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A Monthly Journal for Venture Partners and Enterprise Software Executives
June 2004
In This Issue
Venture Profile: Paul Maeder, Highland Capital Partners
CEO Spotlight: Bill Conner, Entrust
Five Reasons Why Offshore Outsourcing Projects Fail
The Internet of Moving Things
Software M&A - A Glimpse into the First Quarter
Executive Job Listings
Software Sales Jobs
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Venture Profile: Paul Maeder, Highland Capital Partners
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Most Venture Investors argue that the best approach to early stage investing is to go for the home run. Yet Highland Capital's founding Partner Paul Maeder suggests that just as much success can be had via the 'Wade Boggs' approach. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Paul Maeder about the value of base hits, pushing the choke level, and why he could care less about the lack of 'white space' in enterprise software.
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CEO Spotlight: Bill Conner, Entrust
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Nortel Networks' first ever Chief Marketing Officer was running a $5 billion dollar business as President of Nortel's Enterprise Networks and E-Business Solutions group before taking the helm at Entrust, a security software vendor in need of a serious makeover. Angel Mehta, Managing Director at Sterling-Hoffman Executive Search, chats with Entrust CEO Bill Conner about the fear that comes with knowledge, and how to ensure that danger signs on the ground floor reach the CEO's ears in time.
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Five Reasons Why Offshore Outsourcing Projects Fail
By Ravi Kalakota and Marcia Robinson, CEO and President, E-Business Strategies, Inc.
Although new stories about offshore outsourcing continue to grab headlines, many companies remain silent on the topic. A few, however, have stepped forward to publicly offer complete versions of their offshore outsourcing experiences. Their experiences reveal, as many have been quick to say all along, that offshore outsourcing sometimes does more harm than good. Ravi Kalakota and Marcia Robinson explore the top five reasons why offshore outsourcing projects fail.
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The Internet of Moving Things
By Michael Tanner, Managing Director, The Chasm Group
RFID startups have gained high visibility of late. But it's worth remembering that using RF tags to track status, location and condition of assets has been going on for a long time. Highway toll collection and our military use RF technology. And for over 10 years, companies have tracked baggage through airports, racks filled with inventory, trucks coming into dock-doors, and high-value assets through hospitals and other buildings. Yet we keep hearing that the RFID revolution is about to happen. But today, there are a number of things make the situation quite different...
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Software M&A - A Glimpse into the First Quarter
By Ken Bender, Managing Director, and Allen Cinzori, Vice President, Software Equity Group LLC
Software mergers and acquisitions continue to handsomely reward sellers, as purchase price multiples are on the rise. Best-of-breed security software providers are commanding spectacular multiples due to fierce competition and strong customer demand. Another hot market is IT Governance software, as CTO's and CIO's clamor for solutions to demonstrate the business ROI of their technology investments. This issue also provides postmortem insight into Novell's investment in Linux software provider SuSE AG.
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Executive Job Listings
9056J - VP of Sales Northeast US
Our client is a leading vendor of Product Lifecycle Management solutions for the process manufacturing industry. Reporting into the CEO, the VP North American Sales will be responsible for continuing to grow the customer base in North America. Critical requirements include extensive experience selling into process manufacturers (plastics, paints, compounds etc.) and a minimum of 5 years in a VP Sales capacity managing a minimum of $20M in revenue. Early to mid-stage company experience a must.

8871J - VP of Sales Anywhere in US
Our client provides the most advanced solutions for making enterprise applications available from wireless handheld devices. The next generation solutions successfully overcome the traditional challenges faced with wireless deployment by being easy to use, highly customizable and able to work independent of wireless networks. The seasoned management team has identified the need for a technically inclined VP Sales with a background in networking, communications or wireless technology that can drive partnerships and business via device manufacturers, carriers, application developers and eventually, enterprises of all kinds. Candidates can be located anywhere in the US with preference being given to individuals residing in Southern California.

9127M - VP of OEM Sales Bay Area
An early stage Content Management software solutions provider is looking to acquire a high-performance VP of OEM Sales with an extensive background in bringing enterprise solutions to market via ISV partners. Candidates with a majority of their experience driving business via non-ISV OEM channels will not be considered.

9562J - SVP of Sales Midwest US
Our client is a vendor of content & knowledge management solutions. They require an SVP Sales to assume global responsibility for the sales organization. Interested applicants must have held revenue responsibility of over $300M, have deep relationships with the Big-4 consulting firms, have extensive experience establishing channels, and be able to quickly instill a solution sales focus. M&A experience (i.e. integrating large sales organizations) is a big plus.

6412J - VP of Sales Northeast US
A leading vendor of Supply Chain Management solutions for the manufacturing sector requires a VP Sales that can help the company further develop their foothold in the consumer packaged goods market. Interested candidates must have experience selling into the CPG vertical as well as manufacturing as a whole (process & discrete) with experience overseeing $25M+ in revenue. Early stage Company experiences a must.

7900M - VP of Professional Services Bay Area
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.

7761A - Chief Marketing Officer North East
A leading developer of logistics management and supply chain software solutions is seeking a Senior Marketing Executive. The ideal candidate will have led all facets of software marketing (including product marketing, marketing communications, investor relationships, and field marketing) for a software company that has achieved at least $100m in revenue. Candidates with some tenure at companies such as: i2, SAP, Peoplesoft, Lawson, Manugistics, Oracle, or another 'mega-suite' vendor are preferred.



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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