Business Strategy for Software Executives
February 21 , 2006
Icing the ìHot Seatî
Emerge unscathed from line-of-fire Q&A sessions with these tips for how NOT to handle tough questions.
By Jerry Weissman, Power Presentations, Ltd.
You've told a compelling story, you've designed dazzling PowerPoint slides, you've delivered your message confidently, and now you open the floor to questions. Unless you manage this part of your presentation effectively, all of your other efforts will go up in smoke. You must stand tall in the line of fire, and learn how to handle tough questions.
Software executives find themselves in such situations almost daily Ö whether speaking to a reporter, meeting analysts, presenting at a conference or headlining an IPO road show. Fortunately, speaking consultants abound with advice about managing Q&A, ranging from media training to mock practice sessions. Unfortunately, a number of counterproductive practices have evolved along the way.
After coaching more than 500 IPO road shows, including those of Cisco Systems, Intuit, Yahoo! and Dolby Labs, Iíve developed a set of the most productive ways to deal with difficult speaking situations. Here are the most common speaking misconceptions today, coupled with the right way to survive the ìhot seat.î
Improve Your Offshoring Success
The ìSoftware Offshoring Leadersî study found that communication remains one of the biggest challenges for offshorers. Ron Hildebrandt of Enkata says that eliminating the customer feedback ìgapî will improve results and recommends five best practices for offshoring partnerships in this weekís post to the SandHill.com Blog on Offshoring.
A Case for Russia
Most software companies are currently sending offshoring work to India. However the Sand Hill Group offshoring study found that rising costs in the region are causing software vendors to consider other regions. Dmitry Loschinin of LUXOFT presents the advantages of diversifying in Russia - an offshore market that is growing 25 percent per year ñ in another new post to the SandHill.com Blog on Offshoring.
The SandHill.com Blog is ready for your perspectives. We publish insightful strategy and opinion pieces by a variety of software executives, analysts and professionals. If you would like to contribute a post, email firstname.lastname@example.org.
Listen In! New SaaS Podcast Online Now
Software as a Service is bringing sweeping changes to the industry. Learn more about the important implications and the resulting investment opportunities in a new podcast from SandHill.com, ìSaaS Comes of Age.î SandHill.com publisher M.R. Rangaswami hosts a lively discussion with Gordon Ritter, general partner at Emergence Capital Partners, Michael Topolovac, CEO of Arena Solutions and Joe Kraus, CEO of Jotspot. Listen now >>
Webinar: Successfully Transitioning to the SaaS Business Model
Zach Nelson, CEO of NetSuite, will be hosting a live webinar forum on Wednesday, March 1 at 11 AM Pacific (2 PM Eastern) to discuss the intricacies of financial management in this new software as a service world. Zach will be joined by NetSuite CFO Jim McGeever and Kevin Thompson, who pioneered the subscription model at Red Hat. In this webinar you will learn the financial management implications of traditional vs SaaS business, how to get revenue recognition right for profits and compliance, and much more. Sign up today!
Poll: Big Buys Changing Open Source?
Last week, SandHill.com readers gave their opinions on what the recent layoffs mean to Oracle's consolidation strategy.
Donít Miss McKinseyís Tips on China
Building a business in the worldís largest market has never been easy. Technology vendors now face a rise in local-market competitors. The McKinsey Quarterly provides a set of tips for high-tech companies wanting to compete in this high-growth market.
More at SandHill.com:
HP, Oracle Ink SOA Deal.
MySQL receives $18.5 million.
Microsoft acquires MotionBridge.
Ian Sullivan named COO of Provade.
Send us your feedback on this newsletter and the SandHill.com site.
ìSeventy percent of success in life is showing up.î
Courtesy of Malcolm Kusher, The Kushner Group
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