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A Monthly Journal for Venture Partners and Enterprise Software Executives
Vol. 1 No. 5
In This Issue
CEO Spotlight with Dennis Ryan, CEO, Allegis
Conquer Team Dysfunction
Find Out What's Really Going On
Software M&A - Third Quarter 2002 M&A Update
Maintaining a Positive Culture in a Tough Market
Executive Job Listings
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.



CEO Spotlight with Dennis Ryan, CEO, Allegis
by Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
Dennis Ryan continues to lead Allegis Corporation, a partner relationship management software company conceived at the height of the bull market and originally backed by the likes of Kleiner Perkins and Benchmark Capital. Ryan spoke with Angel Mehta, Managing Director at Sterling-Hoffman, about problems, prospects, and passions in late November.
Read full article >>

Conquer Team Dysfunction
by Pat Lencioni, The Table Group
Like it or not, all teams are potentially dysfunctional. This is inevitable because they are made up of fallible, imperfect human beings. From the basketball court to the executive suite, politics and confusion are more the rule than the exception, which is a shame because the power of teamwork is substantial.
Read full article >>

Find Out What's Really Going On
by Dave Stein, President of The Stein Advantage, Inc.
When it comes to the valuation of a technology company, a track record of achieving sales targets is clearly important. However, looking backward at past performance is not an automatic indicator of how a company will perform going forward in time. In order to maximize your firm's return on investment you'll need to be certain that the CEOs and VPs of sales of your portfolio companies are building a solid and scalable platform to support growth through sustainable, long-term sales performance.
Read full article >>

Software M&A - Third Quarter 2002 M&A Update
by Ken Bender, Managing Director and Allen Cinzori, Associate - Software Equity Group, LLC
Software M&A activity led all other industry sectors, with 362 transactions announced in the third quarter. On the whole, valuations continue to hover at two times seller's last twelve months revenue. Today's preferred target?
Read full article >>

Maintaining a Positive Culture in a Tough Market
by Mark Fitzpatrick, Partner, Sterling-Hoffman Management Consultants
Even for the optimists among us it has been a tough road in this market. So what makes some continue to charge ahead and make it happen while others languish under the pressure of negativity and cynical thinking? Mark Fitzpatrick provides advice to help those endeavoring to keep morale up in the face of conservative buyers and volatile conditions.
Read full article >>



Executive Job Listings
President Southeast
Our client is a developer of Logistics management software solutions. Requirements include demonstrated leadership experience scaling a software company from under $5M to over $50M, and strong domain expertise in logistics or supply chain management. Preference will be placed on candidates that have come up thorough sales and marketing track. Ideal candidate will have had successful tenure with a market leader such as: SAP, i2, Manugistics, JD Edwards, Agile, Peoplesoft, Lawson, Oracle, etc.

Only qualified candidates will be contacted though we appreciate all responses.
Apply to: MHF@SterlingHoffman.com

VP Sales - EAI/BPM CT
Track record selling middleware OR applications into 1st and 2nd tier Financial Services and Insurance organizations. Proven experience growing revenue from under $5M to over $20M. Business development and pre/post-sales experience a plus.
Apply to: JCF@SterlingHoffman.com

SVP WW Sales - BIT/CRM MA
History selling BI or CRM applications to C-level business buyers. Proven ability to develop revenue from under $30M to over $100M at an international level (Americas, AsiaPac, Europe). Tenure with leading CRM or BI vendors a plus. G2000 contacts.
Apply to: JCF@SterlingHoffman.com

SVP WW Sales - Content Management Midwest
Seasoned enterprise application sales manager with a minimum of 5 years experience overseeing an international sales organization (Europe, AsiaPac, Australia) with proven ability to develop revenue from under $80M to upwards of $250M. Tenure with leading ISVs a plus.
Apply to: JCF@SterlingHoffman.com

VP of Sales - Storage Software Northeast US
Experience in building high-performance direct sales teams for early stage ventures is critical. A track record in selling infrastructure software to senior IT buyers is preferred.
Apply to: MHF@SterlingHoffman.com

VP Sales - CRM & Business Intelligence Bay Area
Demonstrated experience growing revenue from under $5M to over $20M is a must. Contacts at F500 financial services & hi-tech companies highly preferred.
Apply to: MHF@SterlingHoffman.com

VP Sales - Supply Chain & Logistics Management Bay Area
Global logistics management platform to plan and optimize the flow of goods from order to end point delivery. Track record growing revenue from under $5M to over $20M is critical.
Apply to: MHF@SterlingHoffman.com

Note: We appreciate all submissions, but only qualified executives will be contacted.






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