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A Monthly Journal for Venture Partners and Enterprise Software Executives
July 2005
In This Issue
Venture Profile: John Fisher, Draper Fisher Jurvetson
CEO Spotlight: Mark Woodward, Serena Software, Inc.
You Vote: Would you join a large company or high potential startup?
The Eight Steps to CRM Success
Psyche Out the Trademark Office and Get What You Want
Software M&A - Q2 Market Turnaround
Executive Job Listings
Software Sales Jobs
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Venture Profile: John Fisher, Draper Fisher Jurvetson
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
A win-win-win-win-win business is how John Fisher describes the world of venture capital. A founding partner of renowned venture firm Draper Fisher Jurvetson (DFJ), his passion for venture capital remains obvious - even after witnessing multiple boom-bust cycles. Angel Mehta, Managing Director at Sterling-Hoffman, met with John Fisher to discuss his least favorite part of venture investing, why DFJ continues to pursue high-risk deals, and the possible end of enterprise software as a growth industry.
Read full article >>

CEO Spotlight: Mark Woodward, Serena Software, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Through a series of acquisitions, Serena Software has grown from obscurity into a multi-hundred million-dollar infrastructure software market leader. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Serena CEO Mark Woodward about what he learned about investing in sales from Siebel, and the dangers of falling in love with a deal.
Read full article >>

Which would you prefer to join: an early stage high risk company that offered lots of equity, or a large company that offered job security but very little upside?

Large company with less upside
Risky startup with high potential reward

The Eight Steps to CRM Success
By Jerry Sparger, President, Global Business Solutions
By some accounts, as many as 70% of all customer relationship management (CRM) projects fail to meet their intended objectives. Technology failures get most of the blame, but technology isn't the cause in most cases. Many failures are due to inadequate business strategy, poor process development and lack of employee support. If you correctly implement technology that supports the wrong strategy or processes, you have automated your failure. To get your CRM used, you need employees to embrace it. A successful CRM project balances strategy, process, technology and employee initiatives so that you address all of them within the time and resource limitations you face.
Read full article >>

Psyche Out the Trademark Office and Get What You Want
By Susan Horwitz, Member, Russo & Hale LLP
Too often, companies, particularly the marketing arm within the company, are so focused on product branding that they fail to take into consideration the legal issues surrounding the trademark selection and registration process and the potential for problems with their newly selected mark. This company myopia can often lead to expensive and often futile rounds of arguments with the Trademark Office over the descriptiveness of the mark or over the likelihood of confusion of the mark with another.
Read full article >>

Software M&A - Q2 Market Turnaround
By Ken Bender and Allen Cinzori, Software Equity Group LLC
The software M&A market is on the upswing with companies leveraging strengths of their product offerings to expand their presence globally. Case in point: Captiva picks up a leading French provider of document capture solutions, RealNetworks buys out Helsinki based Mr.Goodliving, Transaction Systems Architects to use S2 Systems' strong open-architecture payment solutions to grow fast, Swedish-based International Business Systems (IBS) acquires Australian IDS Enterprise Systems, a developer of supply chain solutions to the automotive industry.
Read full article >>




Executive Job Listings
8722J - Vice President Worldwide Sales West Coast/Northwest
A leader in customized online information capture and dissemination requires a VP WW Sales to oversee and develop the sales organization, currently with a presence in the US and Europe. Through the initial milestones, our client requires an executive with experience in building upon a strong foundation as the company seeks to grow from under $5m to over $20m in revenue. The ideal candidate will have a minimum 5 years' executive management experience, preferably in content management, business intelligence and analytics solutions. Candidate must reside in the San Francisco Bay area.

8774M - Vice President of Sales West Coast/Northwest
Candidate must have successful track record of sales management within a market leading network management vendor (i.e. IBM Tivoli, HP Openview, BMC) and led a sales organization from under $5m to over $30m in revenue. The ideal candidate will have a minimum of 7 years of senior level management experience. A history of securing significant enterprise deals on behalf of young companies that are competing against established category leaders is vital.

9157A - VP of Sales - Systems/Network Management Bay Area, CA
Vice President of Sales required for an early stage systems management software startup with series A financing from one of the top venture capital firms in the Bay Area. Candidates must have previous tenure with market leading vendor in infrastructure software segment: any of BMC, Tivoli, HP-Openview, Computer Associates, Peregrine, Remedy, Concord, etc. would do. Only candidates that have successfully grown ISVs from under $5m to $15m will be considered as startup experience is mandatory.

6005J - Vice President North American Sales Southeast
A semi-established vendor of PLM solutions requires a VP North American Sales to manage and improve an established sales and services organization. The ideal candidate will have experience managing a revenue base of over $30m, and have a rolodex in the automotive, semiconductor, manufacturing & production industries. A background selling PLM, ERP, SCM or procurement solutions is preferred.

6100K - Chief Executive Officer Boston, MA
Early stage front office applications start-up with over 10 referenceable marquis customers and several million dollars in revenue traction seeks a CEO to assemble a professional management team and accelerate company's customer acquisition efforts. Candidates must have exposure to multiple functions within enterprise applications software and a strong enterprise sales background, specifically, a winning track record in securing significant deals on behalf of young companies that are competing against more established category leaders.

9111K - SVP of Field Operations Northeast
Candidate must have at least 10 years of enterprise applications sales experience, preferably within front office segment. Ideal candidate will have served as VP of Sales in past, managed at least $75m revenue unit for period of 3+ years, and have at least one successful tenure at market leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.

7345K - Chief Executive Officer West Coast/Northwest
Emerging network infrastructure software provider requires a San Francisco based CEO to take the reigns from the founding members and drive growth. A track record in building from under $5m to over $25m is essential and also extensive domain expertise in the enterprise space, particularly the Finance and Government markets. Candidates must have previous senior level executive experience (i.e. CEO, COO, GM) and must have demonstrated the ability to raise funding while crafting a compelling exit strategy.

1300K - Chief Executive Officer Boston, MA
An early stage infrastructure software venture with a foothold in the Banking and Insurance markets is in need of an accomplished Chief Executive Officer who will be responsible for overseeing new client generation, product direction and the building of a professional team. A track record in scaling from $1m to over $20m is essential as is extensive domain expertise in the enterprise space.

1311K - Vice President of Marketing Northeast
Our client is a rapidly growing enterprise applications software firm in need of seasoned Vice President of Marketing who will be responsible for strategy development in new vertical markets, specifically Financial Services and CPG. Candidate must have at least 10 years of executive level marketing experience and at least one successful tenure at a leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.



To apply for any of the above openings, please send an 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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