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The Monthly Journal for Venture Partners and Enterprise Software Executives
March 2006
In This Issue
CEO Spotlight: Robert Farrell, Metastorm, Inc.
SaaS Not a "One Size Fits All" Paradigm
You Vote: Can you trust the Analysts?
Are Your Customers Unhappy? Here's Help!
What Great Leaders Believe In
Software M&A – A Glimpse into Q1
Executive Job Listings
Software Sales Jobs
Hiring Software Sales People can be FAST and EASY.
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Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
CEO Spotlight: Robert Farrell, Metastorm, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Business Process Management was one of the most hyped segments of the enterprise software world only a few years ago, bringing with it as big a vision for transformation as had ever been seen by corporate IT. But despite the wave of consolidation over the last 2 years, no one vendor has yet emerged as a leader – which is why Robert Farrell, leader of Metastorm, is so excited. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Robert about his journey from shell fisherman to software CEO, and what Metastorm is doing to fix one of the biggest problems in IT.
Read full article >>

SaaS Not a "One Size Fits All" Paradigm
By Yuchun Lee, Co-Founder and Chief Executive Officer, Unica Corporation
The general paradigm shift will correct itself this year when software as a service will become part of the entire ecosystem. It’s a very beneficial option for the market, but it’s definitely not a “one size fits all” paradigm. Software vendors that will be successful in 2006 and beyond are those that can provide both on-premise and on-demand solutions, in one form or another. Companies that can’t offer both are foregoing half of the market and will start to see challenges to their growth and leadership in the future.
Read full article >>

Should CIOs trust what analysts like Gartner or IDC say about software companies and the quality of their products?

Yes: Analyst firms are usually objective, fair and accurate in their research.
No: Analyst firms are usually biased, unfair and often produce flawed research.

Are Your Customers Unhappy? Here's Help!
By Morris Panner, Chief Executive Officer, OpenAir, Inc.
Software-as-a-Service (SaaS) provides real-time interaction between application vendor and customer that traditional client server companies can only envy. It is one of the key benefits of the SaaS model. What makes this possible? In any company, it is the customer support team. They are the first line of interaction with customers and the most important asset the company has. Most companies are unprepared for the new role of customer/application support. This article talks about how to get ready for the new world and how it will change every aspect of your business.
Read full article >>

What Great Leaders Believe In
By Paul B. Thornton, Managing Partner, Be The Leader Associates
What’s the difference between a cab driver and a leader? A cab driver simply takes you from point A to point B. A leader takes you to a place you hadn’t envisioned or thought possible. What drives a leader to pursue a better future? Leaders believe most people and organizations are under performing and capable of achieving much more.
Read full article >>

Software M&A – A Glimpse into Q1
By Ken Bender and David Legacki, Software Equity Group, L.L.C.
The opening months of 2006 saw a continuation of the momentum that characterized the software industry in the closing months of 2005. Buyers were primarily public software companies seeking strategic acquisitions in response to market demands and competing players. High on many buyers’ list were strategic acquisitions that enhanced their product offering. Cash continued its dominance as the primary form of payment. Here’s an analysis of eight of the most interesting acquisitions from the first half of the quarter.
Read full article >>

Top Interviews Top Articles

Executive Job Listings
4772C - VP Business Development Northeast
An early stage client, specializing in security solutions that protect against Zero Day Attacks is looking for a VP of Business Development to build from scratch all Channels, Alliances and Partnerships with ISVs and SIs. The company has received special attention and investment from the Department of Homeland Security. Candidates must have a security background, have carried a quota and worked for a start-up.

8743J - VP Worldwide Sales Southeast
A leader in customized online information capture and dissemination requires a Vice President Worldwide 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.

7914M - VP Professional Services Bay Area
An emerging Contract Management Software company requires a VP of Services to maintain current revenues and bring 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.

7945K - 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.

8992M - VP Sales MA
Early stage wireless security solutions vendor requires a seasoned sales executive to initiate early customer traction and build a high quality sales organization from the ground up. The ideal candidate will have a minimum of 7 years senior level management experience, a track record of success in start-up environments and significant domain expertise in the security software space.

9319K - VP 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 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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