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A Monthly Journal for Venture Partners and Enterprise Software Executives
Vol. 1 No. 4
In This Issue
CEO Spotlight: Bob Walters, CEO, Stratum8 Networks
Software CEO Summit
Looking at Failure
Software M&A - September Deals and Insights
Investing in the "Real" New Economy
Executive Job Listings
CEO Spotlight: Bob Walters, CEO, Stratum8 Networks
by Angel Mehta, Sterling-Hoffman Management Consultants
Bob Walters flew a fighter jet for 10 years before jumping into the enterprise software business. After stints at the likes of Informix, Red Brick, and Securant, he assumed leadership of Stratum8, a security software startup that managed to secure financing from the likes of New Enterprise Associates and BA Venture Partners in February of this year. In a candid conversation with Sterling-Hoffman's Managing Director Angel Mehta, the former U.S. Marine Corps. Officer shares insight on leadership, raising capital, and being a first time CEO in what continues to be a tough market for Silicon Valley startups.
Read full article >>

Software CEO Summit
by Sharon Weinbar, Director, BA Venture Partners
Early in October, BA Ventures hosted an offsite for the CEO's of it's portfolio software companies. After a review of bubble and post-bubble market data, the floor opened to heated debate on best practice concepts for early stage software companies. Sharon Wienbar reviews the key ideas that emerged after the smoke had cleared, including some surprising opinions on sales strategy.
Read full article >>

Looking at Failure
by Michael K. Tanner, Managing Director, The Chasm Group, LLC
In the technology sector we worship success. With the Horatio Alger cookbook of striving and succeeding as our inspiration, we spend our waking hours dreaming up new technologies, products and businesses that will change the world and the way we live and work. Our business plans uniformly forecast an "S-curve" growth trajectory that any new venture investor will tell you is so typical that it could almost be a clip-art model. We assume that new technology innovation will be so compelling that (after a few "seed units" of course) the world will basically beat a path to our door. We just expect that with the right plan, the right resource and the right team, we will be fantastically successful. Wouldn't life be so much simpler if business really worked that way?
Read full article >>

Software M&A - September Deals and Insights
by Ken Bender, Managing Director and Allen Cinzori, Associate - Software Equity Group, LLC
Two or three year ago technology drove most acquisitions. Not today. Read about eight deals that reveal what today's buyers want.
Read full article >>

Investing in the "Real" New Economy
by Charles O. Heller, General Partner, Gabriel Venture Partners
Every article written today about venture capital must begin with the fact that there has been a radical decrease in investing during the past two years. Some wonder if this fall-off is a result of a drop in demand for private equity or a decrease in interest by VCs to invest - or perhaps a bit of both. Charlie Heller provides an update on the current climate and mindset of venture investors, and how startups need to adjust their tactics accordingly.
Read full article >>



Executive Job Listings
VP of Sales - Marketing Automation Software Boston, MA
Track record of growing software companies from under $5m to over $30m is key. Prefer background in selling enterprise applications to executive level marketing and customer service buyers.
Apply to: resumes@sterlinghoffman.com

VP of Sales - Storage Software Bay Area
Experience in building high-performance direct sales teams for early stage ventures is critical. A track record in selling infrastructure software to senior IT buyers is preferred.
Apply to: resumes@sterlinghoffman.com

VP Sales
Web based Supply Chain Management solution offered on a subscription basis. Company HQ'd in Detroit MI, relocation not required. Demonstrated experience growing revenues from $10M to $50M+ is ideal. Contacts at major auto and pharma/healthcare manufacturers a big plus.
Apply to: resumes@sterlinghoffman.com

VP Sales Northeast US
Contacts at financial services & insurance companies necessary. Demonstrated experience growing revenue from under $5M to over $20M is ideal.
Apply to: resumes@sterlinghoffman.com

Director of Sales
Supply Chain Management solution for the retail vertical that manages both front-end selling channels and back-end fulfillment networks. Deep contact network of leading retailers a must. Experience building and managing a regional sales team also important.
Apply to: resumes@sterlinghoffman.com

VP Sales
Supply Chain Management solution for the retail vertical that manages both front-end selling channels and back-end fulfillment networks. Deep contact network of leading retailers a must. Experience building a world class sales organization and driving revenues from $5 - 20M a must.
Apply to: resumes@sterlinghoffman.com

Note: We appreciate all submissions, but only qualified executives will be contacted.






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