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The Monthly Journal for Venture Partners and Enterprise Software Executives
September 2007
In This Issue
CEO Spotlight: Sue Welch, TradeStone Software
The Rebirth of Enterprise IT
You Vote: What product lifecycle phase will the industry be in by 2017?
Recommended ­Sales Training Firms
SMB Market – What is the secret sauce for success?
Virtualization – Challenges for Static Approaches to Network Security
Guidelines for Mitigating Risk with Open Source Governance
Executive Job Listings
Software Sales Jobs
Hiring Software ­Sales People can be Fast and Easy.
Does your HR Manager know about SoftwareSalesJobs? If not, your company is at a serious disadvantage. Every major software company in the world, including Google, FileNet, BEA, Sybase, Computer Associates, BMC, and SAP has used SoftwareSalesJobs.com to hire software ­sales, pre-sales, and post-sales professionals. Contact us today to find out why.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.
CEO Spotlight: Sue Welch, TradeStone Software
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
The founder of three successful companies, each one delivering increasingly more sophisticated software to handle the complexities of global sourcing and private label product development, Sue Welch has many firsts to her credit. She delivered the first PC-based import software to the global market, she launched the first Windows-based sourcing software and delivered the first Web-based composite application for global sourcing and realized her goal of global commerce. Angel Mehta, Managing Director of Sterling-Hoffman, chats with Sue about all this and more.
Read full interview >>

The Rebirth of Enterprise IT
By Chip Hazard and Jeffrey Bussgang, General Partners, IDG Ventures Boston
When Nicholas Carr wrote his now-famous Harvard Business Review article over four years ago, “IT Doesn’t Matter”, the most damning claim to our industry was that IT had become a commodity input – irrelevant as a source for strategic advantage. Many pundits, from Larry Ellison on down, began pontificating on the maturation, consolidation and eventual death of the enterprise software business – at least for companies whose names are not IBM, Microsoft, Oracle, SAP or Symantec.
Read full article >>

What phase of the product lifecycle will the enterprise software industry be in by the year 2017?


SMB Market – What is the secret sauce for success?
By Vas Srinivasan, Vice President of Marketing, Sonasoft Corporation
Even though the SMB market looks very attractive, potential aspirants to conquer it face many hurdles. The SMB market is highly fragmented, diverse and unconventional. Prospecting for SMB customers is not an easy task. Contrary to what is expected, the sales cycle can be as long as that of enterprise companies if it is not handled properly. Also, conventional approaches and channels used to reach enterprise customers will not yield the desired results.
Read full article >>

Virtualization – Challenges for Static Approaches to Network Security
By Jeff Palmer, Chief Executive Officer, Blue Lane Technologies Inc.
Earlier this year at the RSA Security Conference, RSA president Art Coviello talked about how older static security technologies (like the use of signatures to detect and block hackers from gaining access to protected information assets) are crumbling under pressure from cyber criminals. Art was widely quoted for good reason. He’s right. While there is no doubt that his predictions about signature-based security solutions becoming a waste of money (in the near future) will eventually ring true; I think even the security-savvy audience at RSA may have missed the irony of Art’s prediction.
Read full article >>

Guidelines for Mitigating Risk with Open Source Governance
By Steven L. Grandchamp, CEO, OpenLogic, Inc.
It’s an all-too-common scenario: A programmer at a Global 2000 organization faces a looming deadline. After some research, he selects an open source software package that meets his technical needs and will allow him to get his job done quickly and efficiently. He downloads the selected software and goes to work, unaware of the potential implications of his choice. As in the scenario above, open source software often comes into an organization with no further consideration than whether it can do the job at hand. While open source software provides a functional, flexible and cost-effective option for enterprises, there are issues to consider that can have a significant impact on a business.
Read full article >>

Sales­ Training Firms We Recommend
Your search for quality Software Sales­ Training Firms begins and ends here...
View the Index >>

Executive Job Listings
Account Manager
CT/NY Upstate
Apply Now
Our client seeks a candidate for the position of Account Manager in their Eastern office. The company is a New IPO on Nasdaq. It is ranked number 1 in Data Automation Software. This is an exciting ­opportunity for someone to step into and take advantage of the incredible growth the company is planning over the next few years.
Business Development Manager
Apply Now
Our client is a developer of web applications and web software tools. The company has 85 employees and offices worldwide. It seeks a candidate for the position of Business Development Manager. This person will be responsible for cultivating new customer opportunities in the New York region and gro­­wing the company's existing customer base within the Financial Services, Life Sciences/Healthcare and High Technology industries. He/She must be very experienced at identifying the customer's enterprise web challenges and developing technical specifications for potential customer engagements within the targeted verticals.
Vice President of Professional Services
West Coast/Northwest
Apply Now 
An emerging Contract Management software company requires a VP of Services to maintain current revenues and bringing in new services business. Must have past experience gro­­wing a start-up from under $5m to over $15m. Previous expertise in enterprise applications a must, preferably CRM, e-procurement, SRM or document management. In addition to this 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.
Chief Executive Officer
Boston, MA
Apply Now 
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 team and accelerate company's customer acquisition efforts. Candidate must have exposure to multiple functions within enterprise applications software, have a strong enterprise ­sales background, and preferably have deep domain expertise and/or rolodex within financial services vertical.
Chief Marketing Officer
Apply Now 
A leading developer of logistics management and supply chain software solutions is seeking a senior marketing executive. The ideal candidate will have led all facets of software marketing (including product marketing, marketing communications, investor relationships, and field marketing) for a software company that has achieved at least $100m in revenue. Candidates with some tenure at companies such as: i2, SAP, Peoplesoft, Lawson, Manugistics, Oracle, or another 'mega-suite' vendor are preferred.

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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