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The Monthly Journal for Venture Partners and Enterprise Software Executives
January 2007
In This Issue
New Year Message from Angel Mehta
CEO Spotlight: Michael Fields, KANA Software Inc.
What Lessons Can SFA Software Take from a GPS?
You Vote: Will you spend significant IT budget on Windows Vista in '07?
How is Selling SaaS Different
5 Strategies for Managing Linux
Leadership by Persuasion
Executive Job Listings
Software Sales Jobs
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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.
New Year Message from Angel Mehta

Dear Colleagues,

On behalf of Sterling-Hoffman, I'd like to wish all of you a very happy (though belated) New Year and welcome you to the first edition of The Sterling Report for 2007. As the enterprise software industry continues it's upheaval and the business 2.0 wave continues, we expect some intriguing features.

The arena of enterprise software sales and marketing in particular is in a transitionary phase, as the industry moves en masse towards adopting to an SaaS model of delivery. (As an aside, those of you who are unsatisfied with your sales efforts and want a new approach in 2007 might want to check out this link of top training firms: http://www.softwaresalesjobs.com/index-wrap.jsp?u=salesfirms/index.html)

We will also be keeping an eye on the outsourcing trend; it will be especially interesting to see how software companies deal with the escalating salaries in emerging markets. Please do write in with your thoughts on the subject, or any other story ideas you might have. As always, we'd love to have your suggestions re: interesting people to profile or speak with.

Thanks, as always, to Sterling-Hoffman's clients and network of friends and family.

Good luck to all of you in 2007!

- Angel

Angel Mehta
Managing Director
Sterling-Hoffman Executive Search

CEO Spotlight: Michael Fields, KANA Software Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
A random twist of fate at a job interview steered Michael Fields into the technology industry where he would eventually find himself working for Larry Ellison at the helm of Oracle USA during a somewhat troubled time in the software giant’s history. Angel Mehta, Managing Director of Sterling-Hoffman, talks to Michael Fields, CEO of KANA Software, about letting market’s mature, and a ‘radical’ decision to move jobs from India back to the USA.
Read full interview >>

What Lessons Can SFA Software Take from a GPS?
By Austin Ford Jr., Founder, The Podium Group
No, this isn’t about talking software!

It’s about getting the most accurate information from motivated users and arriving at your revenue destination on time with certainty. This is the story about how a remarkable insight led to the development of a whole new class of sales software.
Read full article >>

Will the enterprise market spend significant IT budget on Windows Vista in 2007?

How is Selling SaaS Different
By Jim Howard, CEO, CrownPeak Technology
Pounding out product/feature matrix charts in RFP responses is a losing proposition for an SaaS vendor. While an SaaS product may have every feature under the sun, the reason customers buy an SaaS has little to do with features. Likewise, trying to sell around IT, or other technologists at a prospect can doom most sales efforts. Concerns around control and security will crush even the best SaaS offerings unless they are addressed head-on. Learn how selling SaaS is so different.
Read full article >>

5 Strategies for Managing Linux
By David Dennis, Director of Products, Levanta, Inc.
Despite continuous and rapid evolution in the manageability of Linux, a survey conducted by the Institute for Partner Education and Development cited manageability concerns as one of the top three reasons why organizations hesitate to adopt Linux. However, Linux can be made as manageable, if not more, than other operating systems by following five key strategies which stemmed from experiences across a wide variety of customer environments.
Read full article >>

Leadership by Persuasion
By Dr. Maynard Brusman, Principal, Working Resources
As a leader, your success depends upon your ability to get things done: up, down, and across all lines. Today’s organizations are politically complex and fluid, which blurs lines of formal authority. Colleagues continually question and challenge authority. The flattening of organizations has created informal power networks that render the old command-and-control style of leadership obsolete.
Read full article >>

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