation Blog is read by thousands weekly and he is author of the recently published book, Lead Generation for the Complex Sale (McGraw-Hill Trade 2006). You will enjoy Brian's practical views of technology in relation to lead generation --- a topic in which every biz dev professional is interested. Remember --- at Cullinane & Green we're at the bleeding edge so you don't have to be!

Mike Bosworth is a respected thought leader, author and entrepreneur who for years has focused his attention on helping companies implement new and better ways of generating revenue. Mike is a founding partner of CustomerCentric Systems, which helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing. Bosworth is also the author of Solution Selling and co-author of CustomerCentric Selling, both published by McGraw-Hill. It comes as no surprise that Solution Selling is the second best selling McGraw-Hill business book of all time. In addition to CustomerCentric Systems, Bosworth is a limited partner in Shepherd Ventures and an advisory board member for four early stage technology ventures and of course he continues to develop new intellectual property for CustomerCentric Systems. Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. Before long he was their top new business salesperson and was promoted to national manager of field sales. His years of experience inspired him to start his own sales process consulting company in 1983. We're delighted to have Mike on the Cullinane & Green Report.

Tony Perkins is a pioneering media entrepreneur and a prominent opinion leader in the technology business, investment and editorial world. Tony earned this distinction as the creator and editor in chief of Red Herring, which he founded in 1993, and the AlwaysOn network, his current venture. Even as Red Herring's revenues were soaring along with the rest of the technology sector's, Tony co-wrote The Internet Bubble: Inside the Overvalued World of High-Tech Stocks (HarperBusiness, 1999), a book that foretold the dot-com bust and warned investors to get out quick. The Internet Bubble became an international bestseller; a sequel was published in 2001. Now Tony has launched a new media brand: AlwaysOn, a highly interactive online network for technology insiders. With both Red Herring and AlwaysOn, his mission has always been to deliver the brightest thinking, the best analysis, and the most focused reporting and research for the benefit of entrepreneurs and investors around the globe. Tony continues to chronicle the technology world in a regular column for the Wall Street Journal and as a television commentator for MSNBC's "Hardball with Chris Matthews," CNN, CNBC, BBC, and Bloomberg Television. His prolific editorial output consistently lands him on the list of top ten technology business journalists by AdWeek's Technology Marketing magazine. Tonyâs public activities include serving on President George W. Bush's Information Technology Advisory Council. He cofounded and chaired Silicon Valley's premier business and technology forum, the Churchill Club in Palo Alto, California. Prior to launching Red Herring and AlwaysOn, Tony was founder and CEO of Upside Publishing and vice president of business development at Silicon Valley Bank.

In this segment of EdgeViews we interview legendary venture capitalist Tim Draper, of Draper, Fisher, Jurvetson. Tim was named to Forbes' "Midas List" - which ranks the best dealmakers in high tech and life sciences. His firm has invested in companies like Hotmail - (sold to microsoft), Overture (acquired by YHOO), Interwoven (IWOV), Baidu, SugarCRM and recently Skype (acquired by EBAY) and is the person credited with creating "viral marketing". In this wide-ranging interview Tim gives his picks for the hottest technologies coming our way and we get his take on the effect that disruptive technologies are having on globalization. Tim also shares his views on the impact that Sarbanes-Oxley is having on entrepreneurs in America. By the end of the interview it is clear why Tim is one of the most respected thought leaders in American business today. Don't miss a single episode of the Cullinane & Green Report --- the #1 podcast for business development and technology -- be sure to subscribe using iTunes or your favorite podcatcher. We hope you enjoy this episode --- and remember, we're on the bleeding edge so you don't have to be!

Roger and Joe cap off their "Best of 2005" series with a discussion of the most important and interesting technology trends that are influencing business development. These trends took hold in 2005, are disruptive, and you can expect to see them grow in 2006 and beyond. Joe and Roger take the mystery out of these technology trends, so that you can use them to grow your business opportunties in 2006. If you haven't yet heard the other three parts (Technologies, Products, Companies) of our 2005 Review, be sure to give them a listen. To subscribe (FREE) to the Cullinane & Green Report, just click the orange RSS button over there in the right-hand column. That way you won't miss any of our upcoming podcasts. The Cullinane & Green Report is the #1 Business Development podcast on the web. We live on the bleeding edge so you don't have to!

In Part 2 of this 4-part series Joe and Roger pick their favorite Business Development tech PRODUCTS of 2005. Applying their unique business development spin they will help prepare you for the business challenges of 2006 by tipping you off to some of the hottest products for you and your business. Be sure to subscribe to the Cullinane&Green Report --- the #1 Business Development podcast!