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The Monthly Journal for Venture Partners and Enterprise Software Executives
December 2006
In This Issue
CEO Spotlight: Bob Beauchamp, BMC Software, Inc.
Vertical Marketing Works – The Numbers Prove It
You Vote: How did your software company perform overall in 2006?
Leading Technological Change: Anticipating the Human Response
How to Win Customer Trust
Software M&A – Robust Projections for 2007
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 Google, FileNet, BEA, Sybase, Computer Associates, 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: Bob Beauchamp, BMC Software, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
BMC Software has without question emerged as one of the ‘superpowers’ of the enterprise software world: a company that every CIO either buys from, or will in the near future. Angel Mehta, Managing Director of Sterling-Hoffman, chats with BMC’s grown-from-within CEO Bob Beauchamp about adopting an ‘ERP vision’ for the IT department, re-teaching his sales force to sell technology (instead of financial products), and the most important list he’s ever created.
Read full interview >>

Vertical Marketing Works – The Numbers Prove It
By Olin Thompson, Principal, Process ERP Partners, LLC
Every company wants to look at the numbers that count the most: revenue and expenses. Increasing revenue and decreasing costs are the results of an effective vertical strategy. It allows you to increase your win rate by increasing revenue and decreasing the cost of sales. This article helps you understand why a vertical strategy is good, and how it can make your sales and marketing initiatives effective.
Read full article >>

How did your software company (or software portfolio companies) perform overall in 2006?

Overall growth! Revenues were higher than in 2005
Stayed flat. Revenues were more or less the same
Poorly. Revenues declined

Leading Technological Change: Anticipating the Human Response
By Diane Dixon, Managing Principal, D. Dixon & Associates, LLC
We readily acknowledge that we are living in 'The Age of Technology' but most would admit that the human response to it has been slower than the growth of technological innovation. Then what keeps people from embracing technology that will help them to do their jobs more effectively and ultimately improve service and/or product delivery? Ignoring or underestimating the human reaction to change is part of the problem. Understanding and anticipating the human response to technology is critical for successful implementation and advancement of innovation.
Read full article >>

How to Win Customer Trust
By Lynn Daniel, Founder, The Daniel Group
The question of trust applies in any market situation. Ask your customers if they trust your company to act in their best interests. See what they say. Listen for the expectations they have of your business. If those expectations are not being met, ask why? Remember, meeting those expectations at every point of the customer’s experience is a sure way to create a stronger company. It is a question of trust. It is also a question of the bottom line! This article will help you identify those areas that are critical to enhancing the level of customer trust in your company.
Read full article >>

Software M&A – Robust Projections for 2007
By Ken Bender and David Legacki, Software Equity Group, L.L.C.
M&A momentum continued to build in November, virtually assuring total M&A deal volume and dollars spent in 2006 will beat 2005’s tally. With 2007 IT spending growth projected to mimic the 6%-7% range of 2006, it is expected that M&A activity will remain robust throughout the coming year as buyers look to diversify into new product areas, verticals, and markets.
Read full article >>

Top Interviews Top Articles

Executive Job Listings
9700M - Vice President of Professional Services West Coast/Northwest
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. In addition to this 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.

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.

7712K - Vice President of Marketing Midwest
Our client is a leading vendor of Enterprise Compliance Management solutions for Global 2000 organizations. The ideal candidate will have a track record of success as a senior marketing executive in a start-up company environment, defined as growth from under $10m to over $40m in revenue. At least one successful tenure with a market leading ISV (i.e. SAP, Oracle, Documentum) is required.

9352M - Vice President of Sales Chicago, IL
A privately held storage and infrastructure management software company with premier venture backing requires a senior sales executive to build on current customer momentum and recruit a high performance direct sales team. Candidate will be expected to have a lengthy track record in bringing high value, technical enterprise solutions to market on behalf of early stage software companies. A minimum of 10 years’ enterprise software sales leadership experience is required as is the ability to lead by example in the field. An ideal background would include tenures with notable systems management and/or storage vendors.

4772C - VP Business Development West Coast/Northwest
Candidate must have successful track record of sales management within a market leading network management vendor (i.e. IBM Tivoli, HP Openview, BMC) and led a sales organization from under $10m to over $50m 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.

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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