Admired Edition 2020

Shawn Hull, CEO

Achieve Today: HOTB Software:

How successful could A Leading SaaS
your company be if your Provider in the
employees had no Compliance Sector
limits?
Capital Telecom
BoldIQ: Services:
Facilitating Innovative
Providing Optimized and Efficient Solutions
Planning and for Telecom Services
Scheduling Solutions in
Real-Time for Aviation,
Logistics, and other
Complex Operations
atisfy:
Helping Brands With Psychology,
Technology & Data To Put Their
Consumer First.
Hersh Bhatt, CEOSeptember 2020 1
& Co-founder
September 2020 2
September 2020 3
 10
Cover Story

Hersh Bhatt
CEO & Co-founder

Aatisfy:
Helping Brands With Psychology,
Technology & Data To Put Their
Consumer First.
September 2020 4
 14
Achieve Today: How successful could your
company be if your employees had no limits?

16 Digital Marketing in Pharma Industry

Blue Coast Savings Consultants:

18
CONTENTS

A Leading Consulting Group to Help

Businesses Slash Expenses

BoldIQ: Providing Optimized Planning

20
and Scheduling Solutions in Real-Time
for Aviation, Logistics, and other
Complex Operations

Capital Telecom Services: Facilitating

22 Innovative and Efficient Solutions

Expedience Software: Proposal Software

30 You Already Know How to Use Built in
Microsoft Word

H&M Bay: Delivering Efficient and Reliable

32 Transportation of Temperature-Controlled Freight

September 2020 5
 34
HOTB Software: A Leading SaaS Provider in the
Compliance Sector

HZO: Shielding Electronics from Challenging

36 Corrosive and Liquid Environments

Common Misconceptions about

38
CONTENTS

AI to Avoid

iClick Interactive Asia Group

40
Limited: A Multi-Channel Online
Marketing and Enterprise Data
Solutions Provider

Response Mine Interactive: Digital

44 and Direct Response Marketing
Services Providers

SanUVAire: Say No to Corona and Yes

46 to Better Indoor Air Quality and
Healthy Living!

SPLICE Software: Customer Engagement is

48 the Key to Business Success

September 2020 6
 50
SRX: Data-Driven Technology Platform for
Managing Pharmacy Spend

APiS North America: Revolutionizing the Safety

52 and Risk Analysis Services in America

54 Star Mountain Capital: A Dedicated

CONTENTS

Lower Middle-Market Investment Firm

Stellar Cyber: An All-inclusive Security

56 Platform for Enhanced Protection

58
Quantex: A Revolutionary Leader in
Single-Use Disposable Pump Technology

CXO THOUGHTS

62 Torchlite: Transforming Gig Economy

and Inspiring Women in Tech

64
VativoRx: Innovative and Tailored Pharmacy
Benefit Management Providers

September 2020 7
Editor’s N O T E

he effect of COVID-19 has stroked hard to the business plan of every

organization, irrespective of the size and the industry. Thus pushing
businesses to adopt development methodologies, focusing just on the current
crisis. In this process, organizations are making the mistake of not focusing on
the long-term business goal. To maintain brand reputation, organizations need to
commit to overall business excellence. And for that, you might need to focus equally on
areas such as innovation, people management, use of corporate assets, social
responsibility, quality of management, financial soundness, and long-term investment
value, quality of products and services, and global competitiveness. Moreover, if we are
talking about 2020, you need to take care of all the traditional measures, along with the
new normal of working from home and business changes that come along with it.

In this socially distanced world, to be effective in running business globally,

organizations must have the ability to attract and retain talented candidates. Since the
entire hiring and employees process gets conducted online, organizations need to pay
special focus to this area. The companies that will maintain the strongest reputations
within and across their industries, overcoming all the challenges, will thrive in the
post-pandemic world as well.

In a world moving faster than ever before, executives and directors need to be aware of
all the technological advancement to keep their business running smooth and
automated. Sure, this dark phase will pass, bringing back life to normal, but until then,
organizations need to prepare themselves for the fresh beginning.

Happy Reading!

Ben Johnson
Editor
September 2020 8
 CEO and Publisher
The CEO Views
50 Admired companies September 2020
Editor Ben Johnson
Web Development & Maintenance Kevin Parker
Client Service Manager Shawn Johns
Project Manager Tracy Watson
Graphic Designer George Miller
Business Consultant Crystal Thomas

contact@theceoviews.com

Corporate Office
The CEO Views
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September 2020 9
 Cover
Story

Hersh Bhatt
CEO & Co-founder

atisfy:
Helping Brands With Psychology,
Technology & Data To Put Their
Consumer First.
September 2020 10
 Kyra Broadbent
COO & Co-founder

was founded in 2018 and has gone from a consultancy of gaming products run by
two individuals to a company of 30 and recruiting with a line of business focused on
gamification and interactivity. Another line is focused on technology, psychology and
business growth with an upcoming launch of three interconnected products powered by AI that
will solve massive pain points in the influencer marketing and advertising space.

“atisfy offers everything from a one-stop-shop to enterprise-level businesses all the way up to
intricate MarTech and AdTech products poised to disrupt the influencer marketing industry,”
said Hersh Bhatt, CEO of atisfy. “It is also hard to deny our position as a company that has
remained one of the best in its field with no sacrifice to quality despite exponential growth and
global expansion.”

The company works with dedication to finding, attracting, and retaining the best talent in the
industry and is relentless in hiring individuals who are deemed to be unicorns on the spot. atisfy
also has a culture code for the expertise and human resources. Some fundamental values and
codes the organization lives up to include: care about the output, not input; driving measurable
results with return on investment, not just creative campaigns; fostering the best talent; offering
a healthy severance package to anything short of top performers; and also providing
autonomy with vision and direction.
September 2020 11

atisfy offers everything from a
one-stop-shop to enterprise-level
businesses all the way up to
intricate MarTech and AdTech
products poised to disrupt the
influencer marketing industry
Hersh Bhatt
CEO & Co-founder
“We came across most of our ideas by listening to our
customers. But we do not simply listen – we use our
expertise to uncover pain points and find ways to address
this in a way that can be systemized or productized. atisfy
understands what is missing in the market and quickly
makes it accessible to all businesses. That is the core
behind how we take all our ideas forward.” added Bhatt.
The primary differentiator between atisfy and other
competitors is the complete avoidance of industry practices
which are outdated and irrelevant to an increasingly well
informed and spoilt for the chosen market. The company
offers prices that remain similar, despite the outstanding
track record, and the minimum budgets for new customers
also remain low. atisfy uses its acclaimed position as a
market leader to empower more businesses further,
lowering the barrier to entry for customers, and increasing
talent density and complexity growing to avoid a process
laden business model.
The founder of atisfy, Hersh Bhatt, has always looked up to
individuals from sport such as Muhamad Ali, Michael
Schumacher, and Cristiano Ronaldo all the way over to
artists such as Eminem who have impacted him greatly as
idols outside the business world. The reason for this is that
these are people who make others realize that getting to
the top is the easy part. Staying there and maintaining your
position is the part that’s difficult.
atisfy has come across a variety of challenges among
clients and have a catalog of over 200 services and an
endless amount of custom solutions to address this. In
general, their clients are a collection of enterprises that are
struggling to break into new markets, disruptive start-ups,
and businesses looking to transform themselves digitally.
The organization’s approach is to understand the business
or project's bottom line or KPIs, and then provide a
September 2020 12
consultative approach from the first contact to the first sale
to post-sale service.
More specifically, atisfy starts by finding out if the client is
actually solving the right problem. Einstein once said “If I
were given one hour to save the planet, I would spend 59
minutes defining the problem and one minute resolving it”.
atisfy always start by helping customers define their
problem clearly which the organization and the customer
often mutually discover are not the same as what they
initially felt their problem was. Most organizations do not
heed Einstein’s advice when approaching innovation or
problem solving and therefore, they fail to overcome
challenges regardless of the investment into the actual
project.
Innovation is a response to a problem that needs solving,
not an act for the sake of innovation. atisfy hire people that
suit the rule that problem-solving is the essence of what
leaders exist to do. atisfy have found in the process of
growing the business that many other firms in the same
& co-founder
space often fail to solve the core of each problem they are
dealt. It is not uncommon for atisfy to get clients from
world-renowned creative agencies approach and say that
despite the most creative campaign and polished design,
the problem never got addressed to its core and their
bottom line was left unchanged.
atisfy works with a different approach as the organization
masters the definition of a given problem. The organization
watches, tests, and records details that relate to the
customers. This is what helps atisfy in solving the biggest
customers’ challenges in the most innovative way possible.
Designers and data scientists at atisfy alike are taught to
ask the question “why?” before they embark on any project.
Another way the approach differs is that the organization
supports the potential customers to work through
ambiguity, uncertainty, and changing industry
environments.
The customers associated with the organization also often
need not just innovation but leadership. In a crisis or amidst
a problem, leadership does not mean having a predefined
response plan, but the behaviors and mindsets that will
prevent overreaction and underreaction. Organizational
structures and processes are not what atisfy invest in. The
organization invests in people that stimulate innovation,
something that puts atisfy ahead of most businesses in the
field.
The biggest technological advancement atisfy sees is in the
marketing, advertising, and the MarTech/AdTech space. It is
the ability to measure from the first touch point to final
purchase and the data generated through this process's
occurrence. The organization does not focus on chasing
after the latest and greatest marketing software but prefers
to innovate their own in-house or self-serve marketing
software that will give the customers a competitive edge.
The planned launch of the 2020 products includes three
synergistic components that leverage the best in class and
most modern advancements in the industry. These
components will solve the largest pain point in one of the
fastest-growing industries in marketing – influencer
marketing and the inability for any system on the planet
today to enable complete measurement, AI-driven
matchmaking and audience targeting in one easy to use
experience that scales endlessly.
This product will include three unique pieces; atisfyreach,
the first-ever advertising platform that lets businesses
procure influencer marketing services using self-serve
technologies, best in class reporting, and algorithmic
matchmaking. Next is atisfyre, a real-time web and mobile
app for influencers to transform their content and work into
a full-time career through easy monetization and endless
job offers and their desired asking price. Finally, there is
atisfyreact, an AI system that ensures the right business is
matched to the right influencer's audiences, and the
influencer can accept the job with a 2 button click system in
real-time.
atisfy’s services are often like an iceberg, and the impact is
felt 90% below the surface and 10% on the surface. In one
instance, the organization has worked with gaming giant
Wargaming.net on a new to world product that was 100%
unlike anything they had ever done before. atisfy’s role was
to help them establish a brand bible, go-to-market plan, run
micro-influencer tests, and segments for their launch. The
data-driven capacity of the organization was so potent that
while they initially ordered to investigate a market with three
to four overlying attributes, atisfy managed to uncover over
15 attributes that, in conjunction, helped the brand run highly
segmented and personalized campaigns to every segment
in their 100 million plus player target market globally.
In another example, atisfy has worked with Korea’s largest
software firm, along with the Skylanders IP and publisher
Activision to develop influencer marketing strategies. The
organization utilized their database consisting of over 10
million influencers with 30 billion pieces of content and 9
trillion views analyzed to curate the perfect 1,000
influencers for their new product launch. The app achieved
a user base of 1 million plus in under a month.
In terms of technological advancements, the company's
future will involve increased automation, a more significant
investment into data science, the ability to enable small
businesses to market like enterprises with smaller budgets.
And the ability to build products and solutions that can be
used by multiple customers to save them money and
enable better scalability. The organization also seeks to
keep investing in T-shaped marketers with a broad breadth
of digital abilities and depth in a few key areas.
atisfy continues to view the future of marketing as one that
takes place in a data and a technologically driven world
where marketers use these new tools to commit to put the
end consumer at the center of their strategy. Most of the
industry does not think about the future enough, in fact a
study in 2019 called the CMO survey indicated that most
marketing leaders are more focused on managing the
present. That is a mistake in a fast-evolving field like
marketing.
The organization’s other technological focus areas will be
hyper-automation with AI, leveraging distributed cloud
technology, using applicable blockchain technologies
when sensible, and exploring human augmentation as
areas that will empower future marketers. Using technology
to liberate marketers is a critical component of the
industry’s future and enables them to step up to a more
strategic level. The largest technology leap atisfy is taking
is driven by the development of the holy technology trinity
of big data, AI, and quantum computing– a pathway to
open a treasure chest of unprecedented opportunities in
the form of entirely new applications to reach and monetize
customers better.
The organization remains grounded in the fact that besides
being educated and tapping into complex technology
related applications in marketing, it also needs to continue
to excel in the traditional fundamentals, some of which will
remain a constant. What the company wants to achieve will
not be changing, the way by which it will achieve the
changes will be evolving at light speed.
The company’s geographical expansion will involve hiring
more talent from around the world, having a center in each
major continent, and at the same time, not focusing on
geography at the cost of core strength. When atisfy started
with headquarters in Australia (now Singapore), it continues
to service those in Europe, the US, and Canada. atisfy will
focus on expansion into other languages and cultural
trends specific to non-western markets once the
organization is entirely comfortable as a leading service
provider in the western and modern Asian markets.
atisfy is offering pre-beta discounts to businesses at
reach.atisfy.com for businesses looking to run large scale
influencer campaigns and also offering free access to
influencers on fyre.atisfy.com.
September 2020 13
 ACHIEVE TODAY:
How successful could your company
be if your employees had no limits?

he resource of knowledge is the same all across

the world, but how you perceive it depends on
your overall experiences and beliefs. Josh
Christopherson, CEO of Achieve Today, realized this
concept a decade back while he was working with
an organization focused on delivering education services.
With deeper analysis into the area, he comprehended that to
achieve success in life, be it career or self-growth, one needs
personalized guidance throughout the journey, starting from
education to career. Thus he and his partner, Aaron
Peterson, established Achieve Today six years ago focusing
on an individual’s primary reasons behind failure, such as
lack of belief in self, negative thought patterns and habits.
Achieve Today aims to educate individuals on the core
principles that could make them successful in life by building
self-confidence, rather than just focusing on the financial
success of business or career.
With its urge to educate people on how to overcome the
limiting beliefs and negative thought patterns that shape
their world, Achieve Today trains its clients to adjust their
internal programming and progress towards success. “It is
very important that we believe in ourselves and in what we
want to do. That brings a difference in the way we behave
in office or with our family, or even how motivated we are
to gain success,” says Josh.
Achieve Today’s primary focus during its initial days was
to help individuals who wanted to succeed in life, but were
struggling with real-life issues in terms of relationship,
health, or finance. The company observed that most
education providers train people through either online
training with plug and play template learning systems, or
just focusing on one-on-one education. Achieve Today
merged both the aspects of learning to develop a unique
Joshua K. Christopherson, platform that also offers mindfulness courses to clear out
stress. “We merged AI with HI (human intelligence) to work
CEO together seamlessly and balance two different genres of
the learning experience,” adds Josh.

September 2020 14

The company developed a learning experience platform
(LXP) that offers new courses to its students every week,
and every day its internal coaches deliver group coaching
via multiple sessions to provide real-life learning. Its
module of delivering individual education is the core of
Achieve Today’s success. The company has also
incorporated an AI coach (CÜE) in its LXP that helps train
students between sessions and provides knowledge
through audios, videos and texts and interacts just like a
human to suggest solutions to deal with every student’s
individual problems. Moreover, it is a cloud-based
platform so students can access it from anywhere, and
has a journaling feature that helps the user to create a
roadmap and follow it. The LXP turned out to be a
revolutionary disruption in the education industry as only
40% of its competitor company’s student’s stick to their
learning platform after a year, while 80% of Achieve
Today’s students continue after a year and even
throughout their lives. The company now has 30 in-house
best in class coaches. It has worked with over a hundred
thousand students in 74 countries and almost every day a
testimonial or success story is posted online. This learning
experience transforms students into ideal employees for
companies who are happy and high performing.
Gradually, over the years, Achieve Today started getting
queries from organizations about the learning platform,
who wanted to deliver education to their employees or
direct sales people to make them more efficient at work.
Thus, the company expanded its services in the B2B
space as well and has helped several organizations
achieve a large gain in retention rate and overall
employee happiness. Achieve Today has offered its
white-label learning experience platform to multiple
network marketing companies who use it to teach
removing the fear of speaking to others because
communication is the key to network marketing. It also
guides distributors through a roadmap to help them see
success faster. Moreover, in case of any unexpected issue,
the AI comes to the rescue, helping them strategize
solutions. The Achieve Today LXP is also used in the
health care industry by doctors to train their nurses, and
by brick and mortar businesses who use it to recruit more,
train better, retain longer and be happier in life. “Over 91%
of our students in the field of network marketing have said
that our LXP has helped them score direct sales. They
have gained 38% more revenue and 89% retention rates
while the previous retention rate was just 41%,” states
Josh.
"It is very important that we
believe in ourselves and in what
we want to do because that
brings a difference in the way we
behave in office or with our
family, or how motivated we are
to gain success."
Achieve Today is continually working on improving its
platform and continues to offer its services, even after the
breakdown of COVID-19. This is when individuals and
organizations are more in need of support that can guide
them through the crisis, both in terms of mental support
and business planning. It has successfully helped several
businesses all over the world in their hour of need when
the fear of losing jobs have demotivated many individuals
and many organizations are at risk. Achieve Today makes
a close observation of every such challenge and helps its
clients with strategies to keep their business on track while
guiding individuals to overcome fear and create a plan.
Companies are also trying to reduce stress within their
employees and keep them happy and thus they are
reaching out to Achieve Today’s cloud-based learning
platform. “The whole purpose of our business is to reduce
anxiety within individuals and organizations and help them
gain success in life. Our vision is a world without limits, and
Achieve Today works towards removing every limit that
comes in between our clients and their success,”
concludes Josh.
The company recently helped one of its clients who were
concerned about their own internal company culture. With
Achieves platform they were able to build a sense of
community to help their employees calm down during the
pandemic, and learn and engage. Working from home
created an environment without the normal business
culture and solving that was daunting. Achieve Today built
the community platform for thousands of employees
within a matter of hours. They were given access to the
platform that was branded for the clients company. They
started delivering messages through the platform and
their employees also started using the AI to get
suggestions on meditation, job improvement, or mental
condition. Results were seen almost immediately.
Moreover, Achieve Today is currently developing code to
integrate its new Mentor on Demand™ coaching sessions
so that its students can video chat with their coaches
individually and get the help they need through video
rather than just over the phone or in online classes. The
company is also working on real-time AI, for facial
recognition and mood analysis of students and how it
fluctuates throughout the session. It will use the emotions
as feedback to further develop its future AI coaching
sessions with CÜE to make it work more like a human
coach by recognizing their vocal tones and facial
expressions. Moving ahead, Achieve Today believes that
its AI will be able to detect human problems automatically
just by observing them to provide solutions accordingly.
September 2020 15
 DIGITAL
MARKETING
IN PHARMA
The healthcare industry is continually pushing
technological progress toward developing therapies and
medicines. Digital has changed the pharmaceutical and
healthcare industries in many ways, including increased
transparency, patient engagement, and medications
development. Owing to their superior economic
efficiency, digital marketing strategies also have various
useful methods for linking potential consumers and
clients.
Critical Trends for Digital Marketers to Rise in
the Pharmaceutical Industry
♦ Producing value-based content: A reputation for
delivering outstanding content is one of the significant
advantages of content marketing. Companies must
operate in today's vibrant digital marketplace with their
leads and customers. Good content will help you create
trust with both customers and leaders. Consumers start
making a brand evaluation when they are reading the
September 2020 16
content. When the content is
entertaining, instructive, and meaningful,
consumers tend to think of the business as their
own. Quality content-marketing will significantly help you
boost conversion rates for your website.
♦ Messaging Apps for Pharma: Currently, several
businesses worldwide are using Facebook Messenger or
WhatsApp messaging applications for customers with
useful and appropriate content. It ensures that
pharmaceutical companies can speak to their customers,
patients, physicians, and even question each other. The
biggest challenge in pharmaceutical campaigns to
messaging apps, like all social media, is adverse events.
Thus planning to track and report adverse events would
help build a case for experimenting with these new
platforms.
♦ Chatbots: Businesses are gradually using chatbots to
respond and communicate with their clients. They have
 “Digital commercialization allows the
industries to grow rapidly. It has
become a strong marketing
cornerstone and has encouraged and
made campaign strategies even
simpler.”

configured automated scripts used in the immediate
discussion to imitate human reaction and behavior. It is
possible to process standard applications such as
interviews, questionnaires, and FAQs. In the
pharmaceutical industry, there are many ways to make
chatbots more personalized and automated services in
areas such as customer care, marketing, or training over a
wide variety of time-long processes. Chatbots can assist
clients who are drug users as virtual nurses daily and can
help patients with an application lead a good life,
chatbots can be used to answer commonly asked
questions, and can also be used to assist and train
physicians.
♦ Marketing influencers: An influencer maybe someone
who is interested in a range of social networks with an
appropriate base of followers, from a few hundred to
millions of clients, and who is excellent for the project and
the company based on the content of their tweets. In the
case of medical devices or products, the progress
achieved in using a medication or service can be recorded
through influence.
♦ Blockchain: Trust and accountability are vital
components of digital achievement. As the
pharmaceutical industry is becoming more informative
and providing much more immediate communication
between supplier and customer, it is no longer optional
and trustworthy but now mandatory. Implementing
blockchain technologies as a part of the digital marketing
strategy could help foster organizational growth and
advancement.
♦ VR in Pharma Marketing: The healthcare and
pharmaceutical industries show many promising results
for experimenting with VR. In clinical and pharmaceutical
medicine, a broad range of VR applications and AR and
360 videos were made, including demonstrations for
health products, training and education, and therapy. VR
is an immersive way for healthcare professionals and
physicians to communicate with patients and learn about
the technology's feedback.
By following the above approaches, the pharmaceutical
industry will improve consumer satisfaction in all respects
by providing excellent consumer and patient care, which
is the principal aim of any leading pharmaceutical
company.

September 2020 17
 Blue Coast Savings
Consultants:
The Authority in Helping Businesses
Save Money

Over the past two decades, Blue Coast Savings Consultants has
established themself as the nation’s premier experts in helping
companies of all sizes improve their bottom line. With help from
Blue Coast, thousands of business owners have improved their
organization’s overall financial health, kept their workers
employed, and made sure that their doors stay open and that their
bills are paid. All in all, Blue Coast has helped business owners
save millions of dollars.
How do they accomplish this? Shawn Hull, founder and CEO of
Blue Coast, has been on the cutting edge of the business world
his entire career.
“For the last 30 years, I've been pioneering unique services
and have been the first to bring them to market. I've done
that with prepaid phone cards in the early '90s, then
internet marketing, and now in the cost savings
industry,” Hull said. “With Blue Coast, I’ve been
able to identify services that companies
desperately need, but cannot do
themselves.”
Blue Coast offers an unprecedented
suite of services that business
owners can utilize to help them
slash their expenses, including
expense reduction, revenue
gains, and specialized tax
incentives.

For example, if clients

Shawn Hull, have supply chain or
CEO capacity issues, Blue

September 2020 18
 “Blue Coast is the quickest way
for companies to gain revenue
Coast can automate their shipping department and without risk.”
provides them with world-class software, helping them
save about 35% on shipping expenses. Blue Coast also
helps companies save on an additional 20 other
savings categories, not to mention 75 different hiring
incentives.
then get paid monthly residuals for the next 10 years or
Blue Coast offers a win-win situation for everyone. Either
more.
they find savings for the company or they charge no fee.
Not only has Blue Coast been helping business owners
In the midst of the pandemic and the severe economic
improve their bottom line, they’ve also helped
conditions, Blue Coast and its services have become
individuals launch their very own cash-savings
more relevant than ever. They have been able to deliver
consulting business. The company offers an
cost-effective solutions for cash-strapped companies
unparalleled support system to help its advisors
and helped them ease their financial woes.
engage, maintain, and close deals so that they can earn
Blue Coast’s advisors know that the company has been monthly residuals.
on the cutting edge for years. Not with just their suite of
The company hosts quarterly events across the country
cash-savings services, but with their revolutionary
that allows the advisors to network and learn. Other
business model. Blue Coast allows its advisors to close
training consists of live weekly webinars, access to their
deals once and then earn monthly residuals for the next
online resource center, one-on-one conversations with
decade or more. This means that Blue Coast advisors
their support staff, and specialized training groups.
can basically earn money while they sleep.
Advisors learn while they earn, meaning they are able
Advisors come from all types of professional
to maximize their income while still learning
backgrounds, whether they are retirees looking for
life-changing skills. Most importantly, advisors are not
part-time work or corporate executives looking for
restricted by their physical location. They can advise
supplemental income. They are experts in leveraging
clients from all across the country from the comfort of
relationships with clients, with help from Blue Coast’s
their home office.
marketing support system of face-to-face or virtual
appointments, inbound messaging, email marketing Blue Coast has mastered cash-saving services that
programs, direct mail services, and sub-advisor businesses are just simply too busy to do. And, with a
programs. revolutionary business model that puts their advisors
first, Hull has built a business that is not only set to
Best of all, Blue Coast advisors utilize this unique
survive during any economy, it is set to thrive.
business model from the comfort of their home office.
They are basically their own boss and business owners, And with companies desperately looking for ways to
without the stress of rent, brick-and-mortar locations, save money, they’re looking for the right type of
payroll, and inventory. individual who can help.
“We get a lot of inquiries because our business model is “The thing I look for in professionals is if they can
so smart and practical,” Hull said. “I’m a major advocate build relationships with C-Suite executives,” Hull
of working smart, so residuals and leveraging said. “We are pioneering our services so location
relationships are the two strongest principles of making doesn’t mean much because our advisors can sit
money. Once people find that out the light bulb goes off. from the comfort of their home office and present
You do the work once, with our flagship services, and clients around the country.”

September 2020 19
BoldIQ:
Providing Optimized
Planning and
Scheduling Solutions
in Real-Time for
Aviation, Logistics,
and other
Complex
Operations

Shelly Freeman,
COO

was established in 2008, and the first
built software of the organization was
a part of DayJet, an on-demand business aviation
operator as the founders have deep roots and
experience in aviation. Over time the organization
evolved into software as a service company and
expanded the solutions into parallel verticals, logistics,
and mobile fleet services. “BoldIQ provides customers
with true on-demand operations at scale by
continuously improving the performance, delivery, and
value of industry solutions for advanced planning and
scheduling,” says Shelly Freeman, COO of BoldIQ.

September 2020 20
 “BoldIQ provides customers with true
on-demand operations at scale by
continuously improving the performance,
delivery, and value of industry solutions for
advanced planning and scheduling.”
To automatically
optimize schedules in
real-time, BoldIQ’s unique solution
intelligently incorporates all relevant
business rules, constraints, and goals to
support optimal utilization and enable seamless
scalability across mission-critical personnel and
physical assets. Moreover, BoldIQ’s unique approach to
optimized scheduling mitigates disruptions and human
errors while maintaining compliance requirements,
demand goals, and operational efficiencies that drive
growth and profitability.
BoldIQ is working on a mission to provide organizations
with state-of-the-art technology to operate at greater
utilization and maximum efficiency in real-time so that
they can grow, be profitable and scale to keep pace
with disruption and increasing customer demand.
BoldIQ works with the vision to work towards an entirely
demand-driven world, uninhibited by the constraints of
supply, timing, and disruption: a world where everything
is available when and where the customers want it.
BoldIQ sees that the customers are struggling to
automate their scheduling and react to business
disruptions in real-time. The automated and optimized
schedule provided by BoldIQ allows customers to see:
30% increase in resource utilization, a 25% reduction in
operating costs, a 10% improvement in order fulfillment,
and a 20% increase in profitability. BoldIQ’s core is a
customer-centric, delivery-focused team, the foundation
of the company's performance and delivery excellence.
A talented engineering team led by expert Operations
Research scientists, a group of highly experienced
executives, and an impressive board to take the
organization to the next level of performance, delivery,
and customer usefulness.
Aviation service providers face complicated planning
and scheduling problems, long before circumstances
begin to change by the minute. Disruption management
is the key for them, as even small delays are costly,
impacting customer service,
cash flow, and ultimately,
profitability. BoldIQ uses AI optimization
to plan and schedule personnel and tails
throughout all aspects of your operational
schedules.Logistics service providers are continuing to
search for ways to address the demands of competition
and the workforce. Some are finding schedule
balancing and optimization are critical tools in attracting
and keeping drivers while maintaining customer service
levels. The application provided by BoldIQ optimizes
the utilization of trucks during cargo operations,
maintenance activities, and anytime in between.
To stay ahead in the competitive market and in terms of
technological breakthroughs, BoldIQ is combing Artificial
Intelligence (AI) with Human Intelligence (HumInt) to deliver
real-time planning, scheduling, availability, and disruption
recovery solutions. The organization is not trying to
replace deep expertise and the human touch; instead it is
maximizing HumInt with AI-derived feasible and optimal
solutions. As their business needs change, the
organization will continue to offer highly configurable
Collaborative intelligence that scales. It can be seen that
there is a need to build tools that are highly configurable to
meet business needs that are changing hour-to-hour,
day-to-day, or week-to-week.
BoldIQ works in several industries with varying
customer sizes. BoldIQ has worked with the fifth largest
aviation company globally and has helped them
increase their utility rate by over 10% and increased the
number of revenue legs by over 15%. The organization
has worked with smaller aviation companies and seen
similar results. At a large retailer with a workforce of
over 6,000 technicians, the organization can shrink
service windows from 4 hours to 2 hours and from 2
weeks to 3 days and hasincreased the utilization of their
field service technicians by 30% and capacity by 55%.
BoldIQ has also seen similar results at one of the largest
trucking companies in the US, with a 10% improvement
in the number of jobs scheduled and significantly
decreasing the number of deadhead miles driven,
leading to substantially more annual revenue.
BoldIQ continues to focus on Collaborative Intelligence
and expand its footprint in aviation with new customers
and strategic partnerships; while also focusing on the
expansion into logistics and mobile fleet services.
BoldIQ works across the globe today and will continue
too!
September 2020 21
Capital Telecom Services:
Facilitating Innovative
and Efficient Solutions

apital Telecom Services was established in 2016.

After 22 years in the business, the founder realized
the immense impact of Telecommunications on
society and finally decided to build a Telecommunications
company with its core as a home for passionate telecom
professionals. Capital Telecom Services (CTS) has been a
customer-centric focused organization, and the customers
have been the catalyst to creating innovation and change
within the company while reinforcing the company culture
of hard work, attention to detail, commitment, and excellent
team energy. The organization’s goal is to recruit, engage,
and train the best team in the industry providing expertise
and passion to every project.

“In this highly competitive and ever-evolving KEVIN TURRISI,

marketplace, CTS delivers, at-the-moment of truth, laser
focus on clients' needs through its talented and tenured
technical team. CTS is a full service telecom,
engineering, and construction company delivering
wireless projects from conception to completion for their
valued partners. The team at CTS provides professional
engineering and construction services to large wireless
providers, wireless support organizations, general
contractors, and large enterprises worldwide,” said
Kevin Turrisi, CEO & President of CTS. “Watching our
team evolve and grow organically in a few short years
has brought me great personal joy. Now larger clients
have heard of our strong reputation and are hiring us as
their trusted “go-to” partner. CTS’s telecom journey is
exciting because it’s full of tremendous potential. CTS is
ALL about the Company Culture! In a competitive and
dynamic market, CTS strives to employ professionals in
the industry who want to grow and be a part of
something incredibly special. Our goal is to
successfully grow the company through
fanatical customer support and
CEO & President
continuous technical education across our growing
workforce.”
A constant theme in the telecommunications industry is
maintaining tight budgets and achieving accelerated
timelines from carriers and 1st tier customers. All builds
seem more and more compressed for timing to ensure
profit margins once they leave the primaries. CTS thrives
on these conditions. CTS remains agile and willing to
travel with allocated local resources providing teams at a
moment's notice. The core area of CTS is the BAWA
market with strategic expansion along the east coast. The
team is continuously looking for efficiencies and optimum
workflows for our customers while facing challenges as
unique as the end users. How an organization responds to
challenging times speaks directly about a company’s
internal communication and team empowerment, and at
CTS, it is often required to address these types of
challenges. It is typical for the CTS team, while interfacing
with a new client, to provide them with additional

September 2020 22

professional services amid a project. CTS thrives on
providing bottom-line efficiency to client timelines
exceeding expectations.
The ongoing COVID-19 pandemic has affected countless
people and businesses all over the world. Many
companies are having to shut down or postpone their
work temporarily. Fortunately, CTS has been deemed as
an essential business. CTS has continued to work
throughout this pandemic, helping communities with new
communication infrastructure. CTS immediately pivoted
during education shutdowns to complete multiple Public
Safety & DAS projects in numerous schools. CTS is
grateful for the opportunity to help serve and support
communities which require immediate essential
mission-critical communications.
Capital Telecom Services shares the nation's concern for
the well-being of families, neighbors and citizens with the
outbreak of the COVID-19 virus. Understanding that
communication is essential for maintaining business,
education, emergency and other daily activities, CTS has
pledged full support and resources to Keeping America
Connected, an initiative launched by the Federal
Government on March 13th designed to help the nation
remain connected during this unprecedented time of
uncertainty.
In terms of the advancement of technology, one cannot
avoid the conversation of 5G and Smart City
Infrastructure. The ability to adequately support 5G
requires up to 10 times new infrastructure equipment to
meet these new demands. In addition, Public Safety
Communications is at the forefront of needs. With new
regulations and the requirement of 99% coverage in all
The organization’s
goal is to recruit,
engage, and train the
best team in the
industry and bring
out the expertise
and passion for the
business to every
project that they
come in contact
with.
buildings, the demand for blanket coverage is now
paramount. As for Smart City, buildings need to be
better equipped to support the mix of business and
personal life. This includes technologies which allow
people to return to work and school over the coming
months without spreading COVID-19. CTS continues
to utilize State-of-the-Art Technology & Testing
Equipment.
CTS has worked with several industries of different
sizes. We resolve challenges arising from geographic
locations and maintenance and troubleshooting
needs in airports and various DC government
buildings. CTS and partnering organizations have built
a DMV team for all telecom services and maintenance
for wireless service customers. Various challenges
have risen from the COVID-19 economic shutdown
with ongoing and critical Public Safety Education
deployments. CTS quickly became a trusted and
reliable partner during these unprecedented times.
CTS has accepted and painstakingly followed up with
every Public Safety project presented, without
hesitation, regardless of budget constraints and
current situations.
Capital Telecom Services is expanding services and
couldn’t be more excited about adding great people to an
established and outstanding team. CTS has recently
added new teams in the Southeast and is actively hiring
new engineers and project managers in Virginia and
North Carolina.
CTS’s telecom journey is exciting and full of potential and can
be found on the new website, www.CapitalTelecomUSA.com.
Please visit us for news and updates! Stay tuned…
September 2020 23
TOP
5
50 ADMIRED COMPANIES TO WATCH 2020
he outbreak of COVID-19 has
introduced businesses
numerous unpredicted situations,
creating a challenging landscape for
every sector. By understanding and
analyzing the situation, it is the responsibility
of every organization, irrespective of the
industry, to upgrade their business systems
to match the new normal. And this is the only
key to emerge as an admired company
through this pandemic crisis.
With most of the businesses at a halt due to
the current lockdown and financial crunch, it
can take more than usual to prosper your
business and get enlisted under ‘Top 50
Admired companies to watch 2020’.
But with innovation in business
September 2020 24
to
strategy and up-gradation of technological
tools, one can overcome all the probable
challenges during these difficult times.
Further, if you are a solution or servic e
provider, you might want to revise your
existing business rules to meet the current
need for customer satisfaction.
Thus the current edition of CEO Views brings
to you "Top 50 Admired companies to watch
2020”. The list highlights some of the
paramount companies who offer the best in
class in the technology landscape, to connect
the socially distanced businesses. The
proposed list aspires to assist individuals and
organizations to find the most admired
companies that will help them accomplish
their projects.
 Company Management Description

Achieve Today Achieve Today is helping individuals and businesses awaken

Josh Christopherson their greatness from within. Through the proprietary, world-
achievetoday.com class mentoring and accountability format, the organization help
CEO
Orem, UT individuals become clear, live fulfilled, and achieve more.

APiS North APiS North America provides the best tools for performing the most
America Dr. Lynn M. Johnson, robust and innovative risk assessments and optimization plans.
apis-iq.com President APIS IQ-Software continues to set standards for FMEA, Functional
Safety, and Risk Analysis.
Royal Oak, MI, U.S.A.

Arco Information Arco Information’s core business is to capture information, process

Paul Coillie it in digital workflows, and save, share, convert, and deliver it. Arco
arco.be Information currently has a 50-strong and highly experienced
CEO
New York workforce to cater to your specific needs.

ARGOS Argos is Korea’s leading KYC/AML service company, which allows

Wonkyu Lee financial service providers, online platform enterprises, and other
argos-solutions.io
businesses to effectively apply legal, regulatory, and operational
Seoul, Republic of CEO measures for combating identity theft, money laundering, and
Korea terrorist financing.

Artiza Networks Artiza Networks is the leader in 3G, 4G, and 5G radio access network
Takashi Tokonami
artizanetworks.com (RAN) and core network (C.N.) node testing. Artiza has collaborated
Chairman & CEO,
Amsterdam, with the industry’s top vendors and operators in testing the RAN and
Co-founder core network nodes of the world’s most advanced mobile networks.
Tachikawa, Tokyo

atisfy is a data-driven full-service marketing company for modern

atisfy business. The organization uses the power of technology to help the
Hersh Bhatt
atisfy.com clients solve some of the biggest marketing challenges. Customer
CEO obsession, vision-based leadership, and diversity of staff empower
Singapore
atisfy to achieve what they do.

AvidXchange AvidXchange is the industry leader in automating invoice and payment

Michael Praeger processes for mid-market businesses. AvidXchange is distinguished
avidxchange.com as a global fintech unicorn and one of the fastest-growing technology
Co-Founder & CEO
Charlotte, NC companies in the U.S.

Blue Coast Savings Blue Coast excels at Savings Consulting, and over the last fifteen
Consultants Shawn Hull years, the organization has helped save thousands of business
owners millions of dollars! Blue Coast has become the most
bluecoastsavings.com CEO trusted and most unique national organization in business savings
Key West, FL consulting.

BoldIQ BoldIQ provides customers with reliable on-demand operations at

Shelly Freeman scale by continuously improving the performance, delivery, and
boldiq.com value of Solver’s industry solutions for advanced planning and
CEO
Bellevue, WA scheduling.

Capital Telecom
Services Capital Telecom Services, LLC (CTS) is a full services
Kevin Turrisi telecommunications, engineering, and construction company. CTS
capitaltelecomusa. successfully execute and deliver wireless projects from conception
Founder & President
com to completion.
Sterling, VA

September 2020 25
 Company Management Description
CENTENAL is a FinTech company provides digital operation
Centenal and compliance solution for Wealth Managers, headquartered
Betty Sun
centenal.com in Singapore. CENTENAL’s mission is to promote visualization,
CSO collaboration, automation, and increase the workflow productivity
Singapore
for the Wealth Management industry and its customers.

Connecterra BV Connecterra BV’s mission is to train an A.I. to learn how to farm so

connecterra.io Yasir Khokhar that the organization can empower farmers of all sizes to increase
Amsterdam, CEO their farms’ productivity while reducing the impact of farming on the
planet.
North Holland

Expedience
Software Expedience Software creates fast, accurate, and beautiful proposals
Melissa Mabon directly from Microsoft Office. The software platform automates
expediencesoftware. RFP & RFI responses (even Excel RFPs!), FAQs, DDQs, SOWs,
President, and CEO
com Questionnaires, PowerPoint presentations, and more!
Bellevue, WA

H&M Bay H&M Bay is a reliable cold & frozen transport partner who understands
Walter Messick that there’s no room for perishable errors. The organization invests
hmbayinc.com in innovative tech and the trucker network, so with H&M Bay, the
Co-Owner
Federalsburg, MD temperature is always right, from storage to delivery.

HeitTech has developed a comprehensive suite of solutions and

HeiTech Mohd Hilmey bin services that are holistic, integrated, and cutting-edge, covering the
heitech.com.my Mohd Taib entire life cycle of systems and products. By embracing advanced
DE, Malaysia President technologies, HeitTech has revolutionized numerous customers’
automated systems in both the public and private sectors.

Hot Spring I.T. offers a suite of services, including start-ups,

Hot Spring IT relocations, server, desktop, network, voice, cloud, I.T. Security
Parmi Lally
hot-spring.it infrastructure, and Managed I.T. services, all through a single door.
Owner & MD Hot Spring I.T. is a team of dedicated I.T. professionals, working
London
across various disciplines while focusing on the client’s needs.

HOTB provides the leading and most comprehensive enterprise

HOTB Software and cloud-based business and compliance process risk mitigation
Andy Firoved,
hotbsoftware.com software applications. HOTB Software’s highly customizable SaaS
CEO solution, primarily designed for healthcare, is also touching other
Bellevue, WA
sectors such as the services industry and government.

HZO is the global leader in delivering world-class protective

HZO nanocoatings that safeguard electronics from the most demanding
James T. Fahey
hzo.com environments – such as water, salt, dust, dirt, coffee, or corrosive
CEO materials. A diverse, world-class leadership team leads HZO from
Morrisville, NC
around the world.

iClick Interactive iClick Interactive Asia Group Limited (NASDAQ: ICLK) is an

Asia Group Dr. Jian Tang independent online marketing and enterprise data solutions
provider that connects worldwide marketers with audiences in
i-click.com CEO, and Co- China. The proprietary platform of iClick boasts cross-channel and
Quarry Bay, Founder cross-screen capabilities and transforms data into insight, action,
Hong Kong and performance.

ImprimisRx ImprimisRx is a pharmaceutical company dedicated to delivering

Mark L. Baum high-quality and innovative medicines to physicians and patients
imprimisrx.com at affordable prices. ImprimisRx offers proprietary compounded
CEO
San Diego, CA ophthalmic formulations.
 Company Management Description
IMTF provides financial technology solutions and regulatory
IMTF compliance software to banks, financial institutions, and other
Mark Busser
imtf.com industries globally. IMTF offers innovative and reliable software
CEO solutions that enable the clients to increase efficiency achieving
Givisiez, Switzerland
significant cost reductions with assured compliance.

Integrasys is a privately owned company specialized in engineering

Integrasys and manufacturing Satellite Spectrum Monitoring Systems in the
Alvaro Sanchez
integrasys-space.com telecommunication and broadcasting markets. Integrasys’ mission is
CEO to provide the industry with the best quality and fastest technology
Madrid, SPAIN
available in carrier monitoring systems.

Kyung-Hyun Systech has been developing and supplying ICT-

KyungwooSystech based electrical solutions for construction equipment and industrial
Yong Jun Chang
kyungwoo.com vehicles with innovative technologies for 20 years. The organization
CEO strives to create a safer and more convenient world based on smart
Geumcheon-gu, Seoul
convergence technology for a hyper-connected society.

Lingo
Communications Chuck Griffin Lingo Communications provides modern, efficient, IP-based Cloud
voice and data and other unified communications technologies to
lingo.com CEO small-to-medium sized businesses and consumers.
Macon, GA

LUXE Digital Now LUXE Digital Now is a leading luxury digital marketing agency and
Jacqueline Hudson technology solutions company. The organization works closely with
luxedigitalnow.com top brands and companies globally and discovers how they can
CEO & Founder
Portland, Oregon collaborate to transform your business performance.

Metaswitch Metaswitch is a recognized leader in the development of ultra-high-

Networks Martin Lund performance, a cloud-native communications software. Metaswitch
metaswitch.com CEO products are designed to run on the customer premises or in private,
public, and hybrid clouds.
Bellevue, WA

Netpluz Netpluz is a one-stop managed communications service provider

Leng Fong Lau for businesses. Netpluz delivers reliable, high-performance
netpluz.asia communications services for your business’s data, voice, video,
MD
Techpoint, Singapore cybersecurity, mobility, and analytics needs.

Neuro-Sys Neuro-Sys is a research-intensive and innovative organization

Yann Jaudouin specializing in pharmacology and in advanced in vitro and in vivo
neuro-sys.com models of neurodegenerative diseases, mode of action research,
CEO
Gardanne, France and drug development in the CNS and PNS fields.

Objectif Lune has become a leader in composition, business process

Objectif Lune automation, multi-channel output, and capture solutions. Objectif
Didier Gombert
objectiflune.com Lune supplies a flexible platform for creating and automating
CEO interactive customer communications through print, web, email, and
Montréal, QC
mobile.

Optimity Optimity offers a complete supply chain planning solution,

Erik Sandberg from strategic supply chain optimization to detailed production
optimitysoftware.com scheduling, and everything in between. Optimity’s collaborative
MD
North America platform brings together all stakeholders for collaborative planning.

September 2020 27
 Company Management Description

PAXON Energy
& Infrastructure
Services Nooshin Behroyan PAXON Energy & Infrastructure is an award-winning Women Business
Enterprise (WBE/DBE) and Top 100 fastest growing professional
paxonengineering. CEO services firm in the fields of oil, gas, and utilities.
com
Pleasanton, CA

ProvenDB ProvenDB uses Blockchain technology to create the world’s first

Guy Harrison genuinely trustworthy database. ProvenDB is for regulated industries,
provendb.com or wherever impeccable data integrity is crucial. ProvenDB bridges
Founder, and CTO
Australia the gap between database and blockchain.

Quantex Quantex is the innovative leader in single-use disposable pump

Dr. Paul Pankhurst
quantex-arc.com technology. The organization supplies single-use pumps and also
CEO, and Chairman provide a design and development service for custom applications.
London, UK

Qvalia Qvalia improves and automates financial processes. The organization

Henri Taipale is the leading Nordic expert in transaction analysis, and its software
qvalia.com solutions provide complete automation capabilities in accounts
Founder and CEO
Stockholm, Sweden payable, accounts receivable, and transactional accounting.

Response Mine Response Mine Interactive (RMI) is an industry-leading digital

Interactive Ken Robbins marketing services firm that expertly wields customer acquisition
and retention data. RMI focuses on honest, meaningful feedback
responsemine.com CEO & Founder to create dominant online brands in the e-commerce, healthcare,
Atlanta, GA retail, travel, and home services markets.

S3 has successfully helped organizations implement and oversee

S3 Security Mitchelle their information security, cybersecurity, privacy, and regulatory
S3security.com Schanbaum compliance initiatives. By understanding the business, culture,
DALLAS, TX CEO environment, and staff, S3 specializes in maintaining truly secure
environments without limiting business growth.

SanUVAire is the leader in Indoor Air Quality - IAQ using the

SanUVAire ONLY Patented and Licensed Breathe-Safe Ultraviolet Germicidal
Chad Sleiman
sanuvaire.com Irradiation Technology for Transit. SanUVAire excels in problem-
CEO solving, consulting, design, and development of Indoor Air Quality
Orchard Park, NY
(IAQ) Improvement Technology.

Scientia Consulting Scientia is a worldwide FinTech Consulting & Software Development

Alexandros C.
Group Firm based in London - United Kingdom, with offices also in New York
Argyriou and Athens. Scientia provides the data, tools, and expertise needed
scientiaconsulting.eu
CEO to deliver market-beating digital banking products and services.
Fifth Avenue, NY

Siemens USA Siemens is a global powerhouse focusing on the areas of

Joe Kaeser electrification, automation, and digitalization. Siemens is a leading
siemens.com supplier of systems for power generation and transmission, as well
President & CEO
Munich as medical diagnosis.

Silver Lining
Information Silver Lining Information Technology Co., Ltd. is a born-for-cloud
Technology Allen Yen start-up company that focuses on providing professional services
CEO on the cloud, including cloud architecture design, implementation,
sh-silverlining.com and operations and billing management to enterprise customers.
JingAn, Shanghai

September 2020 28
 Company Management Description

SPLICE Software SPLICE Software supports businesses in developing the best

Tara Kelly communication programs and strategies to ensure overall customer
splicesoftware.com satisfaction. SPLICE partners with great organizations to drive
President & CEO
Calgary, Alberta industry-leading reach and unparalleled results.

SRX Scott Taylor SRX was established by a group of experts in the LTC and skilled
nursing space who wanted to develop a solution that addressed the
srx-tech.com Founding Principal complexity of managing pharmacy spending. SRX delivers the most
Valley Stream, NY & CEO complete solution in the Industry.

Star Mountain Star Mountain is a specialized asset management firm focused

Capital, LLC exclusively on the U.S. lower middle-market by investing debt
Brett A. Hickey and equity directly into established operating companies, making
StarMountainCapital. strategic investments into fund managers, and purchasing secondary
CEO
com fund positions.
New York

Stellar Cyber Stellar Cyber’s industry-leading security infrastructure data

Changming Liu collection analysis and automated anywhere detection and
stellarcyber.ai response (XDR) mechanisms improves productivity and empower
CEO & Co-Founder
Santa Clara, CA security analysts to kill threats in minutes instead of days or weeks.

Vantagepoint Soft-
ware Vantagepoint software is the first trading software developer in the
Lane Mendelsohn world to introduce strategy backtesting capabilities in trading soft-
vantagepointsoft- ware for personal computers. Vantagepoint software remains at the
President
ware.com forefront of trading software research and software development.
Wesley Chapel, FL

VativoRx is a full service, innovative, leading solutions provider in

VativoRx Pharmacy Benefit Management (PBM). VativoRx develops and oper-
Lisa Quarterman
vativorx.com ates prescription benefit programs that provide cost savings on for-
Managing Partner mulary and non-formulary medications to the company and stake-
Miami, FL
holders.

ViewQwest is a regional telecommunications & information technol-

ViewQwest ogy services company with headquarters in Singapore. The com-
Vignesa Moorthy
viewqwest.com pany specializes in providing Connectivity (local, regional, global),
Founder, CEO Managed Network, Managed SD-WAN, and Managed Security solu-
Bellevue, WA
tions.

VMware believes that software has the power to unlock new pos-
VMware sibilities for people and our planet. VMware streamlines organiza-
Pat Gelsinger
vmware.com tions’ journey to becoming digital businesses that deliver better ex-
CEO periences to their customers and empower employees to do their
Palo Alto, CA
best work.

Vula Telematix, in partnership with Ingenu, operates ‘The Machine

Vula Telematix Network S.A.,’​
a dedicated network providing for the Internet of
Agnat Max Mak-
vulatelematix.co.za Things (IoT) and Machine to Machine Solutions. By enabling sim-
goale ple and seamless connectivity for the IoT, Vula Telematix enables
Johannesburg, CEO organizations of all types to focus on their business and not on the
Gauteng technology.

WEB Biotechnology WEB offers the Spyder ECG platform, the world’s first direct patient
Dr. Philip Wong to database ECG system that transcends huge distances, improving
spyderecg.com patient accessibility, data connectivity, and physician reactivity for
Interim CEO & CMO
Singapore Cardiac Rhythm Management.

September 2020 29
Expedience Software:
Proposal Software You Already
Know How to Use
Built in Microsoft Word

Melissa Mabon,
President and CEO

usinesses
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strong formalize
formalize aa scalable
scalable and and efficient
efficient proposal
proposal processprocess
user
user adoption
adoption and
and simplified
simplified training
training for
for users.
users. Content
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fueled byby aa well-organized,
well-organized, up-to-date
up-to-date content
content library.
library.
may
may bebe selected,
selected, formatted,
formatted, and
and inserted
inserted into
into proposals
proposals Because
Becausethe thecontent
contentlibrary
librarystores
storesnative
nativeWord
Wordcontent,
content,itit
without
withoutever
everleaving
leavingthe
theWord
Wordenvironment.”
environment.” can
can store
store anything
anything that
that can
can bebe inserted
inserted into into aa Word
Word
document,
document, such
such asas images,
images, charts,
charts, resumes,
resumes, and and even
even
Nearly
Nearly every
every company
company that that manually
manually creates
creates proposals
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and can
can bebe saved
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with formatting
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that there
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many of
of intact.
intact.

September 2020 30
The Content Portfolio is a Microsoft Word ribbon
containing dropdown galleries of user's reusable content
that can be searched, previewed, and inserted into the
user's RFP or proposal. A complete set of finishing step
tools ensure that proposal documents are completed
correctly with names, addresses, and other fields
replaced appropriately before releasing the document.
The Style Palette allows the creation of consistently
branded, beautifully formatted proposals every time.
Using the Style Palette, users can embed the corporate
style guide inside of Microsoft Word. Users centralize
styles and core proposal elements into a simple and
intuitive ribbon directly in Microsoft Word. The Style
Palette also houses standard design elements that wrap
around a proposal, such as cover pages, headers,
footers, table styles, and other essential proposal
elements that are always readily at hand.
Expedience Software has successfully improved the
proposal process for organizations in multiple industries
of varying sizes and languages. In the example of their
client itelligence, the global bid team sought to simplify
complex data using Expedience.
itelligence Enhances Proposal Creation
with Expedience
For more than 30 years, as an SAP Global Platinum
Partner, itelligence has helped companies optimize and
enhance their IT environments.
The Global Managed Services Solution Design and other
proposal teams generate several 100 proposals a year
with an order value of 100,000 euros up to 2-digit million
euro amounts.
A key challenge in the proposal process was
incorporating extensive data from a sophisticated
Microsoft Excel-based pricing tool for Managed Cloud
offerings into their Microsoft Word proposals while
maintaining careful and consistent formatting throughout.
In addition, the itelligence bid team produces proposals
“Expedience Software
solves this problem by
bringing proposal software
to the application that all
proposal writers use –
Microsoft Word,”
in both English and German and needed a solution that
would support the delivery of high-quality proposals in
both languages as well as content development and
content management in multiple languages.
Expedience delivered an automated proposal solution
that integrated fully with the bid team’s internal
calculation tool. The team no longer loses time by
manually entering, checking, and rechecking figures
from the calculation tool. Now, data is automatically
inserted into the proposal, with the client-specific
Microsoft Excel information and pricing tables created
through Expedience without any additional manual
effort.
Due to Microsoft's significant investment in the Office 365
platform, Microsoft Word's evolution has set the stage for
the unique new features of the Expedience proposal
automation solution. These advances include much more
comprehensive and unified task coordination,
collaboration, and planning capabilities.
With over 25 years of experience in proposal automation,
the Expedience leadership team originally founded
Pragmatech Software, suppliers of The RFP Machine.
The team combines extensive experience in sales and
proposal processes with a deep understanding of
Microsoft Office automation.
Expedience Software helps sales and proposal teams
create simple, precise, and beautiful proposals directly
from Microsoft Office. Users can easily automate RFP &
RFI answers (even Excel RFPs!), FAQs, DDQs, SOWs,
Questionnaires, PowerPoint, and more. Expedience is the
trusted solution for financial, healthcare, legal,
manufacturing, and technology organizations worldwide.
September 2020 31
H&M BAY:
Delivering Efficient and
Reliable Transportation of
Temperature-Controlled
Freight
H&M Bay was established in 1982 by Walt Messick and Lawrence
Hayman and has since become one of the nation’s premier LTL
(less than truckload) brokerage firms. Following the deregulation
of the trucking industry in the early 80s, the two founders
recognized the unfulfilled demand in the frozen and refrigerated
LTL market and formed a business with the tagline “service is what
we sell...and we won’t see you short.” This vision holds strong
today as almost four decades later, H&M Bay delivers excellence
in service and operations, transporting 20 million pounds of food
across America each week. H&M Bay is honored to repeatedly be
recognized with leading industry awards, including being a Top
3PL Provider by Food Logistics for 13 consecutive years.
Practical knowledge, driven ambition, and dedication to
exceptional customer service have led H&M Bay to become one
of the top LTL brokerage firms in the country today. H&M Bay has
remained a driving force of excellence from their very first load
almost four decades ago to the impressive amount of cold and
frozen food and commodities it currently transports each week.
The organization is proud to provide logistics, cold storage, and
temperature-controlled LTL delivery of goods through the food
supply chain, focusing on customer satisfaction that is stronger
than ever. The specializations include frozen and refrigerated LTL
transportation for manufacturers, retailers, and distributors who
rely on high-tech logistical expertise to deliver baked goods, dairy
products, meat, seafood, prepared foods, and more.
September 2020 32
H&M Bay is a reliable cold & frozen transport partner who
understands that there's no room for error when it comes to
perishables. The organization invests in innovative tech along with
an impressive independent trucker network, so with H&M Bay, the
temperature is always right, from storage to delivery. H&M Bay
strives to beat competitive pricing to win new business and have the
opportunity to prove its operational excellence & superior service.
Customers appreciate their industry award-
winning logistics, as the technology of H&M Bay allows
real-time communication, paired with warehouse consolidation
expertise that maximizes timeliness and efficiencies into final
delivery destinations. The nationwide storage facilities allow
re-routing for temporary or long-term storage as needed.
H&M Bay’s state-of-the-art technology allows members of
the supply chain to know where each load stands. The
automated web-based systems, barcode technology, and
intuitive mobile app provide the team, trucker network, and
valued customers real-time data from order through delivery.
When a client starts working with H&M Bay, they patner with
an industry-recognized leader with proven customer service
and operating performance. The H&M Bay family sees it as
their personal duty to stay well connected and provide
superior service to every customer.
Amidst the COVID-19 pandemic, as many states have undergone
unprecedented changes, many activities have reduced; so volume
 550

reductions and
pick-up/delivery
cancellations are happening
due to safer-at-home orders
and catering, event, and
restaurant closures. H&M Bay is
working in real-time with customers to
re-route and store their refrigerated and frozen
food until it can be rescheduled. The logistics team and
drivers are working overtime helping food companies keep
up with demand surges as consumers stockpile groceries and
reduce trips to supermarkets. With truck stop closures and
unforeseen obstacles for some drivers, the organization is helping
everyone stay connected via their hi-tech customer portal and
mobile app to navigate through these challenging times and pivot
where needed successfully. computerized
dispatch allow
With an increased need for temporary storage space for
automated
commodities that have delayed scheduling. H&M Bay has been
identification and
happy to offer overflow storage space across its 9 facilities
tracking of pallets in
nationwide to customers who lack space and have experienced
select storage and
inventory build-ups. The customers associated with H&M Bay are
consolidation centers. The
reinventing how commodities are packaged and delivered, from
use of barcoding allows faster and more accurate tracking of
the intended foodservice packaging and deliveries to creative
pallets in cross-docking, reducing downtime and saving time
redirection for grocery warehouse redelivery. Last-minute
and money. Since implementing barcode pallet tracking in July
cancellations require hi-tech communications and re-routing
2012, H&M Bay has significantly improved its receiving process
efficiencies.
without the need to wait for RFID readers to recognize the tag,
Technology has enabled widespread growth in the trucking or the dreaded manual data entry and downtime resulting from
industry. From the invention of refrigeration and the first portable an inaccurate reading. Employees can scan these larger
air-cooling unit allowing cold chain transport back in the 1930s to barcodes on the move from up to 45 feet away, making them
technical advances in corporate offices of trucking companies, to easier to read than the previous RFID tags.
the very trucks themselves, technology is a critical part of today's
H&M Bay takes great pride in its national footprint with 9 locations
cold chain. Supply chain management software (SCMS) helps
across America. The LTL cold storage, consolidation centers, and
streamline operations with incredible efficiency. Trucks are
pick-up areas provide regional pick-up and nationwide delivery. The
equipped with smart technology to track temperatures for food
organization intends to complete a rollout of the latest in barcoding
safety, enhance communications, and provide geo-location data.
technology across all facilities by the end of 2020. Superior
Mobile apps offer instantaneous notifications across the chain,
customer service and hi-tech communications paired with
allowing information to be shared in the event of redeliveries,
competitive pricing and operational excellence, offer significant
delays, road condition concerns, and confirmation of deliveries.
added value for customers’ temperature-controlled LTL shipments,
There are growing technological advances that allow H&M Bay to
storage, cross-dock, redeliveries, and unique or late requests. H&M
offer superior service, security, and transparency to customers.
Bay works with the mission to remain faithful to the connected roots
Through H&M Bay’s hi-tech systems, the customers enjoy of hard work and customer satisfaction as the organization
real-time status reports on orders and delivery for LTL continues to provide hi-tech logistical services through transporting
cross-dock information and a host of other valuable on-demand, over 20 million pounds of temperature-controlled LTL freight across
web-based services, and data. Barcode technology and America each week; when keeping it cold counts.

“H&M Bay is a reliable cold & frozen transport

partner who understands that there's no room
for error when it comes to perishables.”

September 2020 33
 HOTB SOFTWARE:
A Leading SaaS Provider in the
Compliance Sector
HOTB Software had its founding in developing large enterprise
software solutions for federal and state governments that have
allocated well above $6 billion dollars. Building off that foundation,
HOTB now provides the leading and most comprehensive
award-winning enterprise and cloud-based business and
compliance process risk mitigation software. Focusing primarily in
the ambulatory surgery center space and now broadening out to
other healthcare verticals such as behavioral health and nursing
homes, SCT/CoreCompli has made waves in the healthcare
industry, leading HOTB to capture an exclusive partnership with
Medline to assist healthcare facilities in managing and navigating
the complicated accreditation and compliance landscape.
The founders of HOTB Software found that staying compliant and
attaining industry accreditation/certifications is a significant pain
point for the healthcare industry. Given that patients have a choice
of their healthcare provider, the quality of care is a paramount
concern and compliance plays directly into that notion. However,
HOTB found that many facilities were still running their compliance
programs through paper, binders and excel. HOTB Software aimed
to take digital transformation to compliance to reach the last mile
with a zero-tolerance culture. “Being recognized with MedTech
Breakthrough Award 2020, for innovation in Healthcare data, has
inspired us to continue to work hard and deliver true business value
to companies globally,” said Andy Firoved, CEO of HOTB
Software.
HOTB Software’s highly configurable SaaS
solution is also touching other
September 2020 34
O
CE
d,
ve
F ir o
A ndy
sectors such as the services industry and government as these
industries also have shortcomings within their compliance program.
The healthcare facilities served by the SCT/CoreCompli include
Ambulatory Surgery Centers, Hospital, Addiction & Substance
Abuse, Behavioral Health Centers, Nursing Homes/LTC, and
Pharmacy & Labs. “The pre-built digital platform solution of HOTB
Software ensures organization-level, and facility compliance
prioritizes staff and patient health, and guarantees operational
continuity even at a time of emergency events. The solution aims to
foster the culture of compliance continuity and make healthcare
facilities future-proof for unprecedented emergencies like the one
we are currently facing- Covid-19,” added Firoved, CEO of HOTB.
As for the healthcare industry, today is more challenging than ever,
with constant shifts in regulations, reporting requirements, and
reimbursement models. Healthcare facilities recognize the
importance of earning and maintaining their customers’ trust and
high cost of non-compliance. But from a practical standpoint,
managing compliance programs well is time-consuming and
difficult, and if the process is done manually, then there are chances
of errors. Many healthcare facilities struggle to find adequate time
and resources to maintain compliance continuity and random
audits and surveys are costly in terms of human capital and
extra support costs.
HOTB Software’s one-stop digital solution,
SCT/CoreCompli streamlines the
entire process of compliance
management,
 “HOTB Software aimed to take digital
transformation to compliance to reach
the last mile with a zero-tolerance
culture.”
internal process
controls, accreditation
requirements, and operational
reporting at for healthcare facilities. The
solution eliminates manual processes by
digitizing policies, procedures, logs, online survey
forms, creating a central database and document
repository, and workflow automation, with check-ins and
proactive operational reminders. As a single-source-of-information,
the platform stores and supports remediation activities to prove
continuous facility compliance and continuous auditing approach.
HOTB Software’s facility and employee compliance capabilities
cover a dozen areas, ranging from compliance certifications,
employee data management, facility records, policy and
procedures inventory, dynamic survey forms, incident reporting,
automated reminders, and much more.
Many HOTB customers faced major challenges before the
implementation of SCT/CoreCompli: managing large volumes of
policies, procedures, overworked staff with a significant amount of
time consumed in administration activities, low employee
satisfaction, and tremendous cost pressure and need for more staff
recruits. The list of challenges also includes lack of attention that
has been paid to medication safety issues, enforcing policies and
procedures that made them vulnerable for penalties, growing
incidents of fraud cases in the facility, and allocating extra time for
continuous staff training sessions.
After the implementation of HOTB's solution, the audit/survey
preparation time reduced by 60-70%, survey duration came down
to 5 to 6 hours, which is 80% less time than average time taken and
a decrease in deficiencies were reported in each instance. Average
cost reduction came down 5x times, and also employee productivity
has gone up by 30-40%.
The onset of Covid-19 has dramatically reshaped life as we know it.
Healthcare providers are the front line of the COVID-19 pandemic. In
the U.S., efforts to support healthcare facilities have resulted in rapid
changes to the regulatory environment. HOTB is actively monitoring
the changing healthcare compliance landscape and sharing
insights with the existing customers. HOTB is building new features
such as an enhanced compliance checklist to help assist with the
various changes occurring in this environment. There is a strong
push from stakeholders to re-strategizing/re-designing their
compliance programs on the following:
◼ Address rapid chan
ges and emergency additions to business process, facility
standards, and other mandatory requirements
◼ Collect and share relevant, educational documentation
surrounding protocols, policies, procedures, and SOPs, for staff
operating at multiple locations.
◼ Quickly and efficiently onboard new data attributes, audit
forms, survey questions, new certifications, and accreditations.
◼ Quickly communicate updated
policies to all of your locations via automated
texts, emails, and phone calls.
◼ Monitor employee health, employment data at the click of a
button
◼ Compliance reporting output precisely in the format prescribed
by governing authority
◼ Instant incident reporting mechanism
By adapting quickly and planning for new and emerging risks and
challenges, compliance teams can help mitigate risk and support
business strategy for organizations to navigate the crisis
successfully. As things tend to change almost daily or weekly, it is
now, crucial that compliance teams have a seat at the table when
business plans and meetings take place and make (or re-create)
such a case for a seat at the table.
In general, compliance technology has begun as nothing more than
a significant data storage location for documentation. However,
cost efficiency, stringent and constantly changing rules and
regulations, staff productivity, has propelled the need for process
automation, event-triggered alerts to staff, and advanced data
analytics. Advancements in Big Data, AI, and Cloud have enabled
institutions to automate processes and solution workflows that
previously required dedicated human intervention. These
innovative technologies help reduce errors and speed up
processes, freeing up resources to perform higher-level functions
such as reviewing alerts and developing responses. HOTB’s SaaS
solution is built with the understanding of where the market is
developing in regard to digital compliance platforms.
HOTB is proactively working towards software enhancements
based on existing and potential client requirements, market needs,
inputs from subject matter experts, advisory groups, and
accordingly, establishing its product roadmap and associated
criticalities & priority levels. This advisory process includes periodic
knowledge sharing and feedback discussions and annual user
group conferences. Besides, HOTB has a dedicated marketing
research team that does extensive research on new services and
analyzes healthcare facility challenges. HOTB Software is
expanding its footprint in the North American market, meeting the
niche requirements of the healthcare community.
HOTB Software has worked with several facilities of different sizes,
and each of the customer success stories illustrates how HOTB and
its clients are improving healthcare together — from more efficient
compliance process workflows to delivering quality patient care to
helping compliance department of healthcare facilities- maximize
the use of their healthcare data and timely completion of
accreditation surveys. The cost of non-compliance is high that
leaves companies at risk for financial losses, data security breach,
business license revocations, business disruptions, poor patient
care, erosion of patient trust, and a damaged brand reputation,
which serves no one. September 2020 35
 Shielding Electronics from
Challenging Corrosive and
James T. Fahey, CEO
was founded in 2011 and is a global
leader in delivering world-class
protective nanocoatings that safeguard electronics
from the most demanding corrosive and liquid
environments. “The organization brings people,
processes, capital equipment, and material science
together, leveraging an extensive portfolio of
patents to create unique solutions to meet specific
customer requirements,” said James T. Fahey, CEO
of HZO. The company delivers a better, more
reliable, and durable water-resistant and waterproof
product, which reduces costly returns, improves
customer loyalty and drives overall brand value.
September 2020 36
Liquid Environments
HZO is led by a diverse, world-class leadership team
from around the world. Each member is a
recognized expert in their fields, doing their part to
ensure HZO and the customers' success.
By 2025 there will be over 41.6 billion devices,
transforming the way we work, play, communicate,
and get things done. These connected electronics
will traverse industries, from industrial to automotive,
medical devices, consumer electronics, and IoT and
will operate in diverse environments, serving a
multitude of functions. Although the electronic
components in connected devices vary, they share a
few commonalities. Electronic components are
intricately sensitive. Many environmental factors
can irrevocably damage devices, leading to
total shutdown, including humidity, pollutants,
salt fog, standing water, rain, and other
corrosives. These components are also
generationally valuable. If electronics can
run reliably, this can boost brand
reputation and lead to increased
loyalty and ancillary purchases,
driving significant revenue for
decades and ages.
Conversely, if electronics fail
without warning, this can
lead to unnecessary costs
associated with downtime,

warranty returns, repairs, or recalls. With these ideas
in mind, the founders evaluated the electronic
protection options available. Mechanical seals are
unreliable; traditional conformal coatings require
solvents and curing time and can be thick and bulky.
Vendors that do provide Parylene often only offer
one piece of the puzzle, material, or equipment when
they render services. Competitors that offer
nanocoating solutions often cast a wide net with a
one-size-fits-all solution that can leave businesses
feeling pigeonholed. There had to be a better way,
and HZO has set out to innovate that solution.
“In this competitive market, to stay ahead in the race,
HZO adds chemical composition profiles to the
expansive Spectrum of Protection™ portfolio of
coating solutions with Parylene, Plasma, Hybrid, and
Atomic Layer Deposition” adds James T. Fahey.
Atomic layer deposition delivers nanocoatings at
precision thickness, so the organization is perfecting
the process to fill this need. HZO understands that
businesses need custom solutions sometimes, so it
continues to drive unchartered innovations on
Parylene-based hybrid coating solutions.
Additionally, for businesses that need protection at a
competitive price-point, the nanocoating solutions
provided by HZO are always evolving.
HZO delivers more than Parylene for consumer
electronics. HZO provides an innovative Spectrum
of Protection, offers Parylene competitively and
quickly, can coat anything anywhere (whether it is
with the factory-in-factory or coating-as-a-service
business model).
Clients often have trouble coordinating a thin-film
solution. Other vendors may only offer material or
equipment, and it is usually up to the client to find
technicians and manage all the different operations
and production variables. HZO helps clients
overcome these challenges with its turnkey solution,
which means that HZO is ready to deploy at any time
“ By 2025 there will be over 41.6 billion
devices, transforming the way we work, play,
communicate, and get things done. ”
with the best people, equipment, processes, and
material science to meet the standards of excellence
for clients.
Intellectual property portfolios can represent
technological advancements and nanotechnology
leadership. IP assets such as patents, trademarks,
and industry secrets signal a dedication to research
and development and foster innovation. HZO’s IP
portfolio has over 370 assets, and it continues to
advance. The organization draws upon the insights in
their IP portfolio to produce solutions that provide
exceptional service that other vendors cannot offer,
such as automated masking and demasking.
Masking is an essential part of a conformal coating
application; it is the process of sealing off electrical
components that should not be covered in the
coating. However, with Parylene, masking can be
very costly and time-intensive. HZO offers automated
masking, semi-automated, and manual masking to
optimize efficiency, yield, and drive down costs.
HZO has worked with several industries of different
sizes. Although it is not possible to mention all of the
Fortune 100 customers by name, HZO has worked
with industry leaders in consumer electronics, top
tier automotive companies, industrial giants, IoT
trailblazers, and is diversifying into protecting
medical devices in the healthcare market. Dell,
Nike, PRISMVIEW -a subsidiary of Samsung, Sarcos,
Netatmo, and Kobo are few companies that have
worked with HZO.
In terms of technological expansion, HZO is pushing
the limit with laser ablation, plasma ashing, and
plasma etching. The organization is also perfecting
the nanocoatings, speeding up the Parylene process
and making the atomic layer deposition process more
efficient while decreasing costs every step of the way.
Geographically, HZO is planning to expand its global
footprint of 15 worldwide locations covering North
America, Europe, and Asia as the market demands.
September 2020 37
 COMMON MISCONCEPTIONS
About
AI To Avoid

September 2020 38
 isconceptions about artificial just as good as the people or company that built it.
intelligence (AI) and the processes behind Also, when businesses use examples, AI's efficiency
it spread like wildfire in a world where big and trustworthiness differ enormously. Let's take an
data, automation, and neural networks have become example of one widespread case of usage: forex
daily lingo. Naturally, AI's vast and unprecedented trading robots, which use AI to help financial traders
potential applications tend to generate a lot of make currency market decisions. There are several
buzzes, especially concerning the economy. different AI robots, but industry experts like Top
Rated Forex Brokers provide painstakingly
However, people tend to mischaracterize or
comprehensive reviews of Forex Robots'
misunderstand the sense of AI, which serves only to
trustworthiness as trading tools indicate that not all
weaken its potential as a transformative technology.
AIs are neutral or trustworthy. AI is often easily
Let's clarify the most common misconceptions of AI,
misrepresented to people who have so much trust in
to get a more grounded understanding of this
the technology itself.
emerging technology and its potential cases of use.
★ AI is too challenging for the laypeople to grasp:
★ AI is taking away my work: Arguably, the most
Most people who don't have a background in
common and potentially dangerous misconception
computer science are automatically dissuaded from
about artificial intelligence is that it will take jobs
trying to understand and take advantage of AI,
away from people. Automation leads to increased
wrongly thinking that scientists can comprehend it. AI
flexibility for several other low-skilled workers, but in
processes are, in fact, easy and can be generated
recent years this phenomenon has dramatically
with just two or three lines of code. AI is nothing more
overblown. However, most scientific estimates show
than a processor; to get the results you want, you
that automation powered by the AI is likely to
feed the data into it. It operates effortlessly, so
generate more jobs than it will displace. AI in the
anyone who wishes to devote a small amount of time
workplace can improve how people and businesses
to studying the basic tenets of it can easily
do their jobs, rather than eliminating the need for
understand. There is far too much gatekeeping of AI,
people to do those jobs entirely.
particularly among AI experts, which only serves to
★ AI works just like a human brain: This is a alienate those who may best benefit from its uses.
widespread AI-related untruth generally accepted as
Around AI, there are a lot of myths, but those are the
fact. The fact is, AI is quite a simple field with
most pernicious. You should set the record straight
particular applications to a large extent. Indeed,
the next time you hear one of those misinformed
there is plenty of evidence that AI effectively defeats
comments.
humans at a chess game or imitates a person
through Siri's witty voice responses. This isn't
anything more than a dreamscape, though. AI cannot
understand or comprehend its environment, nor can
it truly "know" from its environment in the same
manner as humans do. Simply put, we're
also a long, long way from AI, which can
even do simple human stuff like reading
a book or putting on a suit and tie.

★ AI algorithms are neutral systems and

are unbiased: You may already know this
because in the news these days, it gets a
lot of coverage, but AI is actually not
impartial or objective. AI would be

September 2020 39
iClick Interactive Asia
Group Limited:
A Multi-Channel Online
Marketing and Enterprise
Data Solutions Provider
iClick Interactive Asia Group Limited (NASDAQ: ICLK) is an
independent online marketing and enterprise data solutions
provider that connects worldwide marketers with audiences in
China. Built on cutting-edge technologies, iClick's proprietary
platform possesses omni-channel marketing capabilities and
fulfills various marketing objectives in a data-driven and
automated manner. The company helps both international and
domestic marketers reach their target audiences in China.
Headquartered in Hong Kong, iClick was established in 2009
and operates in ten locations worldwide, including Asia and
Europe.
Since its establishment in 2009, iClick Interactive was founded
with a vision to redefine the digital marketplace with data,
insights, and innovation. “From 2009 until now, iClick has been
through a journey of milestone developments. The birth of the
company, continuous product evolution, investments and
mergers, and acquisitions – not to mention conglomeration, the
setting up of 10 branch offices around the global to support
business expansion, four rounds of fundraising and the listing on
Nasdaq in late 2017,” said Dr. Jian Tang, CEO, and Co-Founder
of iClick Interactive.
Setting sights on the China market, iClick built a first-of-its-kind
R&D center in China to engage in advanced data mining and
algorithmic technology development to empower iClick
Interactive’s marketing technology capabilities. The company
September 2020 40
Dr. Jian Tang,
CEO
capitalized on the opportunities to develop overseas markets by
continuously strengthening its marketing technology
capabilities. In the second half of 2018, iClick officially unveiled a
new round of strategy upgrades towards the new positioning of
‘integrated enterprise and marketing cloud platform’. Besides,
the company's organizational structure was strengthened, by
which a new smart retail division and an innovation institute were
launched riding on the original advertising and marketing
business.
Here are the strategic attributes that led to the growth of iClick
and distinguished the company from competitors:
◼ Leading independent online marketing technology platform
in China with a highly scalable and flexible business model.
◼ Largest independent Chinese consumer data set covering
930M+ with omni-channel, targeted audience reach.
◼ Highly sophisticated and automated platform powered by
proprietary, cutting-edge technologies.
◼ Strong, diverse, and loyal client base.
◼ Deep knowledge and familiarity with China’s online
marketing industry.
◼ Visionary leadership with a proven track record of organic
growth and acquisition execution.
The digital landscape in China is incredibly fragmented
with various local major internet players. Incompatible data
silos, selling or fulfillment of ads in China (10-15%) compared
with other markets and the breadth of ad formats available all
make it hard for brands to ensure the ROI of their marketing
dollars, or to track their performance effectively. iClick helps
marketers realize programmatic cross-channel targeting via a
unified data platform. iClick is also well-versed with the
challenges and opportunities in online marketing in China and
has developed solutions that analyze and transform massive
amounts of unstructured and scattered data into valuable
insights on Chinese consumer behavior to help marketers
capitalize on the growth opportunities in the China market.
The company helps marketers create profiles for both current
and potential customers by analyzing their digital traffic and
purchasing patterns, customizing their advertisements, and
measuring their marketing effectiveness. As iClick continuously
strives to enrich digital solutions with relevant technology in all
stages, the organization worked towards the platform in building
a ground-breaking product – iAudience, a proprietary market
intelligence platform to provide real-time insights into the target
audiences in China. Since its release in 2017, iAudience has
helped clients understand their competitive position and
provided AI-driven intelligence to explore new business
opportunities through data-based audience insights that
dramatically improve digital marketing strategy.
The sudden outbreak of the novel coronavirus has disrupted
everything over the past few months. Huge challenges and
uncertainties overshadow the retail growth outlook for 2020,
posing daunting problems for marketers and advertisers. The
sharp decline in customer flows and the temporary closure of
retail stores are dampening retail activity in the market and
around the globe. The coronavirus crisis may seem like a
massive threat to businesses and health, yet digital marketing
may take a great leap forward as a result of COVID 19. With
iClick’s unparalleled data capabilities that cover 98% of internet
users in China, performance-based Marketing Solutions that
enable effective cross-platform targeting and customization, as
well as the Enterprise Solutions that integrate data from both
offline and online sources, iClick is well-positioned to emerge
from the current challenges and capitalize on future growth
opportunities in the years to come.
Through a strategic partnership with Tencent, iClick’s Enterprise
Solutions presents reliable recurring revenue streams with
tremendous opportunities to upsell multi-national corporations
(MNCs). Tencent’s proprietary API connection enables brands to
build 360-degree consumer profiles based on the collection and
integration of purchased behavioral information from online and
offline touchpoints, including WeChat Mini Programs, WeChat
Payment, WeChat Work and more. As iClick continues to provide
integrated marketing and smart retail solutions targeting
Chinese consumers, the company believes Enterprise Solutions
has strong long-term growth potential and will become a
significant gross margin contributor.
Technology has transformed marketing by turning marketing
campaigns more personalized and immersive for people and
creating ecosystems that are more integrated and targeted for
“The company helps marketers
create profiles for both current and
potential customers by analyzing
their digital traffic and purchasing
patterns, customizing their adver-
tisements, and measuring their
marketing effectiveness”
marketers.
New technology in
marketing has permeated
the infrastructure and systems on
which companies are built. In recent years, cloud technology
and artificial intelligence are a hot topic in the tech world. iClick
is well-positioned to bolster their competitive edge in the sector
while cloud-based and artificial intelligence solutions can help
enterprises transform their businesses, reduce costs, and give
them a competitive edge.
iClick Interactive has worked with several industries of different
sizes and has helped them in developing marketing strategies. In
one instance, while working with Puma, one of the best-selling
brands in the world that provides hot-sale sports apparel items.
The sportswear products available in the market are highly
homogeneous. In contrast, new products are introduced quickly,
and it is challenging to expand Puma's target group while
pinpointing the target audience precisely in a highly competitive
online environment.
Leveraging iClick Interactive’s proprietary data platform, Puma’s
target audience profile was created based on their primary
attributes, including demographics, interests, and behavior
characteristics. iClick then expanded the data pool based on the
data intelligence to widen the audience to reach further. The
campaign scooped the Best Use of Programmatic– Data
Application Award at Golden Mouse Digital Award 2018. The
results obtained were 34% more than the estimated impression,
12% more than the estimated CTR, and a 126% increase in brand
followers.
iClick has recently launched a new milestone – iActivate, the
ultimate SEM campaign management platform that connects
several ad platforms to efficient campaign monitoring and
management. It is a strong addition to the iSuite products,
including iAudience, iAccess, iAx, and iClick’s Tracking solution.
It provides intelligent market insights that address the pain points
faced by marketers to analyze and understand campaign
performance to target audiences more accurately. iNsights is
also expected to launch later this year with the primary objective
of providing marketers with audience measurement and
campaign results monitoring analysis.
iClick Interactive understands that the APAC region is expected
to be one of the fastest-growing regions within the marketplace
in the coming years. The organization intends to enhance the
competitive strengths and pursue the strategies to further
expand the business by optimizing and diversifying the client
base, expanding the audience data set, strengthening data
analytics capabilities and innovative technologies, and
extending data application across more aspects in online
marketing and beyond.
September 2020 41
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WWW.HOTBSOFTWARE.COM September 2020 43
 Response Mine Interactive:
Digital and Direct Response
Marketing Services Providers
esponse Mine Interactive (RMI) is an
industry-leading digital marketing services
firm that expertly wields data for customer
acquisition and retention. Founded in 2001,
RMI’s culture is based on integrity which
drives honest, meaningful feedback to its
customers and creates dominant online brands in the
e-commerce, healthcare, retail, travel, and home services
markets. RMI focuses on innovation, testing, and
margin-based decision-making to create breakthroughs in
volume and efficiencies that optimize ROI.
“Before starting Response Mine, I'd worked in a traditional
direct response marketing agency. In 2001, three years
after Google was founded, I realized that digital marketing
enabled a higher level of direct response than the world
had ever known,” said Ken Robbins, CEO. “That’s when I
started Response Mine Interactive, dedicated to enabling
companies selling both B2B and B2C products and
services to see the power of real-time, continually tested,
ROI-based, direct response marketing,” added Robbins.
RMI has managed some of the most extensive digital
marketing programs for businesses across healthcare,
retail, home services, and travel. For nearly 20 years,
brands have trusted RMI to scale their paid advertising
programs. Other organizations call for RMI when results
have plateaued, and the objective is efficient next-level
growth. Cutting edge technology is critical to breaking
through performance barriers. Equally important are the
seasoned media and analytics experts developing
integrated cross-channel strategies and ensuring that the
May 2020 44
Ken Robbins,
CEO
plan is well executed.
RMI is an industry leader in applying the proper balance
of automated technology and raw human insight to its
advertising programs. This is about much more than
keywords. RMI uncovers the business drivers that are
specific to the clients. Whatever the factors — lifetime value
(LTV), geography, seasonality — RMI does not rest until
they have a thorough understanding of what it takes to
grow the client’s business.
RMI believes in dealing honestly, as trusted advisors to its
clients, and being grateful. RMI recognizes employee
performance weekly, strives for excellence daily, and
always maintains integrity. The Seven Core Values have
been the guideposts to the success enjoyed by RMI, its
employees and clients.
Response Mine Interactive operates by these seven
guiding principles:
Our Word is Our Bond
We Encourage our Employees to Innovate
We Strive for Excellence
We Do Not Take Advantage of Others
We Respect Each Other’s Property
 “RMI focuses on
innovation, testing, and
margin-based decision-making to
create breakthroughs in volume and
efficiencies that optimize ROI.”

We Recognize Performance to current and prospective patients in rural locations

because they lacked access to transportation. The hospital
We Are Grateful
chose to partner with RMI to develop the digital marketing
Having worked across different verticals in the digital program to aid in the launch of their 24/7 mobile telehealth
marketing industry for 20 years, RMI has observed that app.
clients generally know what marketing is delivering from a
RMI constructed a marketing plan with the goals of
sales perspective. But often, many clients do not know how
creating awareness for the new app in the marketplace
to precisely operationalize and weaponize their marketing
and achieving an established number of app downloads
programs to achieve breakthrough results. RMI tracks and
and virtual doctor visits within the app. RMI was able to
measures everything, making it very clear which marketing
exceed weekly and overall campaign goals for both
channels are driving optimal results and which need
number of downloads and virtual visits within the app using
additional focus and attention to drive more effective and
innovative digital marketing strategies for in-app
efficient results. And RMI insists that its clients make
advertising. The results far exceeded client expectation
data-driven decisions. With the mountains of data
and RMI was able to help the client deliver needed care to
available to companies today, there is no excuse to be
its patients.
drowning in a sea of data yet starving for insights. RMI
helps its clients solve that challenge. “Predicting the roadmap for technological advances is a
little tricky. For instance, who would have predicted that
The advancements in digital marketing have been
advertisers would be able to market to consumers
non-stop and are accelerating at breakneck speed.
interested in a retailer’s product right on their phone the
Twenty years ago, RMI was excited about focusing on
moment they enter a physical store with an offer or a
optimizing and driving results for every keyword. Ten
coupon? With today’s technology, this is possible. All we
years later, RMI was excited to use social media
can really say with certainty is that RMI will continue to be
platforms to target by interests and behaviors. Today
on the leading edge of technological expansion, wherever
technology enables the company to target any person
that takes us,” said Robbins.
at the moment he/she walks into a competitor’s store.
RMI can even layer this precise location data with RMI is continuing to evolve and expand as digital
buying history and cater messages to prospects at each marketing continues to transform. With the transformation
stage in the sales funnel. It’s a really exciting time to comes the need for highly skilled digital marketing
work in the digital marketing field. resources. RMI hires smart, motivated, and innovative
employees who strive for excellence. And RMI recognizes
Response Mine Interactive works with clients to use digital
these skills and characteristics can be procured without
marketing to solve complex business challenges. In its
geographic restrictions and has expanded its footprint
work with a non-profit hospital, RMI was able to tap into
internationally. The company now recruits and works with
their mobile advertising knowledge to construct a
talent across the globe. This enables scalability and
marketing program to reach rural patients for telehealth
growth to continue, while rewarding the employees with a
services. The hospital was challenged with delivering care
much more flexible work-from-home schedule.
September 2020 45
 SanUVAire:
Say No to Corona and Yes to
Better Indoor Air Quality
and Healthy Living!

he outbreak of COVID-19 has created

awareness of our surrounding air quality
more than ever. Under this present crisis,
SanUVAire has been helping its customers fight
the war against the virus with its Ultraviolet
Germicidal Irradiation (UVGI) Systems and
re-usable UV resistant air filters. The company
Chad Sleiman,
offers customized solutions for air purification
CEO
and surface sanitization applications.

SanUVAire embarked on this venture after

learning that many people suffer from some
respiratory issue such as asthma, COPD and
other lung matters. After much research and
analysis, SanUVAire realized the essential need to
improve indoor air quality because it is five times
worse than outdoor air quality according to leading
health organizations such as: EPA, WHO, CDC, etc. Thus,
the company launched its air purification product line to
various industries but, primarily, to the public transport sector
with a concern for its vulnerable ridership. “Most of us, and
specifically public transit agencies, are not well-equipped for major
public health crises. People talk generally about air conditioning,
filtration and humidity, but people do not focus on the risks associated with
the significant contaminants in our indoor air which are re-circulated and inhaled all
the time,” says Chad Sleiman, CEO of SanUVAire. “People are contained in such small and crowded places all day,
every day, which only increases the risk of spreading airborne disease.” So it was a global idea to incorporate ultraviolet
germicidal irradiation (UVGI) technology into SanUVAire’s goal to sterilize indoor air and offer a safer and healthier
indoor environment. “We are blessed with the Sun which emits UV-C rays to disinfect our atmosphere and cleanse the
air we breathe. SanUVAire harnessed the same UV-C rays in its technology to sterilize indoor air and specifically the
re-circulated air in transit vehicles “Our solutions are specially designed with certain UV-C emittance for public transport
but also SanUVAire carries product lines for other applications including healthcare, commercial facilities and our own
homes”, adds Chad.

Encompassed in its significant experience in past years, SanUVAire worked with a Transit Agency seeking to disinfect all its
buses due to an airborne pathogen outbreak. No matter what the Agency tried, be it power washing, pesticides, or fumigating,
the issue continued to resurface. The Agency had insurance claims against it as a result so the Agency called upon

September 2020 46
SanUVAire to analyze the situation. SanUVAire ultimately The journey of this company has not always been an easy
implemented its solution which focused on the source of ride. It has faced various market challenges, but mostly,
the problem, the HVAC systems in the vehicles and SanUVAire’s challenges have revolved around educating
the public about indoor air purification and why is it so
corresponding coil disinfection. Where the air in the vehicle
was being circulated through the un-clean HVAC units and important. “Many people lack the education and
understanding of what SanUVAire stands for and what it
then continually re-circulated back into the indoor air space,
does. The primary concern of customers in the transit
it was leading to the propagating of airborne contamination
in the buses due to the fact that HVAC coils and ducts aremarket is always budget, for which it seems they are
breeding grounds for mold, bacteria and viruses and other unfortunately ready to risk their own lives” Chad states.
infectious airborne pathogens. SanUVAire fixed the Hence, SanUVAire not only makes an effort to educate its
problem at the source and helped the Agency overcome customers, but also offers its solutions at a sustainable
the issue. rate. With the flow of government funding now available
because of this current pandemic, SanUVAire is able to
The onset of the current pandemic has boosted the demand help transit agencies think proactively for the next wave of
for SanUVAire solutions and more customers are reaching the current health crisis or even the next pandemic, solve
out to leverage its technology. To protect customers  the problems with the HVAC breeding ground, and
against this airborne coronavirus, all harmful pathogens ultimately reduce the infectious spread while offering cost
and infectious diseases, SanUVAire is offering its best reductions.
SanUVAire360™ comprehensive and all-inclusive solution.
No other company offers this complete and extensive Moving forward, with its SanUVAire360™ approach, its UVGI
indoor air purification and surface sterilization packaged technology and product lines, SanUVAire believes it is
remedy or anything similar. SanUVAire has been prepared offering a significant and healthy trend for the evolving
for a pandemic and launched a streamlined, all-inclusive human lifestyle. It all can be used in advanced vehicles and
approach to address the situation from every angle. As modernized facilities. “We feel positive about our company’s
well, while keeping hygiene and safety in mind, “We also future prospects. We are poised and prepared to overcome
keep our solutions environmentally-friendly and assure any problem related to indoor air quality,” concludes Chad.
optimal performance at a lower budget,” says Chad.

“We are blessed with the Sun

which emits UV-C rays to disinfect
our atmosphere and cleanse the
air we breathe.”

September 2020 47
SPLICE SOFTWARE:
Customer Engagement is the
Key to Business Success

Tara Kelly
President, and CEO

SPLICE
Software is
continually
innovating and
upgrading its
solutions and services
to help organizations
deal with the
communication traffic
created by the current crisis
and give their customers a
better experience.

ustomer experience is the most SPLICE Software has been enabling companies to
important aspect of a successful communicate with customers in whatever channel they
business. Its’s about being their want: text, chat, email, phone, or voice-first. Leveraging the
when your customer needs you communication benefits offered by cloud technology and
and offering a seamless implementing them in the best possible way, SPLICE
experience for your customers – Software enables your organization to increase online
powered by the right and offline traffic, and sales – all while building better,
communications. Since 2006, longer-lasting relationships with your customers.

September 2020 48
SPLICE Software uses big and small date to create
seamless communication experiences. These
experiences contain multiple opportunities to capture
opt-ins which plays a huge role in digital marketing
success. “We recognized that there was a tremendous
opportunity to collect opt-in and ask customers for their
permission, through out the customer journey,” says
Tara Kelly, President, and CEO, SPLICE Software. This
helps build customer trust and makes the relationship
with your customer strong right at the roots. Knowing
that customers would opt -in and opt-out as it suited
them best, the company has also built an app called
LeaderBoard™, which allows organizations to track and
gamify the collection of cross-organizational opt-in and
opt-out. Moreover, users who select to opt-in for your
messages are genuinely interested in your services.
Therefore, capturing more opt-ins means you have a list
of engaged individuals that can be marketed to with
greater success.
The Opt-in Management platform enables marketing
professionals to track metrics like what percentage of the
customer database opted-in for emails, calls, texts, or
newsletters. This helps organizations measure what
matters, allowing them to further develop their
communication system and get real business results. The
company’s consent management platform makes sure
that organizations obey consumer privacy and express
consent before starting a communication. This enables
organizations to deploy a customer-centric approach by
communicating with their customers only when and how
they want. Moreover, the consent management platform
helps manage opt-ins and opt-outs, as well as managing
customer preferences even through minor conversations.
With such actionable reports, you can easily enhance
your communications.
In addition to their Opt-in Management platform, SPLICE
Software creates automated communication workflows to
help businesses automate regular communications such
as policy updates, appointment reminders, appointment
confirmations, and more. Using customer data to analyze
customer behavior helps organizations generate
automated communications and send them on time,
freeing businesses from spending resources on repetitive
tasks. It’s a completely integrated system that allows
organizations to leverage the best of technologically
driven customer communications without having to deal
with the technical hassle of connecting multiple systems.
“As things are changing at a rapid speed with the outbreak
of COVID-19, communication is the key to hold on to that
customer relationship that you have built over years and
to maintain your brand reputation as things quickly move
even more digital,” adds Tara. Therefore, SPLICE Software
is continually innovating and upgrading its solutions and
“We recognized that there was a
tremendous opportunity to collect
opt-in and ask customers for their
permission, through out the
customer journey,”
services to help organizations deal with the
communication traffic created by the current crisis and
give their customers a better experience. Currently,
SPLICE Software is aiding companies from different
industries to overcome customer communication
challenges generated by the social distancing norms.
With programs like RetailFastPass™ and Automated
workflows many reputed brands' are choosing SPLICE
Software as their technology partner.
Since its inception in 2006, SPLICE Software has proven its
success by driving industry-leading reach and
unparalleled communication results in industries including
retail, insurance, finance, healthcare, and non-profit. The
company is always looking out for opportunities to
enhance your customer experience and create
world-class customer engagement. With SPLICE
Software’s experienced team and their skills to manage
communication tools to offer unique custom solutions
along with powerful technology, your business will
witness a soaring success.
September 2020 49
SRX:
Data-Driven TECHNOLOGY
Platform for Managing
Pharmacy Spend
SRX was established in 2015 by a group of experts in
the long-term care (LTC) and skilled nursing space who
wanted to develop a solution that addressed the
complexity involved in managing pharmacy spend. Its
founders, who have extensive experience in
post-acute care, insurance, and pharmacy, identified
an opportunity to use technology and automation to
innovate solutions for the industry. This was
particularly true as it related to the incredible amounts
of data surrounding pharmacy bills and management
in the LTC and skilled nursing space. The next step
was building the right technology team to develop the
solution. Scott Taylor Founding Principal & CEO
explains, “The key was gaining access to all the
information like electronic health records, pharmacy
contracts, pricing databases, formularies, etc., and
figuring out a way to integrate all the data in a way that
truly adds value, provides insight, and measurably
affects outcomes and efficiencies. With the right IT
team in place we were able to tie it all together. The
final result is a technology solution that provides LTC
operators with the lowest net cost on their pharmacy
spend.”
SCOTT TAYLOR
Founding Principal
& CEO
SRX keeps its focus on developing technology
innovations for the LTC industry. As the client base has
grown, so have the number of strategic partnerships
with other key players in the industry. These
relationships keep SRX closely tied to the needs of the
industry and allow it to rapidly deploy the skilled team
of developers, pharmacists, analysts, and strategists
to solve new challenges. A great example is the recent
development of Bridge, a communication tool that
allows facilities to meet new requirements from the
Centers of Medicare and Medicaid (CMS) issued in
response to the COVID-19 pandemic. These
“SRX's solution is
designed to streamline
pharmacy management
regardless of the size of the
operator.”
requirements set out original reporting and
communication standards for LTC facilities that must
now report, often daily, COVID-19 updates to families
of residents as well as CMS. Bridge automates these
communications and sends text messages and emails
from a single source. It also offers the ability to send
surveys to visitors and employees to screen them for
COVID-19 symptoms or other health issues before
entering facilities.
Pharmacy spend is the largest cost center for LTC
operators outside labor. By implementing technology
and processes that manage this cost center, facilities
can significantly impact their bottom line and redirect
important dollars to patient care, improving facilities, or
hiring new staff. The challenge in managing costs
stems from the complexity involved in adequately
analyzing a pharmacy bill. Without a system in place
to review and identify these errors, there are lost
opportunities to obtain rebates, credits, and returns, as
well as identify areas for cost savings and waste
reduction. By automating this review process, SRX’s
technology does all the work and identifies and
submits what can be millions in annual eligible
rebates, holds pharmacies accountable to contract
pricing and terms, and provides valuable analytics and
insight in monthly reports.
Obtaining the lowest net cost requires putting controls
in place that direct the relationship with pharmacies.
Some pharmacies can 'adjudicate' claims at the
point-of-sale, meaning that they have technology
controls in place that prevent rules from being broken.
On the facility side, formularies guide clinicians in
prescribing selected drugs that often offer therapeutic
equivalents at reduced pricing or that are eligible for
rebates, Adjudication alerts notify clinicians and
suggest alternatives when off-formulary drugs are
prescribed. Other rules governed by adjudication
include minimum or maximum orders, contract pricing,
etc. However, many pharmacies are either unable or
unwilling to adjudicate, leaving facilities without the
means or ability to enforce rules proactively. To solve
for this, SRX developed a unique drug utilization
review (DUR) process that provides a monthly report
that facilities can use to implement these rules. This
monthly report serves as a backstop that allows
facilities to receive credits and issue returns for line
items that don't adhere to established rules. This
backstop is a critical tool when adjudication isn't
possible, and provides the insight and control facilities
need to better manage their pharmacy relationships.
From using innovative technologies that keep
customers active and engaged, to virtual visits with
family members, to applications that integrate with
electronic health records (EHRs), the LTC industry is
making technology advancements that are improving
the way things are done. SRX’s proprietary technology
is one example of solutions that integrate with EHRs.
SRX’s revolutionary technology provides both the
ability to have commercially-viable solutions for the
LTC setting, as well as dozens of tools and
applications built from the 'ground-up' that are
specifically customized for the intricacies of the
nursing home world. It was critical for SRX’s solution to
integrate with and access drug pricing databases.
What makes the technology so useful is that SRX is
able to distill the complexity of the industry by using
automation and expertise, and instead make
pharmacy spend management simple and intuitive.
SRX's solution is designed to streamline pharmacy
management regardless of the size of the operator.
The average operator profile has 20 facilities under
management and spends approximately $7 million on
pharmacy bills annually. By implementing SRX's
technology, clients can see an average of ~10%, or
$700k, in waste savings and improved efficiencies,
and rebates totalling more than $500k. Obviously,
these numbers are dependent on a range of variables,
but the overall effect is always a significant reduction
in their overall pharmacy spend.
By leveraging the experience of its leadership team,
they are continuing to develop new technologies and
work toward strategically solving industry challenges.
In addition to building marketable products and
services, their strategy for capturing additional market
share also includes establishing strategic partnerships
with other major players in the industry. SRX wants to
be a recognized leader in the industry, not only for
managing pharmacy spend but for much broader
concerns as well including advocating for industry
interests. Ultimately, SRX wants to be viewed as an
essential service provider and trusted industry partner.
September 2020 51
www.srx-tech.com
APiS North America:
Revolutionizing the Safety
and Risk Analysis Services
in America

Dr. Lynn M. Johnson,

President

ith its wide exposure
in the field of technology
and market assessment
experience, APIS® Infor-
mationstechnologien
GmbH, the parent company,
along with the brilliant
business plan of the two lead executives, Lynn M.
Johnson, Pharm.D. and Chad Johnson, established
APiS North America, LLC. APIS® GmbH Developers
had been consistently using the voice of its customers
to innovate the IQ-Software since its inception in 1992.
The IQ-Software was developed to meet the needs
of its customers, provide best practices, and also

September 2020 52
meet the ISO standards of the industries it serves. “The IQ-Software has been
The success of the company over the years and built to provide the best
trust gained, aided APiS North America to become and most reliable solution
the distributor of the IQ-Software for North and for companies’ quality and
South America in July 2016. Their mission is to safety programs.”
revolutionize how clients leverage FMEAs within
goals
their risk management and functional safety efforts Dr. Lynn M. Johnson
being met, an President
to improve their products and processes through
extremely robust
our innovative, high-quality software products,
solution for the latest,
expert training & consulting, and impeccable
innovative, and vast electric
attention to customer service.
vehicle projects.
In addition to being the America’s distributor of the
The APiS North America Training Program
IQ-Software licenses, APiS North America, LLC
is led by Chad, along with the great oversight of
offers innovative and, expert training, and
the company’s Program Manager and trainer,
consulting for the IQ-Software. The team works
Anthony Rodriguez. Anthony’s experience in adult
with companies where a failure in process or
learning and the ability to apply Learner
product is not acceptable. Be it a medical
Engagement Strategies has been an invaluable
procedure or device, a car’s brakes, an
asset in effectively delivering classroom and virtual
autonomous system, or a jet engine, the company
training of the IQ-Software, which is provided in
offers customized and best quality solution to
both Spanish and English. Moreover, Anthony has
every issue. Instead of simply recording risks, APiS
applied his curriculum development experience to
North America’s team and the IQ-Software work
create the APiS North America IQ-Software training
together to manage and mitigate the risks in
materials, which serve as a post-training reference
product design and manufacturing processes. "The
tool for teams, implementing the IQ-Software to
IQ-Software has been built to provide the best and
their FMEA program and providing customers with
most reliable solution for companies’ quality and
an invaluable learning experience.
safety programs,” says Dr Lynn M. Johnson,
President, APiS North America, LLC. Lynn brings vast experience in healthcare,
technology, and business, which together are
The advancement and innovation in the field of
paramount to the mission of APiS North America.
engineering over the decade have helped the
Her experience in not for profit and for-profit
company offer unique services with its direct
delivery of healthcare has offered value to the
engineering and FMEA best practices, along with
company and direction to the team. During this
the highly regarded IQ-Software. “Our Vice
hard time of the global pandemic, the company has
President, Chad Johnson, has worked to develop
been continuing operations to address their
different teams globally, using the IQ-Software, the
customer’s needs for success.
7-Step FMEA Methodology, his Six Sigma Master
Black Belt expertise, and engineering best APiS North America, LLC is continuously
practices,” adds Lynn. The IQ-Software FMEAs reviewing its strategies, plans, and employees’
have brought global teams and suppliers together needs to ensure complete affectivity of its future
to meet very lofty deadlines with the highest safety expansion.

September 2020 53
 Star Mountain
Capital:
A Comprehensive & Specialized
Lower Middle-Market
Investment Firm

Brett Hickey,
Founder & CEO

Star Mountain Capital, established in 2010, is a nearly $1.5
billion of AUM specialized asset management firm focused
exclusively on the less efficient U.S. lower middle-market by
investing debt and equity directly into established operating
companies, making strategic investments into fund managers,
and purchasing secondary fund positions. “Star Mountain is a
leading investment partner bringing large market resources
and expertise to smaller businesses. These small businesses
typically have revenues of over $10 million and EBITDA of
under $20 million, often referred to as the lower
middle-market, one of the largest segments of established
private businesses in the U.S.,” said Brett Hickey, Founder &
CEO of Star Mountain.
Star Mountain has built a distinctive platform to provide highly
selective (investing in only approximately 2.5% of the
businesses it looks at) and diversified access for investors to
September 2020 54
the return premium that Star Mountain believes is able to be
systematically generated from businesses that are established
but not large enough to be of interest to the larger investment
firms. Star Mountain’s mission is to generate excess returns
relative to risk “alpha” for investors and to create positive
economic impact and job growth in an aligned manner.
Star Mountain’s team blends the best practices gained from
experience at leading institutional investment firms with the
expertise of investing in smaller private businesses. Star
Mountain’s innovative, data-driven platform enjoys nationwide
local presence in over 20 cities to help in its aim to efficiently
originate, evaluate, and monitor high-quality businesses. The
firm is 100% employee-owned, with 100% of the team
participating in the profits of the funds, which the firm believes
furthers the culture of alignment of interest focused on
maximizing both capital protection and returns. Star Mountain
makes direct investments generally ranging from $10 million to
$100 million per company. Star Mountain also provides
investors with discrete and customizable liquidity solutions by
making secondary purchases of individual assets or limited
partnership investments in smaller private equity and private
credit funds.
Technology is making significant shifts in the way companies
are doing business, faster in some industries than in others. The
impact of technological change in the alternative investment
industry is no different, but it has generally occurred at a slower
rate than in some other sectors. As an innovator and investor in
established small and medium-sized private companies, Star
Mountain's technology is at the core of its business model, with
principles such as innovation, collaboration, and long-term
investment in team and technology.
The company has been investing in technology from the
beginning to build a competitive edge, including having a
full-time Chief Technology Officer, to invest in innovation,
scalability, and user experience for the benefit of all
stakeholders. Star Mountain has invested heavily in systematic
processes, claiming its data-driven approach has competitive
advantages across its business including sourcing,
underwriting, and monitoring investment opportunities to
managing risk and reporting to its shareholders. Star Mountain
believes the firm is built to specifically address the challenges
and opportunities of investing in established smaller
companies.
Star Mountain’s Founder & CEO, Brett Hickey, is familiar with
discipline and hard work. Mr. Hickey grew up in Northern
Canada with a father who was a high school teacher, paid for
college by working on the oil drilling rigs, was a Canadian gold
medalist in speed skating and worked part-time while
completing a joint degree in finance and accounting at one of
“ Star Mountain’s mission is
to generate excess returns
relative to risk “alpha” for
investors and to create
positive economic impact
and job growth in an
aligned manner.
”
Canada’s premier universities, McGill. He subsequently
became an alumnus of Harvard Business School by
completing the executive Owner/President Management
(OPM) program and is currently on the global board of Harvard
Alumni Entrepreneurs. As a member of Young Presidents’
Organization (YPO) for over a dozen years, life-long learning is
both a passion of Mr. Hickey and ingrained at Star Mountain.
Culture is a critical component of the firm’s long-term success
and has been named one of the best places to work by both
Pension & Investments and Crain’s New York Business.
Inspired by Mr. Hickey losing his mother to cancer at the age of
6, the Star Mountain Charitable Foundation is dedicated to
economic development and cancer research.
Amidst the COVID-19 pandemic, Star Mountain Capital and its
affiliated Star Mountain Charitable Foundation have supported
local New York City charities during this time of need and
remain connected with its stakeholders via digital media
assets. Star Mountain's team was already experienced in
working remotely and via webinar given its full-time team
members and network of senior advisors/operating partners is
spread across the country in over 20 cities. Star Mountain is
proud to have recently completed its 100th overall investment
and is actively helping companies grow and add jobs. Moving
forward, Star Mountain remains optimistic about its future and
that of its marketplace including the benefits from the aging
population seeking strategic transition and acquisition capital.
Note: Detailed award eligibility requirements for Crain’s can
be found here and for Pensions & Investments here.
Disclaimer: This does not constitute an offer to sell or a solicitation
of an offer to purchase interests in any investment product.
https://starmountaincapital.com/contact-us/careers/
September 2020 55
STELLAR CYBER:
An All-inclusive
Security Platform
for Enhanced
Protection
ybersecurity has never been straightforward.
And because attacks change every day as
attackers become more creative, defining
cybersecurity properly and understanding
what constitutes good cybersecurity is
essential. Cybersecurity safeguards the data and
integrity of computer assets that belong to or link to
the network of an organization. It aims to protect
those assets against all threat actors during a
cyber-attack life cycle.

"Our co-founder, Aimei Wei, saw that her data

science and data networking
background was a good fit for solving the
problems in cybersecurity. She
recognized that most security tools are
siloed, and as a result, there is too much
data "noise" in too many separate interfaces
for analysts to make quick decisions about
CHANGMING LIU,
spotting and addressing cyberattacks," states CEO & Co-Founder
Changming Liu, CEO & Co-Founder, Stellar
Cyber. “Too much data means more work is
needed to see the meaningful event signals and
respond in a meaningful time to stop a breach.
Aimei took a step back and re-thought how data is
gathered and analyzed and came up with an integrated
solution to address this problem, and that's how Stellar Cyber
was established in 2015. The Stellar Cyber founding team is
comprised of technology entrepreneurs with diverse backgrounds in networking, cybersecurity,
big data, and machine learning,” adds Changming Liu.

Stellar Cyber's industry-leading security infrastructure data collection, analysis, and automated
anywhere detection and response (XDR) mechanisms improve productivity and empower
September 2020 56
security analysts to kill threats in minutes instead of days
or weeks. By accepting, integrating, and evaluating data
inputs from a variety of existing cybersecurity solutions
under one intuitive interface, Stellar Cyber's Open-XDR
platform helps eliminate the tool fatigue and data
overload often cited by security analysts. “Stellar Cyber's
Open-XDR platform is the only comprehensive security
platform providing maximum protection of applications
and data wherever they reside,” states Changming Liu.
A core set of apps should work together in the Open XDR
platform. For example, if you have a SIEM, you still need
network analysis, and user or entity behavior analysis to
see the whole picture. Stellar Cyber's Open XDR platform
is well suited to customers who want to use the solutions
they want, and help them sunset or decommission what
they feel is no longer adding value to their security
operations team. Additionally, Stellar Cyber takes the
idea of "open" to mean that there should be an ecosystem
of vendors that make it easy to build a best-of-breed
solution – the organization has done that – with over 100
integrations so far, and a series of partnerships that add
automated orchestration and response to the ability to go
beyond just detection.
With each passing day and technical evolution, Stellar
Cyber’s most significant advancement is the use of
Artificial Intelligence and Machine Learning techniques to
quickly inspect and compare data from various sources to
produce actionable outcomes. Stellar Cyber uses AI
techniques to aggregate and decode data from multiple
security devices and sensors, and uses Machine Learning
to enhance the ability of the system to identify and correct
cyber threats over time.
The considerable challenges faced by people are that
customers know they have a problem, but think they can't
afford to make a change. There are too many concerns -
loss of best practices, loss of visibility. Stellar Cyber
immediately shows value by integrating data from
disparate security tools under one interface. Next, it uses
its own sensors and agents to collect other data from blind
spots that other systems miss. This helps customers
achieve higher ROI from the systems they already have.
Stellar Cyber has worked with many businesses of varying
sizes, and several problems come on the way while
dealing with those firms. Stellar Cyber has helped many
other organizations with their solutions and overcame the
challenges. CyFlare, a top 100 global managed security
services provider (MSSP) based outside of Rochester, New
York. The company wholesales managed security
services to small and mid-sized VARs, MSPs and MSSPs,
and brings value to its customers by delivering Security
Operations Center (SOC) as-a-service functionality that's
comprehensive, cost-effective, and easy to deploy.
CyFlare relies on Stellar Cyber's Starlight solution as the
core of its SOC-as-a-service offering. The Stellar Cyber
platform unifies more than a dozen different security tools
and increases their value by correlating their findings and
presenting them on a single interface.
In another instance, EBSCO Industries, based in
Birmingham, Alabama, is one of the largest privately-held
companies in the United States. It owns or helps manage
roughly 40 small-to-medium businesses across a diverse
group of industries, including publishing, manufacturing,
real estate, information services, and insurance. As
incidents of cyberattacks against SMBs began to grow,
EBSCO's board of directors wanted to tighten its security
posture, and CISO John Graham chose Stellar Cyber as
the solution for building an effective Security Operations
Center. Stellar Cyber pulls together EBSCO's disparate
sets of security tools and presents their findings under a
single, intuitive interface so analysts can quickly spot and
correct issues.
Stellar Cyber is continuously evolving in such a way as to
compare smaller incidents that look normal across the
entire surface of the attack, and using existing resources to
paint a broader image of a company's attack surface. The
principal aim of the Stellar Cyber is to add more and more
AI so that it can see more and more sophisticated threats
quicker than any other tool to ensure optimal security for
consumers from cyberattacks wherever their data and
applications reside.

“Cybersecurity safeguards the data and

integrity of computer assets that belong to or
link to the network of an organization. It aims
to protect those assets against all threat actors
during a cyber-attack life cycle.”
September 2020 57
 Quantex:
A Revolutionary Leader in Single-Use
Disposable Pump Technology

Dr. Paul Pankhurst,

CEO and Chairman

peristaltic  pumps: it  works on the principle of positive

displacement with a rotary action, so discrete volumes of
fluid (boluses)  are transported in  rigid  cavities and not
affected by pressure, viscosity, or flow rate. There is no
risk of an administrator affecting the pump performance 
(like the variability associated with loading a piece of 
efore  the birth of Quantex,  Dr. Paul
peristaltic tubing) since the pump’s only connection point
Pankhurst was the Founder and CEO of PDD,
is with a motor drive shaft. The pumps only have one
which became one of the largest product
moving part, and they are sufficiently inexpensive to
innovation consultancies in the UK.  “While at PDD, we
manufacture that they may be considered part of the
were approached by one of the largest global
primary pack. Thus, when a pack has been consumed, it is
pharmaceutical corporations who were keen to find a
replaced by a new pack with a new pump; therefore, the
more accurate and lower-cost alternative to the peristaltic
pumps never need calibrating, and the associated cost of
pump, and this is when my design team and I invented the
maintaining conventional pump mechanisms are
principles that are now deployed in all Quantex pumps,"
eliminated. Since the fluid only travels through the pump 
said Dr. Paul Pankhurst, CEO and Chairman. Quantex has
and not through any fixed parts of the machine, hygiene is
since become  the innovative leader in single-use
greatly improved, and there is zero cleaning required. This
disposable pump technology. The organization supplies
also increases flexibility to swap different fluids in and out
single-use pumps and also provides  a design and
of the same device with no cross-contamination risk.    “I
development service for custom applications.  
knew that this pump invention had enormous disruptive
The Quantex recyclable pump  is radically different to potential across multiple markets and consequently

September 2020 58
“Quantex is now on a mission to
eliminate harmful gas propellant
aerosols and replace trigger sprays and
pump canister sprays that generate
vast amounts of single-use
packaging waste.”
organized a propellant aerosols and replace trigger sprays and pump
management buy-out of
PDD so that I could concentrate all
my efforts into building Quantex," added
Pankhurst.  interest in multiple new markets worldwide.  Another
The first six years of incorporation involved a
considerable amount of R&D.  The  business  was  kept
afloat by several global companies who believed in the
technology and paid for exclusivity in their respective
fields. During this time, the organization perfected a suite
of low-cost catalog pumps, suitable for high volume
manufacture, with varying flow rates. In 2018, Quantex 
secured investment and  a  strategic partnership with
US-based firm, Vernay. There is a lot of synergy between  Since COVID-19, getting patients out of hospitals and
Quantex  and Vernay, and the latter  has a global sales
team who resell the pumps and services. This investment
has helped  Quantex  build  the  team – hiring top-level
talent, ramping up the high-volume manufacturing lines,
and continuing to invest in disruptive innovation to
showcase applications for the pumps.   and beverage sales, other industries continue to invest.
The visionary customers who have implemented
Quantex’s  game-changing technology have secured
successful market-leading positions. Still, it is not always
easy to persuade potential customers to make radical
changes involving the packaging and dispenser, and to 
support this with new marketing and sales messaging.
Often large companies find it far easier to make small
incremental improvements instead. To help overcome
these challenges,  Quantex  supports customers by
providing evaluation kits to test/evaluate  the pumps as
well as  application  engineering resources to help with
integration. However, to draw media attention and
demonstrate the pumps' capabilities and benefits,
Quantex has identified several trends across industries
and developed several turnkey device solutions.  recognition, enabling a dispensing machine to know
The most recently launched innovation is
Quantex Eco Freedom Sprayer.  The  high-pressure
pumps generate more pressure than an aerosol  can, 
producing a powerful, even spray at a button's touch. 
Quantex  is  now on a mission to eliminate harmful gas
canister sprays that generate vast amounts of single-use
packaging waste.  Quantex  has designed a device that
demonstrates this capability and has already generated
 
example is Quantex 4C – an IoT drug delivery/enteral
feeding reference platform for the medical, pharma, and
veterinary industries. Infusions or feeds are
programmable by a doctor and administered via a
smartphone app by the patient or by a caregiver.
Real-time cloud data can be monitored remotely by
doctors, and pharmaceutical companies can analyze
depersonalized data. 
facilitating remote monitoring has become a priority.
Because the Quantex 4C reference platform meets those
demands, it is receiving considerable interest. Quantex is 
fortunate to work in multiple sectors, so although the
business has been affected by a momentary drop in food
 
The  organization  is  seeing projects for enteral feeding,
wound irrigation, and drug delivery.  In the industrial &
institutional sector,  Quantex  has projects around the
precise dosing of inks and pigments and deployment of
the Eco Freedom Sprayer for sanitizing public spaces.  
In terms of technological advancements, Quantex
currently holds 90 global patents surrounding the
technology across 21 countries with 70 granted.  In
addition, considerable know-how is locked into the
manufacturing processes, robotics, and automated
assembly lines required to produce extremely reliable
pumps at low cost. Quantex pumps are often combined
with other advanced technologies to enhance
functionality. RFID chips on the pumps are used for pack
September 2020 59
which product has been loaded, automatically
displaying correct graphics on  interfaces,  and
programming the motor to run at the right speed for the
fluid dispense. This makes operation of the machine
even simpler for an administrator who is changing
packs/cartridges.   is a fully IoT connected platform. The machine houses 8 x
Quantex is currently launching the Eco Freedom Sprayer,
which broadens the markets. Still, the organization is
continuously innovating and has several product releases
on the road map for the  remainder  of 2020 and
throughout 2021:   CURRENTLY HOLDS 90 GLOBAL
◼ Making use of Quantex in-pump dilution and
mixing capability  -  where high concentrates are
mixed with filtered water, the organization will be
launching an in-pump carbonation/nitrogenation 
solution. This means that a machine can
automatically dispense any drink with varying
levels of carbonation/nitrogenation. 
◼ For  medical,  Quantex  has a Continuous Flow
Pump due for release in January 2021 for smoother
drug delivery – eliminating the pulse that pumps
naturally generate and making infusions more
comfortable.   chains in the US and is expanding into Europe and
◼ The company is also developing a pump with
an integrated flow sensor for enhanced safety,
which will be more compact and cost-effective than
two components. This will be available with an
electronic control board with pre-loaded algorithms
to reduce the customer’s development time and
cost. 
◼ Quantex has an improved model of the original
13 Series pumps, which will be released this year as 
QX-13, and a new 10mm size pump (QX-10) that will
bridge the gap between the 6 Series and 13 Series
pumps.  
◼ The organization will also be launching its own  machines and lights-out production with robotic assembly.
aseptic valve that connects to the pump outlet to
prevent bacterial ingress, which is particularly
applicable for pumping dairy products safely.  continually innovating and improving  the  products to
September 2020 60
Quantex has worked with several industries of different
sizes. One of the customers, Fresh Blends®, supported by
Multiplex® (a Welbilt company), designed a
ground-breaking, self-serve frozen beverages platform
enabled by Quantex’s recyclable pump technology that
2-gallon bags of all-natural and preservative-free
“IN TERMS OF TECHNOLOGICAL
ADVANCEMENTS, QUANTEX
PATENTS SURROUNDING THE
TECHNOLOGY ACROSS 21
COUNTRIES WITH 70 GRANTED.”
base-flavor products in a chilled compartment, each with
a Quantex pump directly attached with lines that feed up
to a single point of dispense into the cup. The pump's high
vacuum capability provides better bag evacuation, which
means more servings per bag and less waste. The Fresh
Blender® self-cleans automatically after each dispense
and blending process. Cloud data reporting is monitored
and can be controlled remotely. The Fresh Blends®
platform is a massive success in major convenience store
Australasia. The pump is a key enabler in the scaling up of
dispensers, because they provide a sanitary,
easy-to-maintain and flexible solution. With machines like
the Fresh Blender® blazing the path, Quantex is working
on the creation of another IoT platform for liquid product 
refills in supermarkets in the quest to reduce, reuse, refill.  
This business is highly scalable without the need to
increase the head-count/overheads proportionally.  The 
London-based team is comprised of brilliant people from
multiple continents.  The organization  has a dedicated
manufacturing partner, CTA, with whom they work closely
to optimize production, with state-of-the-art molding
 
Quantex is  fundamentally an innovation company  and
most of the team is focused on R&D and new business,
satisfy disruptive new applications and markets.
September 2020 61
Torchlite:
CXO Thoughts

Transforming Gig Economy

and Inspiring Women in Tech

SUSAN MARSHALL
Torchlite CEO and Founder

September 2020 62
 t hasn’t always been easy for female trailblazers in
today’s tech industry, where only 5% of leadership
positions are held by women. Susan Marshall, CEO
and Founder of Torchlite, began her tech journey
when she moved from the Midwest to California in
the early 90’s. Due to her proximity to the growing
evolution of technology on the West Coast, her interest
in the industry grew quickly.
Marketplace for Salesforce Essentials earlier this year.
This new marketplace is a way for small businesses to
access certified Salesforce Essentials Advisors
on-demand with no long-term contracts, minimums or
limits. Through the Torchlite Marketplace, Salesforce
Essentials Advisors can find work online and small
businesses get access to the talent they need to run
and grow their businesses.

After working with tech giants like Apple, Adobe and

Salesforce, Susan realized that a large number of
companies didn’t know how to get the help they needed
to unlock the immense value of their CRM software. She
was also aware of tech experts in the field that would
eagerly fill those career gaps. In response, Susan
launched Torchlite in 2015, a marketplace that enables
companies of any size to access and manage highly
sought after MarTech freelance talent from anywhere in
the world.
With 25+ years of tech experience under her belt, Susan
witnessed the industry unfortunately underrepresent,
underpay and discriminate against women. Fortunately,
a skill of Susan's has always been the ability to speak
and communicate the language of tech leaders and
engineers in layman's terms. Throughout the beginning
of her career, she would build rapport with her male
colleagues to bring products to the market. It took a
great deal of patience, but keeping her focus ultimately
led her to C-suite opportunities.
“This new marketplace is a
way for small businesses to
access certified Salesforce
Essentials Advisors
on-demand with no
long-term contracts,
minimums or limits”
Torchlite is an ambitious niche marketplace meeting the
needs of small and micro businesses while employing
highly trained freelancers. And because it’s a
freelancing platform, they create opportunities for
people to work outside the traditional office, which is a
culture that has grown immensely since the onset of
COVID-19. Torchlite freelancers are following rigorous
training courses to establish their own credentials and
value in an increasingly expansive job market.

Although 40% of all U.S. businesses are started by
women, only 3% of all venture funding is given to said
businesses. Being a female CEO and securing venture
funding for Torchlite meant Susan needed to be present
at the table and make her voice heard. Her keen
business sense and motivation to positively impact the
tech industry led to a partnership with Salesforce, which
then drove tech trailblazers to launch the Torchlite
“The advice I’d give to other women pursuing
leadership positions is to never let anyone tell you what
is and is not possible,” said Marshall. “Find your source
of inspiration and make it your north star to create your
own path. I’ve witnessed transformed lives because of
womens’ ability to work as a remote freelance
professional.”

Susan Marshall is a 25+ year technology professional, having worked at Adobe, Apple and Salesforce.
As the visionary behind Torchlite, Susan brought the first Torchlite Marketplace online in 2015 to create a
roadmap for marketers to successfully navigate the digital learning curve ahead, while giving highly
skilled, professional freelancers the opportunity to expand their own businesses. Now a Certified
Salesforce Partner, Torchlite’s primary focus is to serve businesses working with cross-cloud Salesforce
products. Susan loves technology, digital marketing and building teams of super smart people.
September 2020 63

Lisa Quarterman
CEO & President
ack in the late 1960s, health insurers began
expanding drug coverage, and they got tangled
up in the sheer volume of claims with these
prescriptions and then came to a bold business idea, why
not make a profit by processing these drug claims for
them. So, Pharmacy Benefit Managers took the messy
task out of the insurer's hand, and that is how Pharmacy
Benefit Management (PBM) was born.
Lisa Quarterman, CEO and Managing Partner of VativoRx,
has overseen pharmacy benefit management programs for
patients, TPAs, and self-insured organizations since 1993.
After many years of work in this field, Lisa Quarterman,
along with Michael Bogachek, COO of VativoRx, has
September 2020 64
VATIVORX:
Innovative and
Tailored Pharmacy
Benefit Management
Providers
established the organization by
introducing technology into the market
place to provide seamless benefits to
customers with high-level services. VativoRx
provides a quick, simple, efficient solution with
proven outcomes by combining advanced technology
with proactive clinical management in the claims process.
The senior management of the organization records over
100 years, combined in pharmacy operations and
management of pharmaceutical benefits.
“VativoRx is an innovative PBM, which develops and
operates prescription benefit programs that provides cost
savings on formulary and non-formulary medications to
the company and stakeholders, and provide service
through technically superior systems,” says Lisa
Quarterman. VativoRx works with a mission that states
‘Healthy is more than just a mindset’. It is not necessary to
be a Fortune 500 company to reap the benefits of a
dedicated pharmacy benefits management program.
VativoRx serves middle-market businesses, third-party
administrators, hospice organizations, small and large
business organizations, government, and HMOs with
pharmaceutical benefits management customized to suit
each organization’s specific needs and priorities and
members. VativoRx offers a combination of fiduciary
responsibility and sensitivity to the wellbeing of members
and concerns about a powerful influence on the
prescription drug program.

Through pharmacy benefits management, VativoRx
provides a genuine alternative to the status quo. Clients
don't have to pick between the largest providers’ size and
buying power, and the smaller ones’ versatility and agility.
Between the two, VativoRx delivers the best. The
organization puts the needs of individual clients and those
of its members at the service center. In order to enhance
health outcomes, VativoRx connects pharmacists,
physicians, and caregivers with prescription data,
providing clinical knowledge, technology, and scale to
minimize payer costs while improving member's health.
VativoRx delivers the most versatile, innovative, and
comprehensive framework for the processing of claims,
adapting with speed and accuracy practically any gain
configuration or ad hoc modifications. VativoRx claims
processing software features provide versatile flexibility
for claims management and enable robust system
management. VativoRx maximizes efficiency and service
delivery through a strategic collaboration that provides
forward-thinking and scalable clinical management
approaches and cutting-edge technology to achieve
current and future goals in program management. The
integrated model includes all those participating in the
continuum of care, including the representatives of the
company and the physicians and pharmacists who
represent them.
The company was established six years ago, and as every
new company faces challenges while building and making
it a name, VativoRx was not an exception for the same. The
founding members were not known as someone’s who are
going to give up, so they went on and overcame the
challenges by educating people and giving them a chance
to interact and know about the facilities. People are
usually afraid of change because they fear the unknown.
VativoRx has established and proved its name by making
people trust their brand and providing innovative solutions
for its members.
“VativoRx is an innovative PBM, which
develops and operates prescription
benefit programs that provides cost
savings on formulary and non-formulary
medications to the company and stake-
holders, and provide service through
technically superior systems”
VativoRx has developed an innovative, web-based cloud
management app, which is the proprietary software of the
organization. VativoRx's mobile app offers valuable
resources and knowledge for the members to ease their
involvement in the management of their wellbeing through
their prescription benefits. When participants set out their
profiles and mark themselves as qualified, they are
encouraged to take charge of their therapy cost
management. The key feature of the mobile app is to
make it easy for members to access accurate and
individualized data.
The convenience and flexibility of the mobile app enable
members to locate pharmacies in a specific area with zip
code search or current location and view the detailed drug
information, review their prescription history in detail and
retrieve current claims in order date and perform price
comparisons and identify lower-cost generics using the
trial transaction functionality and refill prescriptions by
voice.
In an innovative approach, VativoRx has helped the
patients inside the jail by aiding them with their
prescription formulations and also provided them with
alternatives of medications. While processing the
prescriptions of patients through VativoRx, the company
ensures it collects all the possible rebates associated with
qualifying prescriptions. VativoRx offers innovative,
proactive, and targeted solutions to its members and
ensures rebate management.
VativoRx has more than tripled the client base in limited
time and has hired exceptional employees to provide
services in a much innovative and profitable way. The
organization has hired additional Sales Professionals
throughout the country and plans to acquire new
customers, and continue to grow it’s National client base.
VativoRx is making the world a better place, with one
prescription at a time!
September 2020 65
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September 2020 66 SanUVAire.com
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September 2020 67
 preserving data ecosystems

September 2020 68
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