Business Strategy for Software Executives
May 15 , 2006
Lessons for the “Consumer Enterprise”
Sales techniques, product features and pricing approaches are being turned upside down as practices from the consumer market are applied to the enterprise software business.
By Joe Kraus, JotSpot
Moving from the consumer world to the enterprise world used to be thought of as a disadvantage. I thought so too. After years founding and running Excite more than a decade ago, my new venture, JotSpot, dumped me in the deep end of the enterprise software business.
But after a year running JotSpot, it became clear that my consumer experience was actually an advantage. The enterprise software industry was undergoing a revolution of its own. And the way enterprise software is bought, sold, adopted and used is looking more like the way a consumer product is developed and marketed, and less like the traditional business software model.
DonÝt get me wrong. I donÝt mean to claim that none of the ýoldţ rules apply. But most software vendors ˝ and startups in particular ˝ cannot afford to operate with the traditional model that is used by most of the large vendors today.
It is time to do things differently. And most of what enterprise software vendors need to do differently can be learned from the consumer business.
The Debut of “The Software Critic”
Erik Keller of Wapiti LLC joins SandHill.com as a featured blogger with the debut of his blog, The Software Critic. Erik brings two decades as a software market analyst to his critiques of industry players and practices. This week, read his advice for young vendors on how to take the “Boring Path to Profitability.”
Publish Your Perspectives!
The SandHill.com Blog wants your opinions. Send your thoughts on the enterprise software industry to email@example.com and we’ll publish them in our blog.
Infor Takes SSA Global
A surprise merger announcement today moves Infor onto the list of the top three enterprise vendors, along with Oracle and SAP. Go to the SandHill.com news page for the latest coverage, including news about the specifics of the deal and an analysis of its implications from AMR Research.
Put Finance on a Diet
It’s difficult to imagine but the finance department may be one of the most inefficient departments in the company. The McKinsey Quarterly takes a look at how to run a leaner finance department and the impact such a move can have on company performance in this week’s article from the journal.
Poll: Consolidation Damaging the Ecosystem?
Last week, SandHill.com readers gave their opinions on “Duet,” the new name for Project Mendocino from Microsoft and SAP.
More at SandHill.com:
SAP offers cut rate support for Oracle apps.
DreamFactory Software receives $5.8 million.
Hyperion buys UpStream software.
Identity Engines names Pete Selda as CEO.
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“Conformity is the jailer of freedom and the enemy of growth."
Courtesy of Malcolm Kusher, The Kushner Group
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