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A Monthly Journal for Venture Partners and Enterprise Software Executives
February 2004
In This Issue
Software 2004 in San Francisco, March 1 & 2
Venture Profile: Oliver Curme, Battery Ventures
CEO Spotlight: Phillip Merrick, webMethods
Make your equity dollars go farther - think about leveraging venture debt
Creating Competitive Advantage and Sustained Growth For Your Company
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 is using SoftwareSalesJobs to hire world class software sales professionals.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
Software 2004 in San Francisco, March 1 & 2

In a few days, some of the leading minds in enterprise software will be gathering at Software 2004 to share their perspectives on best practices and the future of the industry.

Friends of Sterling-Hoffman qualify for a $200 discount from the standard registration price; $995 covers the cost of four executives from your company. To register under the discounted price, email Christine Virsunen at encorepro@aol.com and tell her you were referred by Sterling- Hoffman.

Once again, speakers include: Ray Lane, Sanjay Kumar, Geoff Moore, and various other industry luminaries. Further, for those that have an interest, I will be presenting a seminar entitled, "Why Software Companies *Really* Fail", based on our findings as Executive Recruiters on the subject of Leadership and Emotional Maturity.

For more information, visit: http://www.software2004.com

Thanks, and I look forward to seeing you all there.

Kindest Regards,

Angel Mehta
Managing Director
Sterling-Hoffman Executive Search
'Building Software Companies...One Leader at a Time.'

Venture Profile: Oliver Curme, Battery Ventures
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Joining the venture capital game in 1985, 10 years before the internet bubble got underway, gave Oliver Curme something that would prove remarkably useful in dealing with the fallout: perspective. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Oliver Curme about the 'get out of jail free' card, and what every CEO should know about raising capital (hint: managing venture investors is like herding sheep).
Read full article >>

CEO Spotlight: Phillip Merrick, webMethods
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Web Services vendor webMethods was one of the few bright spots to have emerged from the tech-bubble, and seems poised to become a leader in the emerging market for Business Activity Monitoring solutions. Angel Mehta, Managing Director at Sterling-Hoffman, chats with webMethods CEO and co-founder Phil Merrick about the future of B2B integration, competing with IBM, and the value of staying in the game - even if you've got the money to quit.
Read full article >>

Make your precious equity dollars go farther - think about leveraging venture debt
By Anurag Chandra, Managing Director, Lighthouse Capital Partners
In today's fundraising environment, capital efficiency is paramount. Making equity dollars last is important for entrepreneurs since they come at the high price of forking over a percentage of company ownership. Venture debt can be a low-cost method for venture-backed companies to leverage their enterprise value to get more runway out of their equity dollars. Venture debts can give a young software company the extra time and resources needed to reach major product or customer milestones.
Read full article >>

Creating Competitive Advantage and Sustained Growth For Your Software Company
By Jim Allen, President, Value Based, Inc.
How will you create sustained growth for your company in the coming years? A recent Gallop Poll found that over 97% of senior executives expect business to get tougher over the next 10 years. After years of working with software sales and marketing departments we have boiled it down to what we call the 3-Ps… if we focus our time and resources in these three areas we will realize the highest return. What are these 3-Ps? Click to read more.
Read full article >>

Read full article >>

Executive Job Listings
6411J - VP 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 it's 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.

9074J - EVP Operations San Francisco, CA
Our client is a provider of web-enabled solutions for managing enterprise fleets. Well funded and with a senior management team, they require an EVP Operations to work in tandem with the VP Sales to up-sell current and new customers while building and scaling the implementation, field & professional services departments. Candidate must reside in or be willing to commute to the San Francisco Bay area.

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.

7611M - Vice President of Sales MD
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. Candidates 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.

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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