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A Monthly Journal for Venture Partners and Enterprise Software Executives
November 2004
In This Issue
Venture Profile: Art Marks, Valhalla Partners
CEO Spotlight: Phillip Dunkelberger, PGP Corporation
You Vote: Where do the best Software Sales People come from?
Playing Hardball: Why Strategy Still Matters
Extending the Rational Unified Process: RUP to EUP
Software M&A Insights
Executive Job Listings
Software Sales Jobs
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Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
Venture Profile: Art Marks, Valhalla Partners
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Tired and frustrated with a mode of investing he could not bring himself to believe in, Art Marks 'retired' from the world of venture capital, only to return with a renewed passion after a 'Jerry Maguire'-style moment of inspiration. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Art Marks about the creation of Valhalla Partners, and learns why those who cannot pass the tests of the entrepreneurial quest may never be allowed to turn back.
Read full article >>

CEO Spotlight: Phillip Dunkelberger, PGP Corporation
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Nearly 10 years ago, powerful email encryption software known as 'Pretty Good Privacy' spread around the world and scared the US government into accusing its creator of violating federal export laws. Fast forward to 2004, and PGP (the company) is still at the cutting edge of email security. After an 'Entrepreneur in Residence' stint with Doll Capital and executive positions with the likes of Symantec and Vantive, PGP's original CEO is back at the helm - and the future has never looked brighter. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Phillip Dunkelberger in this month's Sterling Report.
Read full article >>
Where do the best Application Sales People come from?

Playing Hardball: Why Strategy Still Matters
By George Stalk, Senior Vice President, The Boston Consulting Group
Today there are two extremes in business competition. Companies can play softball, relying on weak tactics that look like strategies, but do little more than keep the company in the game for the short term. Or, they can play hardball, employing tough strategies designed to rout, not simply beat, competitors. Which of today's companies are playing hardball? What strategies are they using to win? What will it take for firms to adopt and execute these strategies successfully?
Read full article >>

Extending the Rational Unified Process: RUP to EUP
By Scott W. Ambler, Senior Consultant, Ronin International, Inc.
The Rational Unified Process (RUP) has been adopted by thousands of organizations worldwide to help improve their software development processes. Although software development clearly is important, it's only part of your overall information technology (IT) picture. Not only do you need to develop systems, you must also operate, support, and manage cross-system enterprise issues such as portfolio management, enterprise architecture, and strategic reuse -- to name a few. The Enterprise Unified Process (EUP) extends the RUP to meet the real-world needs of mid-to-large sized organizations.
Read full article >>

Software M&A Insights
By Ken Bender and Allen Cinzori, Software Equity Group LLC
The U.S. economy showed continued growth in the third quarter, but signals were once again mixed. GDP growth, the broadest measure of economic activity, was revised downward to 3.3% for 2Q04. The preliminary 3Q04 GDP number inched up to 3.7%, showing little improvement despite statements by Fed officials that the economy gained traction after hitting a "soft patch" in late Spring. While some economists are predicting a GDP of 4% or better in 4Q04, soaring oil prices, auto manufacturer reliance on costly incentives to spur sales, declines in consumer confidence and spending, disappointing hiring figures and recent increases in initial unemployment insurance claims, could signal slower growth in coming quarters.
Read full article >>

Executive Job Listings
9985J - VP Americas Sales US
Our client, an emerging vendor of PLM & decision support solutions for manufacturers, requires a VP WW Sales to build the sales organization and drive revenue growth. The ideal candidate will have a background selling PLM, SCM or ERP solutions to discrete manufacturers. Experience growing revenues from under $10m to over $50m is also required. In addition, previous success at market leading companies such as: Agile, MatrixOne, PTC, Dassault, i2, Oracle, or SAP would be an asset. Candidate can be located anywhere in the United States.

8722J - VP Worldwide Sales West Coast/Northwest
A leader in customized online information capture and dissemination requires a VP WW 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. Minimum 5 years executive management experience, preferably in content management, business intelligence and analytics solutions. Candidate must reside in the San Francisco Bay area.

8773M - VP of Sales West Coast/Northwest
Candidate must have successful track record of sales management within market leading integration software vendor (TIBCO, WebMethods, SeeBeyond, Vitria) and have led a North American sales organization of at least $40m in revenue. The ideal candidate will have a minimum of 7 years senior level management experience and a demonstrable track record of success in rapid growth environments.

8113M - VP of Sales Northeast
Our client is a leading vendor of Knowledge Management solutions for mid-market, Government, and Global 2000 organizations. The ideal candidate will have a minimum of 7 years senior level management experience and a track record of success in young company environments, defined as cost-conscious revenue growth from $20m to over $70m. Prior background in selling CRM, PRM or HR applications is highly desired.

6005J- VP North American Sales Southeast
A semi-established vendor of PLM solutions requires a VP North American Sales to manage and improve an established sales and services organization. The ideal candidate will have experience managing a revenue base of over $30m, and have a rolodex in the automotive, semiconductor, manufacturing & production industries. A background selling PLM, ERP, SCM or procurement solutions is preferred.

6100K - Chief Executive Officer Boston, MA
Early stage front office applications start-up with over 10 referenceable marquis customers and several million dollars in revenue traction seeks a CEO to assemble a professional management team and accelerate company's customer acquisition efforts. Candidates must have exposure to multiple functions within enterprise applications software and a strong enterprise sales background, specifically, a winning track record in securing significant deals on behalf of young companies that are competing against more established category leaders.

9111K - SVP of Field Operations Northeast
Candidate must have at least 10 years of enterprise applications sales experience, preferably within front office segment. Ideal candidate will have served as VP of Sales in past, managed at least $75m revenue unit for period of 3+ years, and have at least one successful tenure at market leading ISV such as: Documentum, Siebel, SAP, Oracle, PeopleSoft, etc.

7345K- 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.

To apply for any of the above openings, please send an 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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