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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
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A message from Angel Mehta, Sterling-Hoffman
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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
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Venture Spotlight: Geoff Moore, Mohr-Davidow Ventures
By Angel Mehta, Sterling-Hoffman Management Consultants
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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.
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Read full article >>
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CEO Spotlight: Bob Dutkowsky, JD Edwards
By Angel Mehta, Sterling-Hoffman Management Consultants
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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.
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Read full article >>
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The Multi-Enterprise Market
By Michael K. Tanner, Managing Director, The Chasm Group
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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.
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Read full article >>
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The Next Generation of Analytic Software
By Anita Rao, Vice President, Garage Technology Ventures
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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.
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Read full article >>
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Software M&A: Q3 in Review
By Ken Bender & Allen Cinzori, Software Equity Group
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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.
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Read full article >>
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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.
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Executive Job Listings
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| Vice President of Sales |
North East |
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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.
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Apply to: mhf@SterlingHoffman.net
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| Vice President of Business Development |
NY/NJ |
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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.
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Apply to: mhf@SterlingHoffman.net
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| Vice President of Sales |
North East |
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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.
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Apply to: mhf@SterlingHoffman.net
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| Senior Vice President of Worldwide Sales |
Open Geography |
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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.
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Apply to: mhf@SterlingHoffman.net
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| VP Operations |
Mid-Atlantic |
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$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.
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Apply to: jcf@SterlingHoffman.net
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| VP US Sales |
Bay Area or North East |
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$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.
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Apply to: jcf@SterlingHoffman.net
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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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