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| A Monthly Journal for Venture Partners and Enterprise Software Executives |
| August 2004 |
In This Issue
Message from Angel Mehta, Sterling-Hoffman
Venture Profile: Skip Glass, Canaan Partners
CEO Spotlight: Massood Zarrabian, OutStart
Enterprise Risk Management in Today's Information-Centric Environment
Why Innovation Isn't Enough
Software M&A - Second Quarter Review
Executive Job Listings
Software Sales Jobs
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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.
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Message from Angel Mehta, Sterling-Hoffman
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Friends,
Entrepreneurs and Senior Executives will want to take a close look at this event: 'Software Business 2004' - being held in San Francisco on September 22 / 23 of this year.
Executives from PeopleSoft, IBM, and SSA will be giving keynotes, and it should prove to be a solid networking opportunity as well.
For more information click here.
Hope to see you there,
Angel Mehta
Managing Director
Sterling-Hoffman Executive Search
www.sterlinghoffman.com
'Building Software Companies...One Leader at a Time.'
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Venture Profile: Skip Glass, Canaan Partners
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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Operating executives who cross over to the world of venture capital rarely return. The airplane food… the quarterly pressure to 'make the number'… the day-to-day grind just begins to seem like too much trouble. So why did Skip Glass leave the venture world for startup hell? Angel Mehta, Managing Director at Sterling-Hoffman, chats with Canaan Partners' Skip Glass about China, the need for 'young blood', and why he's moved in and out of venture capital (and then back in again).
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Read full article >>
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CEO Spotlight: Massood Zarrabian, OutStart
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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After talking with legendary venture capital investor Bob Davoli, Massood Zarrabian agreed to join a tiny knowledge management software startup during the worst economic period in high tech history. Under Zarrabian's leadership, OutStart has become a market leader, with hundreds of customers from across every major vertical, including Time Warner, Lockheed Martin, Pfizer, Citigroup, Motorola, and the US Navy. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Massood Zarrabian about creating a culture of financial discipline, the need for speed, and why OutStart's mission statement says nothing about profit.
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Read full article >>
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Enterprise Risk Management in Today's Information-Centric Environment
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By Tery Larrew, President and CEO, Vericept Corporation
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Businesses of all types and sizes are confronting the complex challenge of managing enterprise risk. This means protecting its key information, safeguarding intellectual property, ensuring customer privacy, complying with regulations such as Sarbanes-Oxley and HIPAA, and preventing legal liability. Ultimately this protects the company's brand, reputation and financial health. With more information being electronically stored and shared, and with communication tools such as instant messaging, peer-to-peer and web-based email being adopted, safeguarding sensitive information has become a challenge.
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Read full article >>
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Why Innovation Isn't Enough
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By Terry R. Bacon, Cofounder and President, and David G. Pugh, Cofounder and Executive Vice President, Lore International Institute
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As a business practice, the creation of new products, services, or gadgets constitute a futile and a useless exercise that may lead to bankruptcy. In any business-high tech or otherwise-innovations will only get you so far. Your business relationships, up and down your supply chain, will have as much to do with your success as any new product launch.
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Read full article >>
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Software M&A - Second Quarter Review
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By Ken Bender, Managing Director, and Allen Cinzori, Vice President, Software Equity Group LLC
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The deals for this month reflect virtually every buyer motive currently driving software M&A: TIBCO acquires UK-based Staffware to gain access to two key vertical markets and gain increased presence in Europe and Asia-Pacific; Workstream fleshes out its workforce management offering by acquiring Kadiri and adding compensation management, a perfect "plug in"; a small, struggling public company in the network security space (Steelcloud) picks up a vital technology from a heavily funded developer that's out of money, hoping to compete against the big boys; and the list goes on...
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Read full article >>
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Executive Job Listings
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| 9056J - VP of Sales |
Northeast US |
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.
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| 6412J - VP of Sales |
Northeast US |
A leading vendor of Supply Chain Management solutions for the manufacturing sector requires a VP Sales that can help the company further develop their foothold in the consumer packaged goods market. Interested candidates must have experience selling into the CPG vertical as well as manufacturing as a whole (process & discrete) with experience overseeing $25M+ in revenue. Early stage Company experiences a must.
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| 7210J - VP of Global Sales |
Northeast US |
A rapidly growing developer specializing in knowledge capture and e-learning solutions with dozens of Fortune 2000 customers requires a Vice President of Sales that has effectively sold both enterprise and departmental software solutions, preferably in the content management, learning management, or business intelligence sectors. Candidates must have successfully led growth in a previous tenure from $10m to $50m in revenue.
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| 8113M - VP of Sales |
Northeast US |
Our client is a leading vendor of E-Learning solutions for mid-market, government, and Global 2000 organizations. The ideal candidate will have a minimum of 7 years senior level management experience and a track record of success in young company environments, defined as cost-conscious revenue growth from $10m to over $30m. Prior background in selling CRM, PRM or HR applications is highly desired.
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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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