Claudia Fan Munce is no softie.

Though she has become known for her gospel of strategic collaboration at IBM's Venture Capital Group, the venture arm of the corporation, no one should mistake her ultimate goal: creating revenue.

The gospel according to Fan Munce includes various texts with a similar theme: strategy and collaboration between IBM and venture capital firms and their portfolio companies. This increases pipeline revenue for the corporation and offers greater chances of success for the VC firms and start-ups. 

(paraphase)"The initial hunting and gathering, so to speak, of the companies that I would invest in my resources to work with their portfolio company is a very strategic exercise," she said. "But at the end of the day it is about pipeline revenue, it's about finding returns."

Fan Munce has served as the managing director of the Venture Capital Group since 2004. She joined the company's research division in 1985.

The VCG was formed in August 2000 to work closely with venture capital firms in order to identify emerging companies for possible IBM partnership or acquisition...

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