I was with my uncle Charlie at EDS yesterday catching up on a variety of things. I always pick up a handful of pithy thoughts from him – it’s one of his “special magic leadership” traits – boil the thought down to a simple, clear idea. We spent a lot of time talking about cost leverage, as it’s one of the ways that EDS gets healthy over the long term. Charlie’s pithy thought of the day is that there are healty cost reductions and unhealthy cost reductions. You can always cut of an arm and a leg and lose 50 pounds. Or – you can start jogging and doing pushups.

After posting Sales Tools – Keep Them Simple (e.g. A Heat Map) I got a couple of comments saying “show an example.” (Now that’s a great example of NOT keeping it simple – I’ll verbally describe things instead of graphically showing you the example – duh… sorry about that. I bet you wouldn’t believe me if I told you that I’ve read Tufte’s The Visual Display of Quantitative Information.) The heat map above shows you that we have Company_1 and Company_3 as customers, we’ve pentrated Company_1 really well but have some work to do on Company_3, we should be making good progress on Company_2, and we’ve got a long way to go on Company_4 and Company_5. I also think MikeL should spend some time with JimR figuring out how to pentrate a Division_2 type customer and MaryB should probably spend some time with JimR also talking about Division_3 type customers, especially in Europe.

I was sitting in a meeting yesterday with one of our companies and saw a very compelling sales presentation. The company has developed good sales momentum in a specific vertical market (life sciences) and the CEO has focused the sales organization (6 direct sales people) on this market. Rather than show leads by sales person with contrived forecast numbers and ratios, the CEO showed a heat map of the top 40 target customers (in two separate charts – top 20, second 20). For each company, he sorted by number of potential seats, listed the sales person that owns the account, and the geographic location of the company.

NewsGator just released a production version of their Movable Type posting plug-in. It joins a bunch of other posting plug-ins including TypePad and Blogger. With this, you can post directly to your blog from within Outlook using all the normal Outlook editing features such as bold, italics, and colors. Lists are easy also: Just like sending emails. Formatting is automatic. Bullets are pretty. Using the plug-in, posting is as simple as sending an email, which is especially convenient if you live in Outlook like I do.

I’ve been enjoying watching my Feedburner stats increase steadily. However, recently I put a web stats package on my web server to see what was going on. I was completely surprised to see my “old” RSS feeds (the defaults from my Movable Type installation – index.xml, atom.xml, and index.rdf) showing up as frequently visited pages. Dick Costolo at Feedburner called me a knucklehead (in a kind and generous way) and pointed me to the solution on their site. Since I’m a Linux-lameo it never occurred to me that I needed to either delete or redirect my old files since (a) I didn’t realize they were there and (b) it didn’t occur to me that all the random feed readers in the world would pick up different RSS feeds (rather than the one that I wanted folks to get – my Feedburner one.)

NewsGator announced that they closed their second round of financing today. They also added two executives to their management team – Sandy Hamilton (EVP Sales and Business Development) and Mark Nass (VP Finance and Adminstration.) When we made our seed investment in NewsGator in June, we didn’t expect to start raising another round until January and didn’t expect to close it until late Q105 / early Q205. However, I’ve been completely blown away by the progress NewsGator has made since we invested. There are occassions as a VC where you do an early stage deal hoping you’ve got something huge (every deal) and then wake up one day and realize you’ve really got something huge (very few deals.)

I attended the NACD Colorado monthly event today in Denver. It was moderated by Mike Platt of Cooley Godward (one of my primary attorneys) and was a good moderated panel discussion on “Board issues dealing with VC directors.” The board had an entrepreneur (Jim Lejeal – CEO of Oxlo), a VC (Don Parsons – Appian Ventures), and a VC general counsel (Jason Mendelson – Mobius Venture Capital) on it. Jim, Don, and Jason put on a good show.

Ok – Amy’s been making me watch too much Jeopardy these days (although I’ve had a blissful week off from it since I banned TV from this trip.) Fortunately, I can read while it’s in the background (plus Ken just wins all the time – what’s the fun of that.) So – I picked up Getting Everything You Can Out of All You’ve Got with my typically cynical point of view toward marketing. As I wrote in my post Your Marketing Sucks (the title of my favorite marketing book to date), I expected very little from this book even though it was recommended in a comment to the forementioned post by Troy Angrignon (who I don’t know, but did appreciate the comment.) Troy highly recommended this book so it went into the “read some day pile.”

My official best book of Thanksgiving week is Hackers & Painters by Paul Graham. I know Paul Graham indirectly through his role as founder of Viaweb, which was bought in 1998 by Yahoo! for $49m in stock. Viaweb was a startup in Cambridge that was down the block from NetGenesis (when I was chairman) and was part of the first wave of Cambridge/Boston-based Internet companies. While I never knew Graham personally, I’d heard that he had a provocative personality (“provocative” in a good way – typical of the Cambridge / MIT / Harvard software set.) A look at his web site confirms this.