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| A Monthly Journal for Venture Partners and Enterprise Software Executives |
| Vol. 1 No. 10 |
In This Issue
 Venture Spotlight: Terry Garnett, Venrock Associates
CEO Spotlight: Peter Lee, DataSynapse
Prospecting for Offshore Value
Pre-IPO software companies: meet the Sarbanes-Oxley Act
Software M&A - Second Quarter 2003, Deals and Insight
Executive Job Listings
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Hiring Software Sales People is EASY (and cheap).
Does your HR Manager know about SoftwareSalesJobs.com? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs.com to hire world class software sales professionals.
Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
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Venture Spotlight: Terry Garnett, Venrock Associates
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
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After serving four years as Oracle's SVP of Marketing, Terry Garnett
left to pursue a passion for investing in and nurturing startups. His personal early stage investments in Siebel and Checkpoint rank among
the software industry's biggest success stories. After joining Venrock in
1995, his string of hits continued with key investments in NEON, Crossworlds, and
NIKU. Angel Mehta, Managing
Director at Sterling-Hoffman, sat down with Terry Garnett to talk about growing up
in silicon valley, the value of going broke, and why 'pedigree' and entrepreneurial
success don't necessarily go hand in hand.
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Read full article >>
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CEO Spotlight: Peter Lee, DataSynapse
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
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Most experts agree that the enterprise software market is
maturing, but customers are raving about DataSynapse and
it's 'LiveCluster' distributed computing platform. Angel Mehta,
Managing Director at Sterling-Hoffman, chats with DataSynapse CEO Peter
Lee about the hot new (yet old) space of Grid Computing, differences
between east coast and west coast venture capital firms, and why he
chose his best friend's table napkin business plan over a startup that
was virtually guaranteed financing.
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Read full article >>
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Prospecting for Offshore Value
By M.R. Rangaswami, Managing Director, The Sand Hill Group
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Most software companies say they are offshoring at least some of their
development or support services. The reality is that most haven't
scratched the surface. When most software companies began leveraging
offshore services during the technology boom of the late 1990s, the main
incentive was to find skilled programmers and other staff - a scarce
commodity domestically. Today's sagging economy means smart enterprises
are still looking overseas but for different reasons. Wall Street has
demanded lower operating costs and offshore services firms have helped
deliver. But this motivation may be short sighted.
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Read full article >>
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Pre-IPO software companies: meet the Sarbanes-Oxley Act
By William Gehrke, Senior Partner, Hale & Dorr
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If you're like most software investors or entrepreneurs, chances are
that M&A is your best chance for a liquidity event. Any ISV thinking
about a liquidity event will need to pay serious attention to the
Sarbanes Oxley Act; even though the rules are designed for public
companies, the implications for pre-IPO startups are immense. Bill
Gehrke, Senior Partner at high tech law firm Hale & Dorr, explains what
software CEO's and investors need to worry about, and how to best
prepare.
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Read full article >>
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Software M&A - Second Quarter 2003, Deals and Insight
By Ken Bender, Managing Director, Software Equity Group, LLC
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Is there light at the end of the tunnel? The Nasdaq, which now appears
to have bottomed in October, grew 15% during the first 45 days of the
quarter to its highest level in eleven months. M&A activity followed
suit, climbing considerably from Q1 lows. Extrapolating data from the
first half of the quarter, software M&A is projected to climb 10% in Q2,
with a continuing mix of strategic and distressed acquisitions.
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Read full article >>
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Executive Job Listings
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| VP Americas |
North East |
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Mid-level front office applications vendor with over $30m in revenue
seeking a world class enterprise software sales leader to take
leadership over 150+ employee organization including sales, pre-sales,
and alliances functions. For consideration, candidates must have
previous experience managing organizations of at least $100m.
Candidates that have changed jobs on more than 3 occasions over last 5
years will not be considered.
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Apply to: amehta@SterlingHoffman.com
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| EVP Sales |
Bay Area, CA |
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Supply chain software company with a strong customer base and top tier
investors seeking an EVP Sales to add both strategic impact and excellence
in execution. Candidates must be interested in and capable of personally
selling prior to building a team. Domain expertise in Hi-Tech Manufacturing,
Retail and CPG as well as past successes in young company leadership are
essential.
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Apply to: MHF@SterlingHoffman.com
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| SVP Sales |
Bay Area, CA |
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Enterprise collaboration applications firm looking for a seasoned sales
leader with a demonstrated track record in growing revenue from under $5M to
over $50M. Contacts at F500 Discrete Manufacturing companies a must. Past
achievement with leading PLM software companies (i.e. MatrixOne) and
international indirect channel experience are significant assets.
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Apply to: MHF@SterlingHoffman.com
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| VP Sales |
North East |
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Early stage enterprise security software vendor seeks VP Sales that
possesses superb rolodex within key financial services accounts on wall
street as well as at least 4 years selling in a pre-chasm environment to
technical buyers. Ideal candidate will have some tenure with leading
security software vendor such as ISS, Verisign, RSA, or Symantec.
Candidates that have changed jobs more than 3 times in the last 5 years
will not be considered.
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Apply to: jcf@sterlinghoffman.net
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| VP Sales |
Bay Area, CA |
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Supply chain software company with a strong customer
base and top tier investors seeking a VP Sales to add strategic impact and
excellence in execution. Candidates must be interested in and capable of
personally selling prior to building a team. Domain expertise in Hi-Tech
Manufacturing, Retail and CPG as well as past successes in young company
leadership are essential.
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Apply to: MHF@sterlinghoffman.net
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| VP Sales |
Bay Area, CA |
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Senior Executive required with a successful track
record of building and leading the sales organization of an early stage
software company. Ideal candidate will have superb domain expertise with
regards to the supply chain market segment and tenure with an applications
market leader (i.e. SAP, Oracle, PeopleSoft, i2, Manugistics, JD
Edwards). Candidates who have changed jobs 5 times in 5 years will not
be considered.
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Apply to: MHF@sterlinghoffman.net
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| VP Alliances |
North East |
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Early stage business intelligence vendor looking
to acquire a high-performance VP Alliances with a lengthy track record in
bringing high value enterprise solutions to market via ISV partners. A
blend of successful experience with start-ups and pedigree platform
providers (i.e. Oracle, Sybase, SUN, IBM) a must. Candidates with
majority of their experience driving business via non-ISV channels will
not be considered. No job hoppers please.
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Apply to: MHF@sterlinghoffman.net
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Note: We appreciate all submissions, but only qualified executives will be contacted.
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