Software Pulse
April 6, 2011

Tarkan ManerHow to Succeed at Innovation and Differentiation

Tarkan Maner, CEO, Wyse Technology, inventor of the PocketCloud™, talks to about how software vendors can focus on differentiation, determine their unique sweet spot for innovation and avoid the pitfalls that could hinder success in innovation.

By Kathleen Goolsby,

Founded in 1981, San Jose, Calif.-based Wyse Technology is a global leader in innovation. Maner recalls that when he took his company out of its obscurity, their goal was to "invest heavily into virtualization software to create a cloud-based application where the user – rather than a device or a system – is in the center of everything." Though innovation is an integral part of any software business, the effort can lead to business transformation and cause some kinks in the business. As Maner points out, "transforming a business is much more difficult than starting a new business and brand from scratch because there are so many different dynamics."


Farewell to’s Editor, Maryann Jones Thompson

This week we bid a bittersweet farewell to Maryann Jones Thompson, who has been Sand Hill's editor for the past 10 years. When I first thought of creating the Sand Hill business and met with Maryann, I knew immediately that she was the right person to create this website and help me grow the business. She created this influential website and our newsletter that now attracts 12,500 subscribers weekly. She has interviewed hundreds of tech executives and VCs – all the luminaries of the software industry – and created a loyal following of industry execs seeking the insights presented on our site. It's been a great journey but, as the saying goes, good things must come to an end. We are sad to see her go but wish her much success in her future endeavors.

Today we welcome Kathleen Goolsby, who's taking over as editor and hopes to continue the tradition and build on the foundation that Maryann put in place. Kathleen has worked behind the scenes at Sand Hill for several years and has a wealth of experience in editor roles and in writing about software and outsourcing.

-MR Rangaswami

Spring has Sprung and So Should New Sales and Marketing Practices

Thomas Pisello

Thomas Pisello of Alienean presents advice on “Frugalnomics,” the B2B challenge of selling to buyers who are more empowered, skeptical and fugal, in this post to the blog, Best Practices: Software Sales.


SAP Cloud Webinar Series: Mastering the Cloud in 8 Easy Steps

The fourth quarter of 2010 saw a dramatic leap in the adoption of cloud computing, according to Sand Hill Group’s 2011 research data. More than 50 percent of business leaders Sand Hill interviewed implemented game-changing cloud solutions in the last six months. This first webinar in the series describes how small and midsized businesses are leveraging the cloud and provides guidance on how to spot the distinguishing characteristics of a “true” cloud solution. Click here to register.

Cloud Helps Software Companies Get to Market Quicker

Larry Steele

Larry Steele of Savvis discusses moving away from traditional software development methodologies, time lines and structures in this post to the blog, SaaS Secrets for Success.

Expert Guidance for SMBs on Leveraging the Cloud

Kamesh Pemmaraju

Kamesh Pemmaraju shares additional insight from Sand Hill Group’s 2011 cloud study in this post to his blog, Leaders in the Cloud.


SaaS Webinar Series: Making the Most (Money) with Your SaaS Offering

This information-packed SaaS webinar series is designed to help you succeed in the fast-paced and ever-changing SaaS marketplace. You'll hear from SaaS industry experts, including Jeff Kaplan, Managing Director of THINKstrategies and Jim Geisman, Founder of Software Pricing Partners, as well as SaaS thought leaders from Flexera Software. Each 30-minute webinar in the series will address key issues and provide strategies for optimizing the monetary potential of your SaaS offerings. Click here to register.

CEOs on Capitalism's Challenges

Four CEOs discuss the difficulties of managing an evolving business environment with the long term in mind, and of working with stakeholders and communities interested in more than bottom-line returns. Read their insights in this article from The McKinsey Quarterly.

Poll: Enabling Innovation

For your company’s most recent efforts in innovation and market differentiation, which of the following has been the most instrumental in achieving success?
Take our Pulse Poll >>

Top Stories from the Past Week

  1. Salesforce Buys Social Media Monitoring Company Radian6 for $326 Million (TechCrunch)
  2. Google Likely to Strike Deal with EU Antitrust Regulators, Says Expert (Computerworld)
  3. IEEE approves next WiMax standard (Network World)
  4. Software seeks acquisitions, improved ties with SAP (Reuters)
  5. Feds Redefine 'IT Worker,' As Tech Unemployment Falls (Information Week)

The Latest Software Business News on

All Headlines: Lawson Software takes page from Apple with Marketplace.

VC Activity: Bessemer Venture raises $1.6 bn venture capital fund to invest 255 in India.

M&A Deals: $800M software buyout: Epicore to be combined with Activant.

Executive Moves: Jim Johnson named Senior Vice President of Finance and Operations and CFO of Jaspersoft.

Quote of the Week

Cloud Foundations was named that for a reason. The evolution to improving IT infrastructure is a continuous process and you're never really done.”

- Scott Crenshaw, VP and GM of the Cloud Business Unit at Red Hat

This Week's Sponsor

Flexera Software

Flexera Software is the leading provider of strategic solutions for Application Usage Management; solutions delivering continuous compliance, optimized usage and maximized value to application producers and their customers. Flexera Software is trusted by more than 80,000 customers that depend on our comprehensive solutions - from installation and licensing, entitlement and compliance management to application readiness and enterprise license optimization.
Find out more.

Software Pulse

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

Publisher: M.R. Rangaswami
Editor: Kathleen Goolsby

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.

Share Your Insight wants to publish your opinions. Email your insight on the software business to editor, Kathleen Goolsby.