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| A Monthly Journal for Venture Partners and Enterprise Software Executives |
| Vol. 1 No. 8 |
In This Issue
 Venture Spotlight: Bob Davoli, Sigma Partners
CEO Spotlight: Pete Cittadini, Actuate Software
Why BA Ventures likes Consumer Deals
The Danger of Underestimating Communication Strategy
Software M&A: Q1 2003 in Review
Executive Job Listings
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Venture Spotlight: Bob Davoli, Sigma Partners
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
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Most venture partners are information junkies - so why does Bob Davoli
avoid trade publications and analyst reports like the plague? One need
only spend a few minutes in conversation with Bob Davoli to realize that
he is unique. Having joined Boston-based Sigma Partners in '95, Davoli
has all the energy and intensity you'd expect of an early stage venture
investor and successful entrepreneur. But it's his political views that
may surprise you. Angel Mehta, Managing Director at Sterling-Hoffman,
talks to Bob Davoli about pitfalls for venture investors, finding great
ideas, and social responsibility.
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Read full article >>
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CEO Spotlight: Pete Cittadini, Actuate Software
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
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Driving his boss to the airport after a customer meeting years ago,
Actuate's Chief Executive Officer Pete Cittadini learned a valuable
lesson about turning vision into reality - from none other than Oracle
founder & CEO Larry Ellison. Angel Mehta, Managing Director at
Sterling-Hoffman, talks with Pete Cittadini about growing up at Oracle,
expansion plans for Actuate, and why he was never bitten by the
entrepreneurial bug.
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Read full article >>
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Why BA Ventures likes Consumer Deals
By Sharon Wienbar, Director, BA Venture Partners
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Dotcoms were the first sector of the economy to collapse and
backlash against consumer & retail investment business plans followed.
So why is the enterprise software group at BA Venture Partners so
interested in consumer deals? Sharon Wienbar, a veteran of enterprise
software, makes a compelling case for re-evaluating end user
opportunities.
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Read full article >>
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The Danger of Underestimating Communication Strategy
By Michael Tanner, Managing Director, The Chasm Group, LLC
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The biggest myth in business is that ideas, proof points, and
execution are anything more than 50% of the success equation. Whether
you're a software CEO raising capital, trying to gain board approval for
a new corporate strategy, or closing an enterprise customer, winning
comes down to communication. Most executives seem to think that after
a decade or two in the business, they've mastered it. They're wrong.
Mike Tanner discusses how poor communication causes failure, and how to
get better at it in a hurry.
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Read full article >>
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Read full article >>
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Executive Job Listings
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| Chief Operating Officer |
Bay Area, CA |
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Senior Executive required with established track record (ie. at least
1 distinguishable tour of duty) of building, managing, and leading
early stage software companies. Ideal candidate will have
superb domain expertise with regards to supply chain market segment
and preferably have come up via an enterprise software sales and/or
marketing background. Candidates that DO NOT have early stage management
experience and superb supply chain domain expertise will not be
considered.
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Apply to: JCF@SterlingHoffman.com
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| SVP WW Sales |
North East / Central |
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Supply chain software company with customer traction and real revenue
seeking an SVP Sales to help reach the next plateau. Candidates must
have superb rolodex within automotive vertical, tenure with at least
one leading ERP / Supply Chain software vendor, and experience managing
a $150m - $200m line of business. Candidates that have gained
some experience at companies like: i2, Manugistics, SAP, JD Edwards, Agile, Descartes, Peoplesoft.
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Apply to: MHF@SterlingHoffman.com
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| VP Marketing |
Bay Area, CA |
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Early stage security software startup seeking VP Marketing with
at ABSOLUTE MINIMUM least 5 years of focused product management or
product marketing
experience and strong domain expertise in at least one segment
of security software; ie. intrusion detection, firewall, network security,
biometrics, etc. Technical degree is strongly preferred.
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Apply to: MHF@SterlingHoffman.com
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| VP Sales - Financial Services |
North East |
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Mid-level business process management software company seeking VP Sales to
drive push into financial services vertical. Ideal candidate will have
tenure with market leader in any of following categories: CRM (Siebel,
Salesforce.com,
Clarify, Vantive, Pivotal, etc.) or EAI (Webmethods, Tibco, Vitria).
IMPORTANT: Candidates *must* be able to demonstrate strong rolodex at
C-level within investment banking, brokerage, insurance, etc.
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Apply to: amehta@sterlinghoffman.net
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Note: We appreciate all submissions, but only qualified executives will be contacted.
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