Software Pulse

Business Strategy for Software Executives

July 14, 2009

R "Ray" Wang

Moving to a SaaS Offense

Now is the time for on-premise vendors and SIs to plan a SaaS offensive – or risk losing market share in the long term.

By R “Ray” Wang, Forrester Research

SaaS adoption will move beyond the tipping point in 2009. Enterprise customers are moving to the on-demand model for a variety of applications as concerns about its shortcomings decline.

When it comes to the topic of SaaS, many on-premise vendors appear to be living in denial, hoping that SaaS fails, and creating confusion in the market place to hasten its demise. In reality, these vendors are missing a significant opportunity to grow market share and reposition their companies for future success.


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!

Your New Idea – A Good Start

Jon Fisher Jon B. Fisher looks closer at what’s needed to transition a new idea into a successful business element in this post to his Blog, Strategic Entrepreneurism.

Oracle – One Ring to Rule Them All

Jon Fisher Miko Matsumura of Software AG doesn’t believe Oracle’s pledge to provide buyers with a single technology stack to simplify IT. Read why in this post to the blog on SOA.

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.

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: Trading Places

Google and Microsoft encroach on each others' turfs; plus, an open source healthcare play, Andreesen's new VC fund and a review of SAP's options. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Your SaaS Stance?

Is your company on a SaaS offensive or defensive?
Take our Pulse Poll >>

Last week, readers speculated as to whether today’s software companies are committed to content marketing strategies.
Give us your opinion and see the results >>

More at

India remains the world’s top outsourcing destination.
Read the most important enterprise software industry news of the week >>

KANA Software received $1 million in funding.
Monitor the latest software venture capital deals >>

Software AG acquires Teconomic AG.
Size up last week’s software M&A deals >>

Howard Koenig was named CEO of Aruspex.
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

“When you cannot make up your mind which of two evenly balanced courses of action you should take - choose the bolder.”
— William Joseph Slim

Courtesy of Malcolm Kusher, The Kushner Group


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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.