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The Monthly Journal for Venture Partners and Enterprise Software Executives
May 2006
In This Issue
Special Message from Angel Mehta, Sterling-Hoffman
CEO Spotlight: Michael Ruffolo, Liquid Machines, Inc.
The Software Industry's Other Transition
You Vote: Is industry consolidation good for software buyers?
How to Evaluate Knowledge Management Technology
The Failed Promise of High Tech
Software M&A - Q1 2006 was The Best Since '99
Executive Job Listings
Software Sales Jobs
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Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
Special Message from Angel Mehta, Sterling-Hoffman

This is the funniest, most creative way to market software that I've seen in a long time.
Every sales executive and every CFO should watch it. Turn the sound up, and enjoy.




Angel Mehta
Managing Director
Sterling-Hoffman Executive Search

Betting on Employee Disloyalty
CEO Spotlight: Michael Ruffolo, Liquid Machines, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Who is more likely to steal your most private documents or intellectual property - a teen hacker, or a rogue employee? The business world is just now waking up to the fact that the biggest security threat comes from the inside, and up and coming Liquid Machines is poised to capitalize on the rude awakening. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Liquid Machines' CEO Mike Ruffolo about the emerging market for enterprise rights management.
Read full article >>

The Software Industry's Other Transition
By Paul Holland, General Partner, Foundation Capital
Recently, a new breed of software companies has emerged that help customers grow the top line. By associating their value proposition with increase in revenues, they've been able to appeal to the strategic interests of senior executives and consequently their average selling prices far exceed that of the typical industry average. Technology companies today are hard at work to help their customers make more money vs. simply slashing IT expenditures.
Read full article >>

Is industry consolidation good for software buyers?

Yes: it means better support and more integrated solutions
No: small companies are needed to ensure innovation and competitive pricing
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How to Evaluate Knowledge Management Technology
By Mirghani Mohamed, Assistant Director, Data Center, The George Washington University
Because of the recent rapid convergence and the noticeable synergy between technology advancements and Knowledge Management (KM) principles, it is becoming more intricate to choose the right technology for any KM initiative. Most of the standard technology selection models assume that these technologies are conduits for data and information. Further, traditional selection models do not put into consideration features related to human cognitive process and social interrelations.
Read full article >>

The Failed Promise of High Tech
By Tom Northup, Founder & Principal, Leadership Management Group
High tech promised the business world an easy way to enhance efficiency, save time, and increase access to information. Instead it has reduced interpersonal communication, shattered our ability to focus, made us accessible to anyone at any time, and increased the time it takes to complete projects. In order to achieve success in business, go back to the days before high tech, retake control of our time and rebuild personal communication skills.
Read full article >>

Software M&A - Q1 2006 was The Best Since '99
By Ken Bender and David Legacki, Software Equity Group, L.L.C.
Despite the relentless advance of crude oil prices, the Iraq quagmire, and concerns about a nuclear capable Iran, the US economy showed continued strength and noteworthy growth in the first quarter of 2006. Gross Domestic Product (GDP), a key economic indicator and broadest measure of economic activity, is projected to grow at a rate of 4.9% in 1Q06 versus the modest 1.7% recorded in 4Q05. While this growth is encouraging, the specter of inflation continues to loom on the horizon.
Read full article >>

Top Interviews Top Articles

Executive Job Listings
9474M - Vice President of Sales Midwest
Candidate must have successful track record of sales management within a market leading network management vendor and led a sales organization from under $5m to over $30m in revenue. The ideal candidate will have a minimum of 5 years of senior level management experience. A track record of securing major enterprise deals on behalf of young companies that are competing against established category leaders is vital.

9938A - Chief Executive Officer Northeast
An early stage infrastructure software venture with a foothold in the Banking and Insurance markets is in need of an accomplished Chief Executive Officer who will be responsible for overseeing new client generation, product direction and the building of a professional team. A track record in scaling from $1m to over $20m is essential as is extensive domain expertise in the enterprise space.

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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