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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


Venture Profile: Mark Sherman, Battery Ventures
By Angel Mehta, Sterling-Hoffman Management Consultants
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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CEO Spotlight: Cyrus Hadavi, Adexa Software
By Angel Mehta, Sterling-Hoffman Management Consultants
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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The Zen of High Tech Marketing
By Michael K. Tanner, Managing Director, The Chasm Group
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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Calling all 'Software as a Service' Deals
By Sharon Wienbar, Director, BA Venture Partners
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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Software M&A - Q2 in Review
By Ken Bender & Allen Cinzori, Software Equity Group
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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Executive Job Listings
EVP of Field Operations East Coast
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.
Apply to: amehta@SterlingHoffman.net

SVP of Worldwide Sales Mid West or West Coast
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.
Apply to: amehta@SterlingHoffman.net

Vice President of Sales North East
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.
Apply to: mhf@SterlingHoffman.net

VP Operations Mid-Atlantic
$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.
Apply to: jcf@SterlingHoffman.net

VP US Sales Bay Area or North East
$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.
Apply to: jcf@SterlingHoffman.net

Chief Operating Officer North East
$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.
Apply to: jcf@SterlingHoffman.net

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






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