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The Monthly Journal for Venture Partners and Enterprise Software Executives
August 2006
In This Issue
CEO Spotlight: Dave Mitchell, webMethods, Inc.
How I Stopped Worrying and Learned to Love Open Source
You Vote: Will CA layoffs help or hurt the company?
Why Software Companies Must Consider Government Market
Don't Let Egos Sink Your Positioning Strategy
Software M&A - Q2 Review
Executive Job Listings
Software Sales Jobs
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 in the world, including FileNet, BEA, Sybase, Computer Associates, Siebel, BMC, and SAP has used SoftwareSalesJobs.com to hire software sales, pre-sales, and post-sales professionals. Contact us today to find out why.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
CEO Spotlight: Dave Mitchell, webMethods, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
webMethods was one of the few bubble-era startups that grew into a real company, one with technology that is nothing less than critical to infrastructure plans of over 1300 multinational corporations. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Dave Mitchell about the early tipping point, a rapidly emerging SOA market, and tricks for reigning in reckless spending.
Read full article >>

How I Stopped Worrying and Learned to Love Open Source
By Richard Boyd, CEO and President, 3Dsolve Inc.
When you spend your career doing something and finally learn to do it well, it is a bit disconcerting when someone changes all of the rules on you. As Alvin Toffler said in this fast-paced and mutable information age, the illiterate are not just those who can't read and write, but those who cannot learn, unlearn and relearn. In my North Carolina vernacular that translates as old dogs need to learn new tricks. The whole point of this article is to encourage you to go out and fish, not necessarily to tell you where to find the best fishing holes.
Read full article >>

Will the layoffs at CA (formerly Computer Associates) help or hurt the company in the next 2 years?

Layoffs will help. CA was over-staffed and too bureaucratic to begin with.
Layoffs will hurt. CA will lose too many talented people and morale will sink.

Why Software Companies Must Consider Government Market
By David S. Bloch, McDermott Will & Emery LLP, and James G. McEwen, Stein, McEwen & Bui LLP
Software companies typically sell to other companies and individual consumers. Left out of this mix is another very large potential market: local, state, and federal governments. By most accounts, the U.S. government is the world's largest consumer of goods and services. This article discusses why software companies should consider selling to governments. Discover why the government is a potentially lucrative market for software companies - a market that too often is neglected for reasons having more to do with myth than reality. Determine how to find and win a government contract, and understand specific rules for licensing software to the U.S. Government.
Read full article >>

Don't Let Egos Sink Your Positioning Strategy
By Lawson Abinanti, Co-Founder, Messages that Matter
To arrive at a successful positioning strategy requires a quest to discover the truth about your product, and why the target buyer should care about it. Let preconceived notions, personal biases and ego dominate your positioning process and you're leaving too much to chance. At every step during the positioning process, you filter information, make assumptions and decide which path to pursue. Even under ideal conditions, it's easy to head down the wrong path. In this article, you'll learn three steps along the way where ego - or denial or even sheer stubbornness - can lead you astray.
Read full article >>

Software M&A - Q2 Review
By Ken Bender and David Legacki, Software Equity Group, L.L.C.
Despite continuing crude oil price increases and growing inflation concerns, the U.S. economy continued to improve in the second quarter of 2006, albeit at a markedly slower pace than 1Q06. Gross Domestic Product (GDP), a key economic indicator and broadest measure of economic activity, is projected to grow at a lackluster annualized rate of 1.7% in 2Q06, but follows on the heels of 1Q06's GDP of 5.6%, the fastest pace of growth since the economy grew 7.2% in the third quarter of 2003. According to a midyear survey of 56 forecasters by The Wall Street Journal, economists are cautiously projecting 3.0% GDP growth in 3Q06.
Read full article >>

Top Interviews Top Articles

Executive Job Listings
9427K - Vice President of Sales Midwest
Candidate must have a successful track record of sales management within the pharma / healthcare (software) industry, and led a sales organization from under $15m to over $45m in revenue. The ideal candidate will have a minimum of 7 years of senior level management experience. A history of securing significant enterprise deals on behalf of young companies that are competing against established category leaders is vital.

9501K - Vice President of Professional Services Bay Area
An emerging Contract Management software company requires a VP of Services to maintain current revenues and bringing in new services business. Must have past experience growing a start-up from under $5m to over $15m. Previous expertise in enterprise applications a must, preferably CRM, e-procurement, SRM or document management.

9751M - 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. Candidate 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.

9821M - Vice President 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.

8901K - Vice President of Marketing Denver, CO
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.



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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