Software Executive Magazine

August/September 2017

Software Executive magazine helps software executives grow their businesses by showcasing the business best practices of our readers, executives from established and innovative software companies.

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JEFF RILEY VP, CORUM GROUP When point of sale software company Dinerware sold to Heartland Payment Systems in early 2015, Jeff Riley (then Dinerware's CEO) turned more than one head in the channel. Two years later he reemerged as a VP at Corum Group, an M&A advisory firm that has been working exclusively with software companies for the past 30+ years and features a long list of dealmakers like Riley who are former software executives themselves. On page 10, Riley provides a rapid-fire list of deal structure tips any software company should consider before buying or selling. 8 Tips For An Optimal M&A Deal Structure . . . . . . . . . . . . . . . . . . . . . . . . . . p. 10 STU SJOUWERMAN CEO, KNOWBE4 We aren't kidding when we promise Software Executive will feature peer-driven editorial. Stu Sjouwerman (pronounced "shower-man") is a serial entrepreneur whose latest software venture, KnowBe4, debuted on the Inc. 500 list at #139 and grew 2,528 percent over a three-year period. Sjouwerman doesn't kick back and enjoy the view from his Clearwater, FL, office. Instead, he's hyperfocused on growth and has been around the block with four previous tech startups. Turn to page 30 to hear his advice from the front lines on staffing up, execution, and scaling. How To Scale For Growth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . p. 30 YONAS BESHAWRED FOUNDER & CEO, STACKSHARE TechCrunch recently called Yonas Beshawred's new company, StackShare, "a secret weapon for developers and Silicon Valley CTOs." On page 32, Beshawred explains why a software company's tech stack can be a secret weapon for attracting top engineering talent (hint: It matters more than your cushy office or flexible PTO policy, and your stack matters to potential investors, too). If you're skittish about sharing your tools, you'll want to reconsider after reading Beshawred's take. Why Your Technology Stack Matters . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . p. 32 R ACHEL SMITH VP OF SALES, RETAIL REALM What's Rachel Smith's secret to 40 percent YoY growth in developing Retail Realm's reseller and technology partner channels? Good old-fashioned lead qualification. On page 34, she opens up with seven basic questions every software company's sales team should be asking to help weed out bad leads. Smith, a VP of sales with 20+ years of experience, knows the beginning of the sales process is just as important as the end result. 7 Key Questions Every Software Sales Executive Should Ask When Qualifying Leads . . p. 34 Contributors CONTRIBUTOR BIOS Inside SOFTWAREEXECUTIVEMAG.COM AUGUST/SEPTEMBER 2017 6

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