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The Monthly Journal for Venture Partners and Enterprise Software Executives
April 2006
In This Issue
CEO Spotlight: Janice Anderson, Onyx Software Corporation
Software Buying Has Changed - Will Vendors Follow Suit?
You Vote: Which will be the hottest enterprise software vertical in 2006?
Corporate IT Security Resources are Wasted!
Achieving Breakthrough Growth: From Ideas to Execution
Software M&A - Acquisition Spree Continues
Executive Job Listings
Software Sales Jobs
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CEO Spotlight: Janice Anderson, Onyx Software Corporation
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Onyx Software began its re-emergence in the enterprise CRM software market when it named the former head of Lucent's CRM Solutions unit as CEO in mid 2004. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Janice Anderson about managing a company out of survival-mode, and why there's still room to grow in the market for customer relationship management software.
Read full article >>

Software Buying Has Changed - Will Vendors Follow Suit?
By Olin Thompson, Principal, Process ERP Partners
Software and services vendors talk about agility. They talk about keeping an eye on the market and meeting the needs of the customer. However, do they take their own medicine? How an enterprise buys software and services has been changing. Buyers are smart about buying technology. They are skeptical, risk adverse, and tighter with their budgets. What are those changes, why did they happen and what does it mean for the both the buying enterprise and the selling vendor?
Read full article >>

Which vertical will be the hottest for enterprise software in 2006?

Healthcare/Life Sciences
Financial Services
Corporate IT Security Resources are Wasted!
By Al Payne and Jim Litchko, Internet Security Experts
Thirty percent of IT Security resources are wasted, because of the inappropriate approaches that are used to review a corporation's IT security needs and the misunderstanding of the roles and responsibilities for each of the key players: executives, IT managers and IT security professionals. Effective IT security programs are achieved when the IT manager is open, honest, motivated and realistic about the IT security status. This begins with conducting a practical system security assessment and ends with providing adequate safeguard options to reduce risk to an acceptable level for the business.
Read full article >>

Achieving Breakthrough Growth: From Ideas to Execution
By Vijay Govindarajan and Chris Trimble, Professors, Tuck School of Business
How can companies simultaneously excel at today's business while building tomorrow's? It is a delicate organizational task. But new principles based on five years of research show that established organizations can build new futures when they design breakthrough new business units so that they can forget, borrow, and learn. Creating the future requires both breakthrough ideas and breakthrough execution. Ideas are crucial, but even the best ones are speculative.
Read full article >>

Software M&A - Acquisition Spree Continues
By Ken Bender and David Legacki, Software Equity Group, L.L.C.
2005 saw 1707 North American software industry mergers and acquisitions, up 5% over 2004. The first quarter of 2006 shows no letup, as large and midcap software companies compete for acquisitions, which will drive top-line growth and leverage their market presence.
Read full article >>

Top Interviews Top Articles

Executive Job Listings
9111K - SVP of Field Operations Northeast
Candidate must have at least 10 years of enterprise applications sales experience, preferably within front office segment. Ideal candidate will have served as VP of Sales in past, managed at least $75m revenue unit for period of 3+ years, and have at least one successful tenure at market leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.

4772C - VP Business Development Northeast
An early stage client, specializing in security solutions that protect against Zero Day Attacks is looking for a VP of Business Development to build from scratch all Channels, Alliances and Partnerships with ISVs and SIs. The company has received special attention and investment from the Department of Homeland Security. Candidates must have a security background, have carried a quota and worked for a start-up.

8902M - VP of Sales MA
Early stage wireless security solutions 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 the security software space.

7761A - Chief Marketing Officer Bay Area
A leading developer of logistics management and supply chain software solutions is seeking a Senior Marketing Executive. The ideal candidate will have led all facets of software marketing (including product marketing, marketing communications, investor relationships, and field marketing) for a software company that has achieved at least $100m in revenue. Candidates with some tenure at companies such as: i2, SAP, Peoplesoft, Lawson, Manugistics, Oracle, or another 'mega-suite' vendor are preferred.

8309K - Chief Executive Officer Southeast
An early stage infrastructure software venture with a foothold in the Banking and Insurance markets is in need of an accomplished Chief Executive Officer who will be responsible for overseeing new client generation, product direction and the building of a professional team. A track record in scaling from $1m to over $20m is essential as is extensive domain expertise in the enterprise space.

9005J - VP of North American Sales Boston, MA
A semi-established vendor of PLM solutions requires a VP North American Sales to manage and improve an established sales and services organization. The ideal candidate will have experience managing a revenue base of over $30m, and have a rolodex in the automotive, semiconductor, manufacturing & production industries. A background selling PLM, ERP, SCM or procurement solutions is preferred.

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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