Frank Moscow

1
Frank Moscow President The Brentwood Group,
Ltd. Silicon Forest Forum September 22, 2001
fmoscow_at_brentwoodgroup.com [phone]
www.brentwoodgroup.com
2
Sample of Recently Concluded Projects
Portland
Seattle
CEO President
- DecisionPoint Applications President COO
- Digimarc
Corp. Vice President of Operations
- RadiSys Corp. Vice President
of Marketing -
Webcriteria, Inc. Vice President of Sales
Member of the Board of
Directors - Tripwire, Inc.
CEO President -
Agital, Inc. (formerly Planet
7 Technologies) CEO President
Vice President of Development
- Sightward
(formerly Applied Inference) EVP Technology
Services - Pointshare Turn Around CEO
CFO - Applied Microsystems
The Brentwood Group, Ltd.
3
The Brentwood Group, Ltd.
4
The Brentwood Group, Ltd.
5
The Brentwood Group, Ltd.
6
The Brentwood Group, Ltd.
7
The Brentwood Group, Ltd.
8
Executive Search Trends in High Technology

• Experience - The ability to make tough
  decisions evidenced by business success in
  challenging economic circumstances.

• Revenue - Hiring a VP of Sales that builds
  great sales teams that know how to close
  business.

• Realism - Match the candidate requirement to
  the requisite business need.
• example Why require a CEO/CFO that has IPO
  experience at the pre-revenue stage?
• Why hire a VP Sales, Marketing, or Engineering
  that has little senior leadership his/her
  functional discipline?

The Brentwood Group, Ltd.
9
Market Perspective

• Candidate supply is high, but unfortunately,
  the quality of the supply is often lacking and
  doesnt match the demand.

• Titles are inflated. As a result of the
  Internet bubble, too many people received
  titles and responsibility they were ill equipped
  for. These people may be great contributors, but
  they really need to go back, learn their
  functional discipline from the ground up, and
  learn managerial and leadership skills before
  they will be top caliber vice presidents.

The Brentwood Group, Ltd.
10
Attracting the A Players Without a Lot of

• Business that makes sense (doesnt require
  radical shifts in technology or behaviors to be
  successful).

• Management team and board who are honest,
  practical and have a demonstrable success in
  growing revenue - not just head count and
  expenses.

• Focus on real business problems, customers,
  sales, margin, profitability, and cash vs.
  branding, hype, valuations, alliances, etc.

• Referenceable customer(s) and some revenue will
  help also.

The Brentwood Group, Ltd.
11
Choosing the Right Executive Search Partner

• Meet and qualify all the people who will do
  work on your search.

• Check search firm references from both client
  and candidate perspectives.

• Select firms and individuals with verifiable
  success in filling the type of position you seek
  to fill.
• Is the search firm, experienced with the level
  of search I need
  (e.g., CEO, VP, director, etc.)?
• Is the search firm experienced in my functional
  area
  (e.g. marketing, engineering, sales,
  finance)?
• Is the search firm experienced in my segment of
  business
  (e.g. Internet, software, complex systems,
  etc.)?

• The search firm you choose is your legally
  authorized representative in the market.
  Anything it does on your search, good or bad,
  directly reflects on you and your company.

• Ask questions to determine a search
  consultants workload and travel schedule. You
  need to know how many other searches he or she
  is working on and how much attention your project
  will receive.

The Brentwood Group, Ltd.
12
Strategic boards and good board governance are
the key leading indicators for great companies
Out - Cronies and friends of the CEO/Founder
- Too many insiders
- Marquis names that dont engage
- Passive boards
In - Strategically recruiting for key unique
added value
- Diversity of people, experiences and
geographies
- Active, engaged board members that ask tough
questions
- Successful leaders that have proven
themselves in good times and bad
The Brentwood Group, Ltd.
13
The Brentwood Group, Ltd.