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A Monthly Journal for Venture Partners and Enterprise Software Executives
Vol. 1 No. 6
In This Issue
CEO Spotlight: Gary Oliver, Cohesiant
Tragic Flaws: Why Companies Really Fail - Part 2
Software IPO Review: 2002
Q4 2002 - Software M&A Review
How to Win at Web Services
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: Gary Oliver, Cohesiant
by Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
For the last 24 months, IT buyers have been slashing budgets and putting enterprise software projects on hold. So why are CIO's paying so much attention to software startup Cohesiant? Hint: It's about getting gold from the graveyard - and CIO's can't afford to ignore that kind of value proposition. Angel Mehta sat down with CEO Gary Oliver to understand why when Cohesiant calls, CIO's feel compelled to listen.
Read full article >>

Tragic Flaws: Why Companies Really Fail - Part 2
by Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
In this follow up to his article on the importance of emotional maturity, Angel Mehta delves further into the topic of why companies fail to execute. Drawing on his experiences in executive search, Angel describes two tragic flaws that ruin executive careers and often represent the 'real' reason behind organizational failure. Most Investors and seasoned executives have encountered personalities of the kind described, but only a select few may have the courage to confront these flaws within themselves.
Read full article >>

Software IPO Review: 2002
by Bruce Hadley, Founder, SoftwareCEO.com
For software companies struggling through the past year's stagnant economy, with frozen IT budgets and increased encroachment from starving competitors, 2002 probably didn't feel like a particularly positive year. The M&A and IPO metrics, however, point to renewed health - or at least a return to normalcy, which in our book is a healthy thing.
Read full article >>

Q4 2002 - Software M&A Review
by Ken Bender, Managing Director and Allen Cinzori, Associate - Software Equity Group, LLC
Fourth quarter deals built upon a theme which became well-entrenched in 2002: Buyers seek strategic acquisitions, usually close to home, which add leverage in their current markets, provide competitive differentiation and generate immediate incremental revenue and near term profitability.
Read full article >>

How to Win at Web Services
by Murthy Nukala and M.R. Rangaswami, The Sand Hill Group
The software industry has invested a significant amount of time and money in Web Services. But are all vendors equally committed to the future of this technology? The Sand Hill Group set out to find out.
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

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






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