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The Monthly Journal for Venture Partners and Enterprise Software Executives
July 2006
In This Issue
CEO Spotlight: David DeWalt, EMC Software Group
Crossroads: Deciding If and When a Founder Should Sell
You Vote: Will Forces grow in Q3/Q4?
Success with Outsourced Product Development
Re-inventing Software Development Strategy
Software M&A - A Glimpse into Q2
Executive Job Listings
Software Sales Jobs
Hiring Software Sales People can be FAST and EASY.
Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company in the world, including FileNet, BEA, Sybase, Computer Associates, Siebel, 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.
CEO Spotlight: David DeWalt, EMC Software Group
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
EMC’s metamorphosis from a pureplay storage company into a massive IT services provider, which also happens to be the world’s seventh largest enterprise software business, is a major success story by any measure. The man charged with leading its software initiative is none other than David DeWalt, former CEO of Documentum - EMC's largest software acquisition to date. Angel Mehta, Managing Director at Sterling-Hoffman, chats with David DeWalt about crisis management, the new EMC, and what participating in over 50 liquidity events teaches you about M&A.
Read full article >>

Crossroads: Deciding If and When a Founder Should Sell
By Javier Rojas, Managing Director, Kennet Venture Partners LLC
If you are an entrepreneur that owns a majority or major stake in your business, you are often faced with the question of whether and when you should seek to sell your shares. This can be the hardest decision to make because the stakes are high - both through indecision or a misstep, and at the same time emotional because of the potential changes involved. This article discusses an approach that can be used by any equity holder of a high growth technology company, but it is most relevant to founder-led businesses – where the founder owns the majority and is active in the business.
Read full article >>

Are software companies going to:

Expand the sales organizations in Q3/Q4
Decrease the headcount of their sales organizations in Q3/Q4
Keep headcount the same

Success with Outsourced Product Development
By Peter Harrison, CEO, Induslogic, Inc.
Fortune 1000 companies (F1000) have flocked in droves to outsource their software development as a way of increasing efficiencies and saving millions of dollars. More than 70% of the F1000 outsource some portion of their information technology today, making this activity completely mainstream. This market for Outsourced Product Development (OPD) is currently pegged at $1 billion but is expected to grow to almost $4 billion by 2008. Achieving success in OPD requires creative re-thinking of traditional outsourcing models and careful selection of an experienced partner. Learn how to choose the right model and pick a perfect business partner to stay ahead of the pack.
Read full article >>

Reinventing Software Development Strategy
By John Seybold, Chief Technology Officer, Guidewire Software, Inc.
If you’ve spent much time working on software projects, you probably bear the scars from a “death march” release. This is the kind of release that just won’t come together in a shippable state. You work and you work, but you keep finding bugs, and as soon as you fix one problem, you find another, deeper issue that was previously hidden. The main cause is usually that the team left a huge backlog of known and unknown problems to be fixed at the end of the release. Learn how to overcome the problem, and think from a broader perspective of reinventing your software development strategy.
Read full article >>

Software M&A - A Glimpse into Q2
By Ken Bender and David Legacki, Software Equity Group, L.L.C.
M&A momentum continued to build in 2Q06. At the current rate, which we expect to continue, 2006 M&A deal volume will far exceed 2005's tally. Domestic M&A activity across all industry sectors in the second quarter totaled 2,874 transactions, with an aggregate purchase price of $376 billion. The total number of deals in 2Q06 increased 19.1% over 2Q05, while total M&A dollars increased 36.7% over the same time period.
Read full article >>

Top Interviews Top Articles

Executive Job Listings
9521M - VP of Sales Midwest
Candidates must have successful track record of sales management within market leading integration software vendor (TIBCO, WebMethods, SeeBeyond, Vitria) and have led a North American sales organization of at least $40m in revenue. The ideal candidate will have a minimum of 7 years' senior level management experience and a demonstrable track record of success in rapid growth environments.

9700M - Vice President of Professional Services West Coast/Northwest
An emerging Contract Management software company requires a VP of Services to maintain current revenues and bringing in new services business. Must have past experience growing a start-up from under $5m to over $15m. Previous expertise in enterprise applications a must, preferably CRM, e-procurement, SRM or document management. In addition to this previous success at market leading companies such as: Agile, MatrixOne, PTC, Dassault, i2, Oracle, or SAP would be an asset. Candidate can be located anywhere in the United States.

8852K - Chief Executive Officer Northeast, USA
An 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 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.

9451K - Vice President of Marketing Boston, MA
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. Candidates must have at least 10 years of executive level marketing experience and at least one successful tenure at a leading ISV such as: i2, SAP, PeopleSoft, Lawson, Manugistics, Oracle etc.

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