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A Monthly Journal for Venture Partners and Enterprise Software Executives
Vol. 1 No. 9
In This Issue
Venture Spotlight: Amal Johnson, Lightspeed Venture Partners
CEO Spotlight: Tom Noonan, Internet Security Systems
Killing The Platform Legend
Bruce Lee says your new VP Sales will Fail.
Leadership Under Crisis
Software M&A - Q1 in Review
Executive Job Listings





Venture Spotlight: Amal Johnson, Lightspeed Venture Partners
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
Having successfully climbed the ranks at supply chain software leader BAAN (where she would eventually serve as President of the Americas), Amal Johnson found a new challenge in the world of early stage venture investing after joining Lightspeed Venture Partners in 1999. All of a sudden, the rules of the game changed: for the first time, winning meant slowing down. Angel Mehta, Managing Director at Sterling-Hoffman, talks with Amal Johnson about the transition from 'Leader' to 'Coach.'
Read full article >>

CEO Spotlight: Tom Noonan, Internet Security Systems
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
While most software companies continue to struggle, enterprise security is one of the few sectors left that continues to expand - and red hot Internet Security Systems (ISS) is leading the charge. Angel Mehta, Managing Director at Sterling-Hoffman, talks to CEO Tom Noonan about growth strategy, an entrepreneur's Christmas, and the emergence (finally) of enterprise security as a mission critical priority.
Read full article >>

Killing The Platform Legend
By Michael Tanner, Managing Director, The Chasm Group, LLC
The world seems to think there is a well-known process for creating rapid adoption of technology products. The story would read like science-fiction had it not been loosely repeated over the years by such leaders as Cisco, SAP, Microsoft, Autodesk, Oracle, Peoplesoft, Siebel, Intel, and a host of other popular technology companies. In fact, by hiring successful people from companies such as these it can be easy to get the impression that by following the cookbook, success is assured. But here is an important truth to think about: history is written by the winners.
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Bruce Lee says your new VP Sales will Fail.
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
What does investing in the stock market have in common with hiring a VP Sales? It's the fact that enormous amounts of due diligence up front in both cases often yield the same results as throwing a dart. Enterprise software CEO's considering a strategic hire at the executive level should pay serious attention before they buy in to a search firm's promise to deliver 'only the best'. Paraphrasing Bruce Lee, Sterling- Hoffman's Angel Mehta offers a sobering & controversial commentary on why the success mantra 'Hire only A+ players' is flimsy at best, and how enterprise software companies can increase the chances that the next executive hire will actually succeed.
Read full article >>

Leadership Under Crisis
By Kaleil Isaza Tuzman, Managing Partner, Recognition Group, LLC
To paraphrase Justice Stewart, flawed leadership is one of those things you know when you see. You don't have to be a corporate restructuring professional to be able to pick out a CEO in denial (a quick perusal of daytime business cable TV should do the trick) or a company embarking on a quixotic new market strategy while ignoring its most basic failings in client service. But as someone who is interested in helping a business navigate an operational or financial restructuring, what sorts of personalities in the executive suite can impede progress? What traits do you look to avoid? And, ultimately, what do you do about it?
Read full article >>

Software M&A - Q1 in Review
By Ken Bender & Allen Cinzori, Software Equity Group
Contrary to the overall economy, the software industry showed some encouraging signs over the quarter. Still, M&A activity, which strongly correlates with the economic environment, faced its share of challenges during the quarter, slowing considerably as world affairs put many buyers and sellers on a temporary holding pattern.
Read full article >>






Executive Job Listings
VP Americas North East
Mid-level front office applications vendor with over $30m in revenue seeking a world class enterprise software sales leader to take leadership over 150+ employee organization including sales, pre-sales, and alliances functions. For consideration, candidates must have previous experience managing organizations of at least $100m. Candidates that have changed jobs on more than 3 occasions over last 5 years will not be considered.
Apply to: amehta@SterlingHoffman.com

EVP Sales Bay Area, CA
Supply chain software company with a strong customer base and top tier investors seeking an EVP Sales to add both strategic impact and excellence in execution. Candidates must be interested in and capable of personally selling prior to building a team. Domain expertise in Hi-Tech Manufacturing, Retail and CPG as well as past successes in young company leadership are essential.
Apply to: MHF@SterlingHoffman.com

SVP Sales Bay Area, CA
Enterprise collaboration applications firm looking for a seasoned sales leader with a demonstrated track record in growing revenue from under $5M to over $50M. Contacts at F500 Discrete Manufacturing companies a must. Past achievement with leading PLM software companies (i.e. MatrixOne) and international indirect channel experience are significant assets.
Apply to: MHF@SterlingHoffman.com

VP Sales North East
Early stage enterprise security software vendor seeks VP Sales that possesses superb rolodex within key financial services accounts on wall street as well as at least 4 years selling in a pre-chasm environment to technical buyers. Ideal candidate will have some tenure with leading security software vendor such as ISS, Verisign, RSA, or Symantec. Candidates that have changed jobs more than 3 times in the last 5 years will not be considered.
Apply to: jcf@sterlinghoffman.net

EVP Sales Bay Area, CA
Early stage Knowledge Management software company looking to acquire a high-performance VP Sales with a lengthy track record of success in building sales teams around early adopter solutions. Candidates must be able to demonstrate past achievement in securing early customer wins while providing well thought out, prioritized feedback to product development.
Apply to: MHF@sterlinghoffman.net

EVP Sales Boston, MA
Young Knowledge Management software firm with world class venture capital financing seeking an experienced VP of Sales to drive the company past beta stage. For consideration candidates need to have successful past experience in building young businesses from zero to $20M. The ability to create compelling CXO value propositions is essential.
Apply to: MHF@sterlinghoffman.net

VP Marketing West Coast
Middle market enterprise applications vendor with revenue approaching $100m seeks a senior marketing executive that has held VP-level marketing role with at least one billion dollar ISV over last 5 years. Experience working with wall street and investors is critical. Technical degree preferred due to nature of corporate culture. Candidates that have changed jobs on more than 3 occasions over last 5 years will not be considered.
Apply to: jcf@sterlinghoffman.net

Note: We appreciate all submissions, but only qualified executives will be contacted.






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