Executive Leadership: Product Launch & Market Expansion



  • Join us for an intimate, in-depth discussion with the former VP of Worldwide Sales at Kana, now venture investor, and a young company Business Development Executive. Plus, hear from Steve Blank -- founder of E.piphany!

    Pre-registration is no longer available.
    Please register at the door.

    This third session will address marketing, sales and business development issues, focused primarily on product launch, competitive positioning and market expansion strategies facing today's later-stage high-tech companies. Time permitting, we will explore effective staff and resource deployment and how that is effected by company, market and product maturity.

    See below for a detailed agenda and speakers


    Program Overview

    The Executive Leadership Series is a new program designed to provide management teams, including CEO, COO, and VP levels, with case-study materials and highly interactive discussion on the current issues, trends and solutions to problems confronting mid and later-stage companies in the Valley.

    Each session will address two related topics -- one studied through a case study and the other through a keynote presentation. Cases in these sessions will be studied under the Socratic method, like business school. Our partner in this Program, White & Lee, will moderate discussion between attendees and an expert panel for each case and topic. Cases will be posted at least one week in advance of each session. This will truly be a "leadership" program, where all attendees will be expected to read the cases and be prepared to actively participate in the discussion bringing their our experience to the classroom. Cases will be on fictitious companies that highlight issues facing real companies real-time, with facts being layered on top of facts to replicate the complexities of resolving issues in complex situations.

    This Program is unique, and it is not for the faint of heart or wall flower among us. As in business school, we will all teach and share with each other... but without the exam. Make it through this program and you'll run circles around your competitors... unless they are sitting next to you!


    Event Logistics


     8:30- 9:00 Registration/Networking/Continental Breakfast

    The Sales Process and Critical Issues

    Presented by:

    Steve Blank (bio), Founder, E.piphany

    10:30-10:45 Break

    Case Study: Sales, Business Development and Marketing 2003 - What Works and What Doesn't

    Prepared by John Orcutt, VP Marketing, Talking Blocks

    Paul Holland (bio), Partner, Foundation Capital
    Abdi Shayesteh (bio), VP General Counsel, Director of Legal Affairs and Business Development, FinancialCircuit, Inc.

    Case Instructor:

    Mark Cameron White (bio), Partner, White & Lee LLP

    11:45-12:00 Break and Light Snack

    Case Study Continuation

    Speaker Bios


    Paul Holland, Partner, Foundation Capital

    Paul brings with him the veteran knowledge of working with and aiding technology start-ups in their earliest stages. His primary focus has been the development and acceleration of enterprise software companies. He has a compelling professional profile that is highlighted by his role in taking two venture-funded software start-ups, Kana Communications (KANA), and Pure Software (RATL), public.

    Prior to becoming a general partner at Foundation Capital, Paul was senior vice president of worldwide sales at Kana Communications, joining them in 1997 as their 15th team member and increasing their sales over 5000% in just three years. At Kana, a leading supplier of Enterprise Relationship Management solutions to strategic e-businesses, Paul went on to build a team of over 350 people that secured more than 900 customers worldwide, and with Paul's help they were listed among the top ten IPOs of 1999. Before Kana, Paul helped grow revenues for another highly successful start-up, Pure Software, bringing them from a market value of $2 million to over $1 billion in his five year tenure there as vice president and general manager. They had the second most successful IPO of 1995 and were later acquired by Rational Software. He began his professional career at SRI International (formerly the Stanford Research Institute) Paul currently serves on the board of directors for Talking Blocks and manageStar.

    Paul enjoys spending time with his wife Linda Yates, and their three daughters, Kylie, Devon, and Piper. In his spare time he enjoys golfing, volleyball and traveling; he has visited over 50 countries to date. Paul has been guest lecturer on entrepreneurship at Dartmouth's Amos Tuck School of Business, Harvard Business School and the Stanford Graduate School of Engineering. He received an MBA from the University of California at Berkeley; an MA in Foreign Affairs from the University of Virginia; and a BS from James Madison University.


    Abdi Shayesteh, General Counsel, Director of Legal Affairs and Business Development, FinancialCircuit Inc.

    Abdi is responsible for the management of the legal functions of FinancialCircuit and its subsidiaries. He supports the business development activities of the corporation, including strategic alliances initiatives. Prior to joining FinancialCircuit, Abdi was at White & Lee, LLP, where he represented technology and emerging growth companies, focusing on corporate governance, equity financings, mergers and acquisitions, and intellectual property matters. Abdi also served as a clerk at the S.E.C. and Federal Reserve Bank. Prior to his law career, Abdi founded and managed a number of start-up companies. Abdi received his J.D. from Santa Clara University. Abdi is a member of the California Bar and American Corporate Counsel Association.


    Mark Cameron White, Partner, White & Lee LLP

    Mark White represents emerging growth companies and investment funds on all matters relating to the formation, financing, growth and liquidity of technology- based enterprises. He represents and advises companies on a wide variety of transactional matters, including business and legal issues as they pertain to complex strategic and venture financings, acquisitions, and licensing and distribution arrangements. Mark’s practice principally covers corporate, technology, financing and corporate partnering matters for a wide variety of private and public company clients in the ecommerce, internet infrastructure, internet services, enterprise networking, telecommunications, mobile computing, software and hardware peripherals industries. He regularly advises companies on strategic positioning, business model and revenue generation issues, the preparation of investment materials and presentations, and the structure of complex corporate reorganizations, consolidations and commercial partnerships. Mark also represents investment funds on formation issues, and regularly represents investors in making portfolio investments.

    Mark has represented recognized companies such as HotMail, Nuvomedia, NativeMinds, 3ware, SurfMonkey.com, garageband.com, Betasphere, the EDA Consortium and AirFlash – and venture capital funds such as New Enterprise Associates, Nexit Ventures and Selby Ventures. Mark has written several papers on matters affecting emerging growth companies and has spoken on these topics in seminars organized by the Software Development Forum, the Northern California Association of Harvard Business School, the International Angels Institute, the Asian Business Association, the EDA Consortium and other groups. Mark has also spoken on these topics in Singapore, the People’s Republic of China and Malaysia. For the past seven years, he organized the “Soup to Nuts” seminar series, whose sponsors have included Silicon Valley Bank, New Enterprise Associates, NASDAQ, Microsoft and Oracle. Prior to co-founding White & Lee in 1996, Mark formed two other law firms: White & Altman and Carr, DeFilippo, White & Ferrell. Mark started his legal career as an attorney in the Silicon Valley offices of Cooley Godward and Fenwick and West.

    Prior to his legal career, Mark worked as the Managing Director of the International Trade division of the Harper Group, a Fortune 500 company and was the founder of Campamericana, an international travel operator based in Brussels, Belgium. For fun, Mark is an avid golfer, runner and oarsman. Mark received his J.D. at Boalt Hall School of Law - University of California, Berkeley in 1987, his M.B.A. at Harvard University Graduate School of Business in 1979 and his Bachelor of Arts at Rutgers College, Rutgers University in 1977, Phi Beta Kappa.


    Steve Blank, Founder, Epiphany

    Steve is a retired serial entrepreneur and private investor. Steve has been a founder or participant in eight Silicon Valley startups since 1978. Steve s last company E.piphany (NASDAQ: EPNY) started in his living room in 1996. Steve's other startups include two semiconductor companies (Zilog and MIPS Computers), a workstation company (Convergent Technologies), a supercomputer firm (Ardent), a computer peripheral supplier (SuperMac), a military intelligence systems supplier (ESL) and a video game company (Rocket Science Games). These startups resulted in five IPO's, and three very deep craters. Steve's operational roles have spanned the gamut from CEO to VP of Marketing. Steve is currently writing a book about the methodology of sales and marketing in high-tech startups and is lecturing at the Haas Business School at U.C. Berkeley on entrepreneurship.

    Steve serves as a director on the boards of three high-technology companies: Macrovision (NASDAQ: MVSN) and Immersion (NASDAQ: IMMR) as well as a bioinformatics/drug discovery company, Pharmix, and the advisory board of CafePress. In addition, he serves on the board of Audubon California and the Pescadero Conservation Alliance.


    Event Chairs

    Mark White, Partner, White & Lee
    Bill Tobin, Director, Emerging Company Services, PwC

    Future Sessions - Save the Dates!

    Fri Jul 25, Fri Sep 12, Fri Nov 14


    Event Logistics


    SDForum Center
    111 W. Saint John, Suite 200
    San Jose, CA 95113


    8:30am-9:00am Registration/Networking/Continental breakfast
    9:00am-12:30pm Program


    Registration - Pre-Register and Save!

    Fee on or before June 17 (including cont'l breakfast and light snack)
    $50 SDForum and MITCNC Members
    $80 Non-members

    Fee after June 17 (including cont'l breakfast and light snack)
    $70 SDForum and MITCNC Members
    $100 Non-members

    Sorry pre-registration is closed. Please register at the door.