2014 Digital Yearbook of Homeland Security Awards
Create successful ePaper yourself
Turn your PDF publications into a flip-book with our unique Google optimized e-Paper software.
GSN <strong>2014</strong> <strong>Digital</strong> <strong>Yearbook</strong> <strong>of</strong> <strong>Homeland</strong> <strong>Security</strong> <strong>Awards</strong> Recipients<br />
GSN INTERVIEW<br />
Scott Greiper, Distinguished Judge,GSN <strong>2014</strong> <strong>Homeland</strong> <strong>Security</strong> <strong>Awards</strong> Program<br />
You act as both advisor and banker to your<br />
client companies. What are the key variables<br />
you look for before taking on a new<br />
client?<br />
SG: There are three key variables we measure when<br />
evaluating a new potential client assignment. We don’t<br />
assign a specific ranking to each, but at the end <strong>of</strong> the day<br />
the quality, integrity and experience <strong>of</strong> the management<br />
team is the tipping point between success and failure.<br />
Since we act in a capital raising capacity for our clients, we<br />
always position ourselves in the mind <strong>of</strong> an investor as we<br />
do our due diligence.<br />
Technology:<br />
• Does the technology fill a market gap and have real<br />
functional differentiation vs. the competition?<br />
• Does the technology <strong>of</strong>fer an ROI to the end user,<br />
either in terms <strong>of</strong> upfront acquisition cost or the total<br />
life cycle cost <strong>of</strong> ownership?<br />
• Does the technology <strong>of</strong>fer flexibility in terms <strong>of</strong> size,<br />
portability, weight, and mobility?<br />
• Can the technology be easily and cost-effectively up<br />
graded over time?<br />
• Can the technology maintain its functional and/or cost<br />
advantages over time?<br />
Management:<br />
• What is management’s background and experience in<br />
the specific technology sector?<br />
• Has management previously taken a company from<br />
early-stage, to growth stage to a successful exit in the<br />
past?<br />
• Is there a strong Board <strong>of</strong> Directors that brings exper<br />
tise in governance, operations and management?<br />
• Is there a strong ethical culture in the organization<br />
that starts “at the top”?<br />
• Has there been continuity in the core management<br />
team over time?<br />
Business Model:<br />
• Is there sustainability in the Company’s pricing model?<br />
• Can gross and operating margins be sustained or<br />
increased over time?<br />
• Is there both a direct and channel sales model in<br />
order to cost-effectively access end-user opportunities?<br />
• Is there a component <strong>of</strong> a recurring revenue or SaaS<br />
revenue model?<br />
• Are there customer concentration issues/is the sales<br />
cycle elongated?<br />
44
Change language