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| A Monthly Journal for Venture Partners and Enterprise Software Executives |
| Vol. 1 No. 12 |
In This Issue
 Venture Profile: Mark Sherman, Battery Ventures
CEO Spotlight: Cyrus Hadavi, Adexa Software
The Zen of High Tech Marketing
Calling all 'Software as a Service' Deals
Software M&A - Q2 in Review
Executive Job Listings
Software Sales Jobs
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Venture Profile: Mark Sherman, Battery Ventures
By Angel Mehta, Sterling-Hoffman Management Consultants
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Mark Sherman led one of the most prolific software investment
banking practices of the 1990's as Managing Director at Robertson-
Stephens, handling everything from IPO's to M&A activity for companies
like BEA, Siebel, JD Edwards, and Broadvision. But in 2000, he gave in
to a desire to work more closely with entrepreneurs and joined Battery
Ventures as a General Partner. Angel Mehta, Managing Director at
Sterling-Hoffman, chats with Mark Sherman about the future of software,
the 'scrappiness' factor, and skating to where the puck is going - not
where it's been.
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Read full article >>
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CEO Spotlight: Cyrus Hadavi, Adexa Software
By Angel Mehta, Sterling-Hoffman Management Consultants
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In 1994, Cyrus Hadavi left what would become one of the hottest enterprise software companies of the late 90's bubble (i2 Technologies) to build a new supply chain software vendor based on his own vision. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Cyrus Hadavi about the past, present and future of supply chain software vendors.
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Read full article >>
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The Zen of High Tech Marketing
By Michael K. Tanner, Managing Director, The Chasm Group
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One of the major requirements for succeeding in software to have a
keen ability to deal with not just the details, but with abstractions of
details. It's a natural phenomenon for us to lose the ability to
abstract as we become more knowledgeable. We live in a world where just
understanding the products we sell requires so much concentration and
attention to detail that in some ways, we can actually become more
impaired as we get smarter because we lose the ability to abstract up to
a level that can be digested by others. Mike Tanner writes about
the 'Zen' of High Tech Marketing.
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Read full article >>
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Calling all 'Software as a Service' Deals
By Sharon Wienbar, Director, BA Venture Partners
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BA Venture Partners is aggressively seeking new 'software as a service' deals and even issued a press release encouraging entrepreneurs to get in touch. Sharon Wienbar explains why she and her partners are newly intrigued by the ASP business model and invites readers to participate in a research project on the business model sponsored by her firm.
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Read full article >>
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Software M&A - Q2 in Review
By Ken Bender & Allen Cinzori, Software Equity Group
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The second quarter provided reason for guarded optimism about the
nation's economic outlook. The technology sector led a sustained and
impressive stock market rally. For the quarter, the S&P 500, NASDAQ and
Dow were up 15%, 20% and 12%, respectively. Improved earnings reports,
smaller inventory reserves, continued Fed rate cuts and an aggressive
fiscal policy were the catalysts many investors needed. Software Equity
Group
reviews software M&A in the second quarter, including transactions by
Agile Software, Mercury, and Network Associates.
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Read full article >>
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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.
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Executive Job Listings
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| EVP of Field Operations |
East Coast |
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Our client is a $50m enterprise applications vendor seeking a senior
sales executive to lead them to the next level. Ideal candidate will have
experience managing growth from $50m to $200m in revenue; Strong sales
tenure within enterprise *applications* space; some experience within a
publicly traded company and/or managing through M&A. Candidates that
have spent some time with leading applications vendors such as Siebel,
Peoplesoft, i2, SAP, Oracle, JD Edwards, etc. are preferred.
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Apply to: amehta@SterlingHoffman.net
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| SVP of Worldwide Sales |
Mid West or West Coast |
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A mid-sized applications ISV with superb customer traction and world
class investors requires an SVP of Worldwide Sales to build a sales force
capable of competing increasingly against the large ERP players.
Candidate must have had prior responsibility leading sales for a $200m
business, and will be a master at high end complex selling situations.
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Apply to: amehta@SterlingHoffman.net
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| Vice President of Sales |
North East |
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Early stage enterprise security software vendor seeks VP
Sales that possesses at least 4 years of experience leading and selling
in a pre-chasm environment. Ideal candidate will have built multi-channel
organizations and will have successful tenure with both start-ups and
leading security software vendors such as ISS, Verisign or RSA. Candidates
that have changed jobs more than 3 times in the last 5 years will not be
considered.
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Apply to: mhf@SterlingHoffman.net
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| VP Operations |
Mid-Atlantic |
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$90M market leader in asset management & integrated procurement software
seeking an accomplished operations leader to head up world wide sales,
service delivery, human resources and possibly other functional areas
within the company. Candidates must have experience managing operations
at an established ISV and must also have field experience in
manufacturing plant environment. Emotional maturity and a positive
attitude are necessary. A technical degree would be helpful, but not
required.
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Apply to: jcf@SterlingHoffman.net
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| VP US Sales |
Bay Area or North East |
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$100M publicly traded ISV in the business intelligence space requires a
highly accomplished sales leader to manage the North American sales
organization including direct sales and strategic alliances. The ideal
candidate will have a minimum of 7-years national or international sales
management experience including tenure at both early-stage and market
leading applications vendors. Candidates must have managed organizations
of at least 40 employees and a minimum of $100M in revenue and must be
comfortable with revenue recognition guidelines as set by Sarbane-Oxley.
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Apply to: jcf@SterlingHoffman.net
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| Chief Operating Officer |
North East |
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$75M privately held leader in risk management solutions for the financial
services market requires a highly accomplished and seasoned operations
leader to handle multiple functional areas within the company. Executive-
level experience at a market leading applications vendor is required
along with M&A and IPO experience. Tenure at a publicly-traded ISV a big
plus.
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Apply to: jcf@SterlingHoffman.net
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Note: We appreciate all submissions, but only qualified executives will be contacted.
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