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Published in U.S. 1 Newspaper on January 26, 2000. All rights

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Partnering with the Bull: Merrill’s Online Strategy

One of the marvelous things about the Internet today,

says Frank Zammataro, is how Fortune 500 companies are working

with smaller companies to enhance their online strategies. He will

discuss these E-alliances and other aspects of the digital economy

as the keynote speaker for New Jersey Technology Council’s Capital

Conference on Friday, January 28, at 8 a.m. at the Marriott. As first

vice president and senior director of strategic technologies at

Merrill

Lynch, Zammataro was one of those who jumpstarted Merrill Lynch’s

online presence. Cost: $135 including breakfast and lunch; call

856-787-9700.

Also on the program: Caren Franzini, executive director of New

Jersey Economic Development Authority, who will moderate a symposium

on Financing Technology Companies. Her panelists include Peter

Ackorey, Drinker Biddle & Shanley LLP; Richard Carmichael,

senior managing director, Capital Markets Group, Summit Bank; Steve

Hobman, senior vice president of Progress Bank; and Christopher

Svastano, director of business development, PSEG Energy

Technologies.

David Sorin, managing partner of Buchanan Ingersoll PC,

discusses

the secrets of doing an Initial Public Offering (IPO) with Skip

Braun, a partner at Arthur Anderson LLP; Gregory Burkus,

managing director of Deutsche Banc Alex Brown Technology Group; and

Bob Olanoff, CFO of RecruitSource. Steve Cohen of Morgan

Lewis & Bockius LLP, moderates a symposium on DPOs (Direct Public

Offerings): Offerings on the Internet (with no "middle man").

The panelists include Tom Gallagher of Gallagher Briody &

Butler;

Barry Abelson of Pepper Hamilton LLP; and Ed O’Connell

of Wiss & Company LLP.

Zammataro majored in political science and communications at St.

John’s

and has a master’s from New York University. He joined Merrill Lynch

in 1979 and is known for creating the company’s online program,

askmerrill.com,

and E-commerce websites. He is responsible for making strategic

digital

alliances for various divisions of Merrill Lynch.

"One of the true signs of a successful company, whether you are

big or small," says Zammataro, "is how you are learning to

deal with the respective third party on the other side. As a small

company you want to learn how to create something that could be

attractive

to a company like Merrill Lynch. A company like Merrill Lynch can

make a strategic investment in the small company and build credibility

in the online environment."

"It is less of a science and more of an art for large and small

enterprises to learn how to work together," he says. But it could

pay off: "Merrill Lynch wants to find the diamonds in the rough

to add value to our online strategy."

"As part of our overall dotcom development activity, we have

created

a new unit, E-alliances and E-investments, to get a broader view of

what kind of relationship a firm needs to have with dotcom entities.

We want to work with different, new, emerging communities, and to

have a diverse portfolio of relationships."

Merrill Lynch has been doing a considerable amount of pre-IPO

investing,

and it has an equity fund, "so when we do find a firm we like,

we will pursue a small investment." In particular, Zammataro is

looking for companies that can bring "pervasive computing,"

allowing consumers to hook up to the Web from anywhere at anytime.

Another target: companies that can deliver "broadband," bigger

pipes for audio and video and massive data files.

To judge whether you are dealing with a savvy investor, ask about

the track record. Zammataro made a great pick early on: early on he

put the Bull’s money into Real Networks, then known as Progressive

Networks. That’s the company founded by the Microsoft expatriate,

Rob Glaser. Now Glaser has nearly cornered the market on streaming

audio.


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