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| A Monthly Journal for Venture Partners and Enterprise Software Executives |
| September 2003 |
In This Issue
Venture Spotlight: Geoff Moore, Mohr-Davidow Ventures
CEO Spotlight: Gerald Cohen, Information Builders
Systems to Grow
The Innovation Equation
Software M&A - Opportunity in Adversity
Executive Job Listings
Software Sales Jobs
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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: Geoff Moore, Mohr-Davidow Ventures
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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Phrases like 'Crossing the Chasm' and 'Inside the Tornado' have become
staples of software CEO vocabulary; so deeply embedded into high tech
strategy that no business plan seems complete without a section on how
to solve the problems they represent. In part 2 of this two part series,
Mohr-Davidow's Geoff Moore talks to Angel Mehta about his induction into
the world of venture capital, upcoming tornados, and the daunting
challenges faced by early stage application software companies in a
gorilla dominated marketplace.
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Read full article >>
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CEO Spotlight: Gerald Cohen, Information Builders
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By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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Over it's 25 year history, Information Builders (known as IBI) has
consistently taken the road less traveled. Despite the fact that it is
one of the few multi-hundred million dollar software companies, IBI has
remained privately-held. It has also been led by the same CEO for over
20 years, another rarity in the enterprise software world. Angel Mehta,
Managing Director at Sterling-Hoffman, chats with Information Builders
founder and CEO Gerry Cohen about the changing business intelligence
market, the advantages of not being based in silicon-valley, and the
importance of work.
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Read full article >>
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Systems to Grow
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By Michael K. Tanner, Managing Director, The Chasm Group
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One of the biggest challenges that companies face as they become successful is putting appropriate processes and systems into place. While this may seem like an obvious part of management, the most successful and fast-growing young businesses can be the most challenged because they are moving so quickly that it is difficult to pay serious attention. So what happens when the initial growth party is over?
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Read full article >>
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The Innovation Equation
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By Anthony W. Ulwick, Chief Executive Officer, Strategyn
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Companies depend on innovation for their long-term survival - yet the
innovation process is plagued with uncertainty, risk, surprise and
failure. Fortunately, innovation doesn't have to be a chance occurrence
or a random event that is contingent on serendipity or luck. There is a
better way, but first leaders must recognize that innovation is not an
art form - it's a business process.
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Read full article >>
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Software M&A - Opportunity in Adversity
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By Ken Bender and Allen Cinzori, Software Equity Group
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Finding opportunity in adversity, private equity buyers took advantage of market conditions by snatching up undervalued software companies reeling from three years of IT budget cutbacks. While some companies found merger partners, others could not attract strategic buyers, as larger software companies sharply curtailed their acquisition efforts, hoarded cash and refused to spend devalued stock. With valuations still low relative to 2000, cash-rich private equity buyers couldn't resist.
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Read full article >>
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Executive Job Listings
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| 7530J - Vice President of Sales & Marketing |
Bay Area |
Early stage web-services vendor requires an extremely seasoned sales & marketing executive to build and lead a world-class global organization. The ideal candidate will have a minimum of 7 years of senior-level executive management experience in the enterprise application integration (EAI) and/or enterprise management utility (EMU) spaces. Experience in both market leading and start-up company environments an absolute must.
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| 7759J - Vice President of Sales |
North East |
$75M privately held leader in risk management solutions requires a seasoned executive to head up the global sales & business development organization. Executive-level experience at a market leading, publicly traded applications vendor is required along with deep contacts in the financial services market. M&A and IPO experience a big plus.
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| 6220J - Vice President of Sales |
Boston |
Recently funded beta-stage storage vendor specializing in back-up and restoration requires an experienced sales executive to close business and build a high quality direct and channel sales organization from the ground up. The ideal candidate will have a track record of success in start-up environments and will have a minimum of 5 years experience selling storage solutions (both software and hardware).
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| 7812J - Vice President of Sales |
Boston |
An emerging ISV in the agent-based, flexible data movement technology sector requires an accomplished and hungry early-stage VP Sales to operate as a player/coach. Experience in pre-chasm environments is a must, as is evangelizing solutions pre-customer. Experience with storage or data-transfer solutions is also key. Candidate must reside in Boston or be willing to relocate.
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| 8003M - Vice President of Business Development |
NY/NJ |
A privately held infrastructure software company with premier venture backing requires a VP of Business Development that understands how to drive effective, revenue centric partner programs. Must have an executive track record of building high impact relationships with leading vendors of infrastructure and network management software (i.e. HP, Computer Associates). Candidates that have a background in building programs exclusively around systems integrator or consulting partners are not a fit for this opportunity.
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| 7144M - Vice President of Alliances |
North East |
Early stage business intelligence vendor looking to acquire a high-performance VP of Business Development 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 a majority of their experience driving business via non-ISV related channels will not be considered.
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| 9002A - Chief Executive Officer |
North East |
Front office applications software company with several referenceable
customers and revenue traction requires CEO with strong enterprise sales
background, strong domain expertise of financial services vertical, and
at least one previous successful tenure within an early stage, privately
held software startup.
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| 8744A - Vice President of Marketing |
North East |
Early stage front office applications company ($8m revenue, 14 Fortune
1000 customers) seeks a VP Marketing possessing superb rolodex within
analyst community, strong domain expertise of either automotive,
healthcare, or consumer packaged goods verticals, and at least one
successful marketing management tenure with a large (revenue exceeding
$200m) enterprise software company.
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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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