Software Pulse

Business Strategy for Software Executives

July 21, 2009

Scott Bils

Best Practices for Enterprise SaaS Growth

For SaaS to further penetrate the enterprise and truly become mainstream, SaaS vendors must improve the ability of their solutions to integrate into existing IT management processes.

By Scott Bils, Conformity

The question around adoption of applications delivered via ‘software-as-a-service’ (SaaS) or cloud-based models has rapidly shifted from ‘if’ to ‘how quickly’ and ‘how far’. The economic downturn has increased the attractiveness of SaaS and cloud-based applications to budget conscious executives, and is driving faster market adoption than even most analysts had expected.

SaaS adoption is now occurring in areas once reserved exclusively for on-premise applications, including mission critical applications such as ERP and HR in both small and large enterprises. With the proliferation of SaaS applications, organizations are beginning to explore how to most effectively manage, govern and control SaaS applications and users. Here are several best practices that software vendors can deploy to help smooth the operational disruption inherent in SaaS deployments – and to help grow sales in the process.


What Makes Enterprise Software Successful?

What are the barriers holding organizations back? Are software vendors doing enough? Take a short survey from, Neochange, and the SSPA and give us your opinion about the drivers of enterprise software success. All respondents will receive a copy of the findings and one lucky respondent will win a new iPod!

On the Radar: Scout Analytics

Matthew Shanahan This on-demand revenue optimization vendor aims to triple its subscriber base in the next 12 months. Read how SVP of Strategy Matthew Shanahan says its “Super Cruncher” culture helps to foster an environment of success in this profile of Scout Analytics on the Radar.

How Strong is Your Value Proposition?

Jill Konrath With today’s weak economy, software companies must have strong value propositions. Jill Konrath suggests several ways to improve yours in this post to the Blog on software sales.

The End of the IT Bottleneck

Jake Sorofman Jake Sorofman of rPath examines how cloud computing has the potential to eliminate the slowdowns typically associated with the IT department Read how in this post to the blog on cloud computing.

Publish Your Perspective! wants your opinions. Send your thoughts on the enterprise software industry to editor, Maryann Jones Thompson ( and have your opinions published on our site.

DON’T MISS: Cutting Sales Costs – Not Revenues

Courageous companies can use the downturn to make their sales operations not only less expensive but also more effective. Find out how in this article from The McKinsey Quarterly.

News Update: Crown-Jewel Attack

Microsoft and Google heat up the online battle; plus, discrepancies in VC totals swirl, BingTweets and Wal-Mart strikes the software sector. Read these stories and more software news of the week in the latest Software News Summary.

Poll: SaaS in the Enterprise?

Is SaaS really enterprise ready?
Take our Pulse Poll >>

Last week, readers voted on whether their company is on a SaaS offensive or defensive.
Give us your opinion and see the results >>

More at

Yahoo and Microsoft are near a deal on a massive advertising partnership.
Read the most important enterprise software industry news of the week >>

Rich media vendor Invodo received $6 million.
Monitor the latest software venture capital deals >>

SAP plans to buy Swiss vendor SAF Simulation, Analysis and Forecasting.
Size up last week’s software M&A deals >>

Real-time analytics vendor Truviso named Thomas E. Rowley as CEO.
See who’s made it to the top in our list of recent software executive appointments.

Send us your feedback on this newsletter and the site.

Parting Thought

“The true test of character is not how much we know how to do, but how we behave when we don't know what to do.”
— Jon Holt

Courtesy of Malcolm Kusher, The Kushner Group


Strategic Executive Search

The Strategic Executive Search (SES) Group is the leading, Asia-based, fully-retained practice in executive search, with pioneering offices in Beijing, Hong Kong, Mumbai, Shanghai, Sydney, Seoul, Singapore, Shanghai, and Taipei. Together with our partners in the Americas and EMEA, we bring the combined strength of 55 offices and a technology executive search practice with more than two decades of experience, to the assistance of our clients, in helping them to attract and retain their senior leadership teams.
Find out more.


Software Pulse is a publication of, the online resource for software business strategy.

To subscribe, click here.

To unsubscribe see the bottom of this email.

Send us your feedback,
click here. is published by Sand Hill Group, which provides investment and management advice to emerging leaders in the $600 billion enterprise software, services and solutions market. Sand Hill Group produces the Software and the Enterprise series of conferences for industry executives, and authors research reports on cutting-edge technology topics.