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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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Venture Spotlight: Geoff Moore, Mohr-Davidow Ventures
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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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CEO Spotlight: Gerald Cohen, Information Builders
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
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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Systems to Grow
By Michael K. Tanner, Managing Director, The Chasm Group
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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The Innovation Equation
By Anthony W. Ulwick, Chief Executive Officer, Strategyn
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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Software M&A - Opportunity in Adversity
By Ken Bender and Allen Cinzori, Software Equity Group
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.
Read full article >>


Executive Job Listings
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.

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.

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).

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.

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.

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.

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.

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.



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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