Business Strategy for Software Executives
November 17, 2008
Delivering Predictable Revenue Streams
Maximizing service revenue to its full potential is a reliable way to grow revenue – especially in a down economy.
By Mike Smerklo, ServiceSource
With everyone’s core business under pressure in our new economic environment, keeping and protecting the customer base has never been more important. Taking a strategic look at maximizing service revenue is a “life raft” in these tumultuous times to improve the predictability of revenue streams - and the bottom line.
Driving revenue from the installed base is priority one in these hard economic times and exposes companies who don't know their distinct customer sets, which product families customers are using and where maintenance renewal contracts stand. Smart software companies are finding it mission critical to better understand their existing customer base and look for ways to better serve them.
10 Predictions for Software as a Service
The benefits of a SaaS model are becoming more attractive to some enterprise customers as the economy struggles. In this post to the SandHill.com Blog on SaaS, Demian Entrekin of Innotas shares ten pieces of advice that software vendors should consider as they work to drive growth in the market.
Taking a look forward at how the rececession might shape up, Guy Smith of Silicon Strategies Marketing takes a look at what types of vendors will have the best chances of thriving during the downturn in this post to the SandHill.com Blog on software marketing.
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DON’T MISS: A Fine-Grained View of the Sources of Growth
The authors of The Granularity of Growth explain why the best strategies begin with a precise understanding of market and product opportunities. Watch the interview in this feature from The McKinsey Quarterly.
News Update: A Setting Sun
Signs of the times at Sun and Wipro; plus jumping onboard the Kayak, SAP gains Oracle exec, and betting on who will be US CTO. Read these stories and more software news of the week in the latest SandHill.com Software News Summary.
Poll: Maintenance Revenue Potential?
How well is your company leveraging its maintenance/service revenue opportunity?
Last week, readers gave us their opinion about how difficult their jobs are today.
More at SandHill.com:
Microsoft launches first U.S. store.
Performance marketing services company MIVA receives $10 million.
Antenna Software acquires assets of Vettro.
Former Red Hat executive Mark de Visser was named Chief Executive Officer of Sonatype.
Send us your feedback on this newsletter and the SandHill.com site.
“You can't operate a company by fear, because the way to eliminate fear is to avoid criticism. And the way to avoid criticism is to do nothing.”
Courtesy of Malcolm Kusher, The Kushner Group
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