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A Monthly Journal for Venture Partners and Enterprise Software Executives
Vol. 1 No. 13
In This Issue
A message from Angel Mehta, Sterling-Hoffman
Venture Spotlight: Geoff Moore, Mohr-Davidow Ventures
CEO Spotlight: Bob Dutkowsky, JD Edwards
The Multi-Enterprise Market
The Next Generation of Analytic Software
Software M&A: Q3 in Review
Executive Job Listings
Software Sales Jobs


A message from Angel Mehta, Sterling-Hoffman
Dear Readers,

I wanted to take a moment this month to call your attention to two special event series that, in my opinion, deserve time on your calendar.

The first is a series of "Teaminars" for CEO's and their management teams, hosted by Pat Lencioni - author of Businessweek bestseller, "The Five Dysfunctions of a Team". I have long been a believer in the principles advocated by Pat's firm (The Table Group) and would advise any CEO concerned with building a world class management team to give it serious consideration. Visit: www.tablegroup.com for more information.

The second event is focused on Post Recession strategies for enterprise software companies, hosted by World Financial Symposiums. It features, among others, Jim Maikranz of Bain Capital. One of my favorite speakers, Jim was formerly SVP of Global Sales with SAP America and SVP of Worldwide Sales with JD Edwards. More information is available at: www.worldfinancialsymposiums.com

Kindest Regards,

Angel Mehta
Managing Director
Sterling-Hoffman Executive Search

Venture Spotlight: Geoff Moore, Mohr-Davidow Ventures
By Angel Mehta, Sterling-Hoffman Management Consultants
Phrases like 'Crossing the Chasm' and 'Inside the Tornado' have become staples of software CEO vocabulary; so deeply embedded into high tech strategy that no business plan seems complete without a section on how to solve the problems they represent. In the first of this 2 part interview, Geoff Moore talks to Angel Mehta about the challenges of corporate transformation, competing in a maturing market, and the human challenges of redefining a software company throughout various stages of market evolution.
Read full article >>

CEO Spotlight: Bob Dutkowsky, JD Edwards
By Angel Mehta, Sterling-Hoffman Management Consultants
JD Edwards (recently acquired by Peoplesoft) has made headlines thusfar in 2003 primarily for it's M&A activity, but under it's latest CEO's tenure, the company beat Wall Street's expectations for six consecutive quarters. Mentored by the likes of Lou Gerstner and Mike Ruettgers, Bob Dutkowsky was brought in by co-founder Ed McVaney to help restore JD Edwards to prominence in enterprise software. Angel Mehta chats with Bob Dutkowsky about the growing up in an IBM town, the importance of focus & execution, and replacing a legend.
Read full article >>

The Multi-Enterprise Market
By Michael K. Tanner, Managing Director, The Chasm Group
Incredible opportunity continues to exist in the enterprise software market, but the model has completely changed. In years past, common software sales wisdom dictated the importance of first creating customer references within a niche, then leveraging those success stories into other markets. But what happens when customer success depends not on user adoption, but multi-enterprise adoption? In today's market, the solution is the network - and the consequences for enterprise software companies are immense.
Read full article >>

The Next Generation of Analytic Software
By Anita Rao, Vice President, Garage Technology Ventures
Rapidly changing business conditions are driving the demand for a new generation of analytic software, making it an area ripe for innovation and investment. Now, more than ever, managers of both large and small corporations require real-time visibility into business operations and the ability to react immediately to a dynamic business environment, or they risk paying a penalty-like writing off inventory, or losing orders due to stock outs. In addition, new corporate governance requirements have increased the pressure on executives to build transparency into all aspects of their business activities. Thus, the growing need for a new breed of analytic software to help achieve the Intelligent Enterprise.
Read full article >>

Software M&A: Q3 in Review
By Ken Bender & Allen Cinzori, Software Equity Group
Software M&A activity continues to gain momentum, driven by industry consolidation, strategic acquisitions and smaller public companies going private. Oracle's hopes for a quick acquisition of PeopleSoft have been stymied by poison pills, antitrust issues and continued opposition by PeopleSoft's board. PeopleSoft did, however, manage to consummate its purchase of J.D. Edwards, closing the transaction in mid-July. Other acquisitive enterprise software vendors included Epicor, Business Objects, Hyperion, Actuate, and Lawson Software. Overall, software M&A is on track to reach 400 deals by the end of the third quarter, a substantial improvement over Q2's 300 deals, and the 272 deals consummated in Q1.
Read full article >>

Hiring Software Sales People is EASY (and cheap).
Does your HR Manager know about SoftwareSalesJobs.com? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs.com to hire world class software sales professionals.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.



Executive Job Listings
Vice President of Sales North East
Early stage enterprise security software vendor seeks VP of Sales that possesses at least 4 years of experience leading and selling in a pre-chasm environment. Ideal candidate will have built multi-channel organizations, with an emphasis on direct, and will have successful tenure with both start-ups and leading security or infrastructure software vendors.
Apply to: mhf@SterlingHoffman.net

Vice President of Business Development NY/NJ
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 an executive track record of building high impact relationships with leading vendors of infrastructure and network management software (i.e. HP, Computer Associates). Candidates that have a background in building programs exclusively around systems integrator or consulting partners are not a fit for this opportunity.
Apply to: mhf@SterlingHoffman.net

Vice President of Sales North East
A rapidly growing business intelligence firm with excellent customer traction is seeking a VP of Sales to execute on an enterprise focused go-to-market strategy. Must have successful expereince in leading high performance global teams. A track record of crafting compelling value propositions aimed at CXO level buyers is critical as is the ability and desire to be hands-on.
Apply to: mhf@SterlingHoffman.net

Senior Vice President of Worldwide Sales Open Geography
A $50m front office enterprise software vendor leveraging an ASP delivery model requires a Senior Vice President of Global Sales to lead it to the next level. In order to be considered, a candidate must have built or successfully managed a $200m business unit, gained some tenure with a market leading enterprise software company (such as SAP, Oracle, Siebel, I2, Peoplesoft, etc.), and preferably have exposure to functions like professional services, marketing, and/or alliances as the successful executive will ultimately own global field operations for the company.
Apply to: mhf@SterlingHoffman.net

VP Operations Mid-Atlantic
$90M market leader in asset management & integrated procurement software seeking an accomplished operations leader to head up world wide sales, service delivery, human resources and possibly other functional areas within the company. Candidates must have experience managing operations at an established ISV and must also have field experience in manufacturing plant environment. Emotional maturity and a positive attitude are necessary. A technical degree would be helpful, but not required.
Apply to: jcf@SterlingHoffman.net

VP US Sales Bay Area or North East
$100M publicly traded ISV in the business intelligence space requires a highly accomplished sales leader to manage the North American sales organization including direct sales and strategic alliances. The ideal candidate will have a minimum of 7-years national or international sales management experience including tenure at both early-stage and market leading applications vendors. Candidates must have managed organizations of at least 40 employees and a minimum of $100M in revenue and must be comfortable with revenue recognition guidelines as set by Sarbane-Oxley.
Apply to: jcf@SterlingHoffman.net

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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