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A Monthly Journal for Venture Partners and Enterprise Software Executives
May 2004
In This Issue
Venture Profile: Andreas Stavropoulos, Draper Fisher Jurvetson
CEO Spotlight: Deepak Verma, eCredit
Emerging Business Models in Offshore Outsourcing
Avoid "Death by Meeting"
Software M&A - Q1 Software Industry Equity Report
Executive Job Listings
Software Sales Jobs
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Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs to hire world class software sales professionals.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
Venture Profile: Andreas Stavropoulos, Draper Fisher Jurvetson
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Andreas Stavropoulos joined Draper Fisher Jurvetson after a stint at McKinsey & Co., so why does he think that management consultants aren't cut out for the venture capital world? Angel Mehta, Managing Director at Sterling-Hoffman Executive Search, sat down with Andreas Stavropoulos to talk about angry entrepreneurs, and why 'weird' investment opportunities are sometimes the best.
Read full article >>

CEO Spotlight: Deepak Verma, eCredit
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
eCredit is quickly carving out a reputation as the leader in the emerging category of financial value chain management. Angel Mehta, Managing Director of Sterling-Hoffman, chats with eCredit CEO, Deepak Verma, about the psychological impact of a corporate 'restart' experience, and why he decided to stick around after the previous vision fell apart.
Read full article >>

Emerging Business Models in Offshore Outsourcing
By Ravi Kalakota and Marcia Robinson, CEO and President, E-Business Strategies, Inc.
In the early 1990s, former General Electric (GE) chief executive Jack Welch declared that "70-70-70" would be his company's rule for sending technology work offsite: 70% would be done by outside suppliers, 70% of that overseas, and 70% of that in India. Today, GE is considered by many to be the most advanced practitioner of the offshore outsourcing business model. Offshore outsourcing has surfaced as both a strategic and tactical method of meeting new business demands. Similar to most business ventures, the challenge of offshore outsourcing lies not in envisioning it but in executing it.
Read full article >>

Avoid "Death by Meeting"
By Patrick Lencioni, President, The Table Group
The greatest myth that exists about meetings is that they are inherently bad. As a business society, we've come to accept that meetings are unavoidably painful and unproductive-one of the necessary evils of organizational life. But the fact is, bad meetings are a reflection of bad leaders. Worse yet, they take a more devastating toll on a company's success than we realize. The key to improving meetings, however, has nothing to do with better preparation, agendas or minutes. To address the problem, leaders will need to take a contrarian view of meetings and apply a few basic guidelines.
Read full article >>

Software M&A - Q1 Software Industry Equity Report
By Ken Bender, Managing Director, and Allen Cinzori, Vice President, Software Equity Group LLC
A comprehensive review and analysis of the past quarter's software industry mergers and acquisitions, this report analyzes changing market valuations of public software companies as a group, as well as by product category. The Report also includes detailed data and in-depth analysis of M&A transactions during the quarter, including changes in the most active software product categories, continued improvement in M&A valuations, further transition in deal structure and form of payment, and shifts in buyer priorities and thinking. Also listed are Q1's most active buyers and insight into some of Q1's most interesting and instructive deals.
Read full article >>


Executive Job Listings
8292M - VP of Sales Bay Area
A privately held Knowledge Management software company requires a VP of Sales that understands how to drive early customer traction. A track record of successful pre/post bubble sales management experience within an emerging applications vendor is a must have, defined as revenue growth from near $0 to $15m.

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.

8871J - VP of Sales Anywhere
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.



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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