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A Monthly Journal for Venture Partners and Enterprise Software Executives
August 2005
In This Issue
CEO Spotlight: Francis deSouza, IMlogic
Three Profiles in Organizational Humility
You Vote: Should CEOs refuse to outsource jobs to India or China?
What Every CEO Can Learn from Informix's Failed Acquisitions
You Need More Than Functions to Implement an ERP Package
Software M&A - Q2 Review
Executive Job Listings
Software Sales Jobs
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CEO Spotlight: Francis deSouza, IMlogic
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
The uncontrollable growth of instant messaging software in the enterprise turned out to be one of the biggest security threats to Fortune 1000 companies. The big winners have been companies like IMlogic, a startup that CIOs concerned about Instant Messaging problems have no choice but to look at. Angel Mehta, Managing Director of Sterling-Hoffman, sat down with Francis deSouza, CEO of IMlogic to chat about corporate instant messaging, the importance of values, and what he learned from the biggest company to ever succeed in holding on to its startup culture: Microsoft.
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Three Profiles in Organizational Humility
By Patrick Lencioni, President, The Table Group
There is nothing like humility in a leader to bring out the best in people. Humble leaders provoke levels of loyalty, commitment and performance that more egocentric ones can't quite understand. To a large extent, the same can be said of organizations. When combined with a clear sense of purpose and drive, humility can propel a seemingly ordinary company to achieve uncommon results, usually by creating an environment of teamwork and willingness to learn from mistakes.
Read full article >>

To save jobs in the US, should software CEOs refuse to outsource jobs to India or China?


What Every CEO Can Learn from Informix's Failed Acquisitions
By Steve Martin, Author, "The Real Story of Informix Software and Phil White"
As President, CEO and Chairman of the Board, Phil White and Informix Software were synonymous. At the height of his popularity he was recognized as one of Silicon Valley's most brilliant business leaders. Today, many consider him a black mark upon the software industry and the person responsible for one of the largest securities fraud settlements in Silicon Valley history. In this article we review how Phil White broke his own rules regarding acquisitions and how they contributed to the downfall of Informix.
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You Need More Than Functions to Implement an ERP Package
By Joseph J. Strub, Senior Consultant, 3i InfoTech
It stands to reason that, when selecting an ERP package, you must be sure that the software has the functions and features to support your organization. But once that assurance is obtained, now you have to worry about implementing the software. This article looks at four categories of tools that a vendor may supply and can make the implementation easier for your project team, end users, and IT department. Read on to see what tools you may want to have in your toolbox before proceeding with the implementation.
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Software M&A - Q2 Review
By Ken Bender and Allen Cinzori, Software Equity Group, LLC
Despite high energy prices, "froth" in the housing market and record trade deficits, the U.S. economy continued to improve in the Q2 of 2005. Gross Domestic Product is projected to grow at an annualized rate of 3.2% in 2Q'05. Q1 GDP was revised upward by 0.7% to 3.8%. A midyear survey of 56 forecasters by The Wall Street Journal says economists are cautiously optimistic about the economy for the second half of the year, projecting 3.5% growth. Personal consumption, exports, private investment, and equipment and software expenditures are likely to be the key drivers. Equipment and software spending increased 6.1% in 1Q05.
Read full article >>

Executive Job Listings
9985J - VP Americas Sales US
Our client, an emerging vendor of PLM & decision support solutions for manufacturers, requires a VP WW Sales to build the sales organization and drive revenue growth. The ideal candidate will have a background selling PLM, SCM or ERP solutions to discrete manufacturers. Experience growing revenues from under $10m to over $50m is also required. In addition, previous success at market leading companies such as: Agile, MatrixOne, PTC, Dassault, i2, Oracle, or SAP would be an asset. Candidate can be located anywhere in the United States.

8113M - VP of Sales Northeast
Our client is a leading vendor of Knowledge Management 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 $20m to over $70m. Prior background in selling CRM, PRM or HR applications is highly desired.

1311K - Vice President of Marketing Northeast
Our client is a rapidly growing enterprise applications software firm in need of seasoned Vice President of Marketing who will be responsible for strategy development in new vertical markets, specifically Financial Services and CPG. Candidate must have at least 10 years of executive level marketing experience and at least one successful tenure at a leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.

7210J - VP of Global Sales 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.

6412J - VP of Sales Northeast
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.

9056J - VP of Sales Northeast
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.

9213M - VP of Sales Northeast
A privately held infrastructure software provider requires a VP of Sales that understands how to drive early customer traction. The ideal candidate will have successful early stage company experience, defined as growth from $5-30m+, and expertise in selling complex enterprise solutions to the CIO and CFO. Prior background in selling to the Financial Services sector Highly preferred.

9562J - SVP of Sales Midwest
Our client is a vendor of content & knowledge management solutions. They require an SVP Sales to assume global responsibility for the sales organization. Interested applicants must have held revenue responsibility of over $300M, have deep relationships with the Big-4 consulting firms, have extensive experience establishing channels, and be able to quickly instill a solution sales focus. M&A experience (i.e. integrating large sales organizations) is a big plus.

9702A - Chief Executive Officer Boston, MA
Early stage front office applications start-up with over 10 referenceable marquis customers and several million dollars in revenue traction seeks a CEO to assemble a team and accelerate company's customer acquisition efforts. Candidates must have exposure to multiple functions within enterprise applications software, have a strong enterprise sales background, and preferably have deep domain expertise and/or rolodex within financial services vertical.

6411J - VP of Sales Denver, CO
Rapidly growing ISV in the enterprise report management space requires a VP Sales to help drive growth. The company has secured initial customers and has its sights set on expansion. Experience in the enterprise content management and/or business intelligence space is required. Also, direct and channel sales experience are both requirements. Candidate must reside in or be willing to relocate to Denver.

8902M - Vice President 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.

To apply for any of the above openings, please send an 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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