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A Monthly Journal for Venture Partners and Enterprise Software Executives
April 2004
In This Issue
Special Message from Angel Mehta, Sterling-Hoffman
Venture Profile: David Lane, Diamondhead Ventures
CEO Spotlight: Abe Kleinfeld, nCircle
Want to Win? Forget YOU Exist
The Next Wave of Software Business Strategy
Software M&A - A Glimpse into the First Quarter
Executive Job Listings
Software Sales Jobs
Hiring Software Sales People can be FAST and EASY.
Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs to hire world class software sales professionals.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
Special Message from Angel Mehta, Sterling-Hoffman
Dear Friends,

Reminder: Software CEOs, Entrepreneurs, and Senior Executives will want to take a serious look at the 'Growth & Exit Strategies for Enterprise Software' event in San Francisco, held on May 25/26.

This event is for anyone with an interest in understanding how to bring about successful liquidity events (M&A / IPO), or for those entrepreneurs seeking to raise venture capital financi in the near future.

Senior Executives and Investors from the likes of Pequot Ventures, Warburg Pincus, Corum Group, Yahoo, and Hyperion will be participating.

Hope to see you there,

Angel Mehta
Managing Director
Sterling-Hoffman Executive Search
www.sterlinghoffman.com
'Building Software Companies...One Leader at a Time.'



Venture Profile: David Lane, Diamondhead Ventures
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
When David Lane co-founded Diamondhead Ventures in 2000, part of the plan was to extract golden opportunities straight out of Academia. Angel Mehta, Managing Director at Sterling-Hoffman, chats with David Lane about the challenges of evaluating first-time entrepreneurs, the value of having a world-class partner network, and why every engineer needs a tour of duty in the Sales arena.
Read full article >>

CEO Spotlight: Abe Kleinfeld, nCircle
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
nCircle has quietly become a major player in the rapidly growing market for network security solutions, and it's CEO has never been more optimistic. Angel Mehta, Managing Director at Sterling-Hoffman, talks to nCircle's Abe Kleinfeld about letting go of 'ego', the evolution of network security, and why in a former life he once worked for months without being paid.
Read full article >>

Want to Win? Forget YOU Exist
By Mark Fitzpatrick, Partner, Sterling-Hoffman Executive Search
It has destroyed more startups than Microsoft. It has brought market leaders to their knees. And no one is immune. Venture Capitalists and Entrepreneurs... Sales Executives and Technical Managers alike will all confront it at some point: Ego. Before we can fix it, we have to understand where it comes from. Mark Fitzpatrick, Partner at Sterling-Hoffman, discusses precisely how 'ego' develops and why getting rid of it may be the next stage of evolution in the never-ending pursuit of competitive advantage.
Read full article >>

The Next Wave of Software Business Strategy
By M.R. Rangaswami, Co-founder, Sand Hill Group LLC
More than 1,100 executives packed the San Francisco Marriott last month for Software 2004, the first-ever industry-wide conference devoted to the enterprise software business. Dozens of speakers and panels presented their thoughts on the state of the software industry today, and where will go over the next several years. Sand Hill Group co-founder M.R. Rangaswami reviews the key findings from the event, including insights from presentations by Ray Lane (Kleiner-Perkins), Geoff Moore (Author, 'Crossing the Chasm'), and Sanjay Kumar (CEO, Computer Associates).
Read full article >>

Software M&A - A Glimpse into the First Quarter
By Ken Bender, Managing Director, and Allen Cinzori, Vice President, Software Equity Group LLC
The opening months of 2004 saw a continuation of the momentum that characterized the software industry in the closing months of 2003. Buyers were primarily public software companies seeking strategic acquisitions in response to market demands and competing players. The first quarter of 2004 saw some spectacular multiples reflecting steady improvement in valuations over the past 15 months. In terms of M&A dollar volume, the $12.6 billion spent on software company acquisitions was up 7.7% from Q4 2003 and up 4.1% from Q3 2003.
Read full article >>


Executive Job Listings
8771M - VP of Sales Bay Area
A privately held financial applications software company requires a VP of Sales that understands how to drive early customer traction. Ideal candidate will have successful early stage company experience, defined as growth from $0-20m+, and expertise in selling complex enterprise solutions to CFOs and their departments.

9056J - VP of Sales Boston, MA
Our client is a leading vendor of Product Lifecycle Management solutions for the process manufacturing industry. Reporting into the CEO, the VP North American Sales will be responsible for continuing to grow the customer base in North America. Critical requirements include extensive experience selling into process manufacturers (plastics, paints, compounds etc.) and a minimum of 5 years in a VP Sales capacity managing a minimum of $20M in revenue. Early to mid-stage company experience a must.

8003M - VP of Business Development NY
A privately held infrastructure software company with premier venture backing requires a VP of Business Development that understands how to drive effective, revenue centric partner programs. Must have a track record of building high impact relationships with OEM partners, ISVs and large/boutique Systems Integrators. Prior experience in the integration solutions space highly desired.

8902M - VP of Sales Bay Area
Early stage integration software vendor requires a seasoned sales executive to initiate early customer traction and build a high quality sales organization from the ground up. The ideal candidate will have a minimum of 7 years senior level management experience, a track record of success in start-up environments and significant domain expertise in selling enterprise class infrastructure software solutions.

9127M - VP of OEM Sales Bay Area
An early stage Content Management software solutions provider is looking to acquire a high-performance VP of OEM Sales with an extensive background in bringing enterprise solutions to market via ISV partners. Candidates with a majority of their experience driving business via non-ISV OEM channels will not be considered.

8871A - VP of Sales West Coast
Early Stage front office applications software company targeting high-tech vertical, with several referenceable, Fortune 500 customers and solid venture backing seeks a Vice President of Sales to scale the organization. MUST HAVE prior experience with market leading CRM or front-office applications vendor (i.e. Siebel, Epiphany, Broadvision, Vignette, Clarify, Oracle, etc.) and MUST have experience in early stage environment.



To apply for any of the above openings, please send one email to jobs@sterlinghoffman.com. Please include full job titles.

Note: We appreciate all submissions, but only qualified executives will be contacted. All senior sales executives are encouraged to post resumes on www.SoftwareSalesJobs.com







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