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A Monthly Journal for Venture Partners and Enterprise Software Executives
September 2004
In This Issue
Venture Profile: Stu Schuster, Novus Ventures
CEO Spotlight: Joe Davis, Coremetrics
Business Technology Leadership: What IT Means in the Early 21st Century
Corporate Technology Spinouts: Why and How
Software M&A - Insights
Executive Job Listings
Software Sales Jobs
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Venture Profile: Stu Schuster, Novus Ventures
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Stu Schuster knows a thing or two about chasing the impossible dream: he led Marketing for a $5m startup called Sybase in the late eighties and took dead aim at Oracle - which had already become a $100m market leader. Is it still possible to build a billion dollar software company? Angel Mehta, Managing Director at Sterling-Hoffman, talks with Stu Schuster about the unpredictability of success, why it's so hard to grow a software company these days, and his biggest pet peeve about entrepreneurs.
Read full article >>

CEO Spotlight: Joe Davis, Coremetrics
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
After high profile stints as President of Nortel's e-Business unit and General Manager of Peoplesoft's CRM business, Joe Davis opted to join a company that was tiny by comparison: CoreMetrics, an ASP specializing in web analytics solutions. Angel Mehta, Managing Director at Sterling-Hoffman, chats with Joe Davis about managing the HP way, the difficulties of M&A, and why he thinks there is still room for growth in the CRM market.
Read full article >>

Business Technology Leadership: What IT Means in the Early 21st Century
By Steve Andriole, Founder & CTO, TechVestCo
Things are changing for business technology executives. What defined "leadership" just five years ago no longer plays on Mahogany Row. After the dot com crash, the Y2K non-problem and the nuclear winter that the technology sector has endured since 2000, business technology leadership is now about business performance. The new metrics are all about the business - growth, cost management and profitability. They are no longer about zero latency networks or desktop support. This article looks at these emerging leadership challenges and provides a wake-up call of sorts to any of us still stuck in the 1990s!
Read full article >>

Corporate Technology Spinouts: Why and How
By Andrew R. Garman, Managing Partner, New Venture Partners LLC
Corporate technology innovation is changing. Smart companies no longer feel the need to own and control all of their intellectual property. Sometimes the most profitable business model is to use others' technology. Intel, Microsoft and Cisco have demonstrated this repeatedly. Even more interestingly, sometimes the most profitable business model is to let others use your technology. This article examines the why and how-to of corporate technology spinouts.
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Software M&A - Insights
By Ken Bender, Managing Director, and Allen Cinzori, Vice President, Software Equity Group LLC
Deal multiples this week reflect a buyer's market rather than the seller's market we have grown accustomed to in 2004. Total Systems Services acquires Clarity to compete in a rapidly consolidating market; VerticalNet continues to seek revenue growth and profitability through acquisition, this time by acquiring B2eMarkets; Art Technology Group makes a very good strategic acquisition to offer a more robust solution to its target market but the street didn't take notice; WorkStream continues its quest to be an acquisition candidate itself by buying Bravanta; and ViryaNet purchases a company in one of its key verticals.
Read full article >>


Executive Job Listings
8113M - VP of Sales Northeast US
Our client is a leading vendor of E-Learning 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 $10m to over $30m. Prior background in selling CRM, PRM or HR applications is highly desired.

9213M - VP of Sales Northeast US
A privately held infrastructure software provider requires a VP of Sales that understands how to drive early customer traction. The ideal candidate will have successful early stage company experience, defined as growth from $5-30m+, and expertise in selling complex enterprise solutions to the CIO and CFO. Prior background in selling to the Financial Services sector Highly preferred.

8773M - VP of Sales Bay Area, CA
A leading early stage vendor of next generation CRM solutions requires a VP Sales that can help the company further develop their foothold in the F500 Market. Interested candidates must have experience selling into Hi-Tech and Domain expertise in building revenue from under $10m to over $40m. Prior Applications software background a must, front office strongly preferred (i.e. CRM, PRM).



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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