SandHill.com: Software Pulse

Business Strategy for Software Executives

April 14, 2009

Leslie Stretch

The Key to Sales Performance

Improved visibility of sales management delivers companies the control they need to drive revenue generation.

By Leslie Stretch, CEO, Callidus Software

Incentive pay is both a great motivator as well as a corporate necessity. It is central to the sales function, though it can be applied across organizations. In fact, given the current trend toward fiscal prudence, there is a strong argument for freezing salaries and incentivizing staff with bonuses to hit their objectives.

Corporate executives, however, need to understand that in the same way that financial management systems have been underpinned by a formal framework and industry standard software, commissions and incentives need to be given the same rigorous treatment. Properly managing sales performance provides the visibility that is currently lacking.

Read more >>

TWTRCON SF 09 - The Twitter for Business Conference

May 31 at the Hotel Nikko, San Francisco

Companies are using Twitter to reach and engage customers, influence opinions and activate markets. Attend TWTRCON SF 09 and learn which applications will give you the opportunity to create revenue and customers, find out how to use Twitter to listen to what you customers are saying, and network and share ideas with leading business, marketing, media and PR executives, key Twitter developers and social media experts. Register with promo code SANDHILL and receive a 20% discount at http://twtrcon.com/.

It's Not About the Software Anymore

SaaS vendors used to have a leg up on their competitors with traditional license models but those days are quickly passing. Mikael Blaisdell explains why on-demand vendors must focus on value in order to survive the coming shakeup in this post to the SandHill.com Blog on SaaS.


The Challenge of Continued Innovation

Software startups are excellent at creating a successful culture of innovation. Gowri Shankar Subramanian of Aspire Systems looks at the challenges of maintaining this commitment to innovation over the years in this post to the SandHill.com Blog on innovation strategies.


Publish Your Perspective!

SandHill.com wants your opinions. Send your thoughts on the enterprise software industry to SandHill.com editor, Maryann Jones Thompson (maryann@sandhill.com) and have your opinions published on our site.


How CIOs Should Think About Business Value

Grasping the business value from IT is challenging. CIOs who are successful in this endeavor broaden their scope of action beyond the technical sphere and traditional IT levers. Read how in this article from The McKinsey Quarterly.

News Update: Committed to the Cloud?

Benioff talks up Oracle's flip flops; plus, infrastructure under attack and Motorola under scrutiny. Read these stories and more software news of the week in the latest SandHill.com Software News Summary.


Poll: Sales Drivers?

Is sales performance management the key to increased revenue?
Take our Pulse Poll >>

Last week, readers gave their feelings on whether software vendors are ready for the mobile era.
Give us your opinion and see the results >>


More at SandHill.com:

Oracle is not budging on maintenance fees.
Read the most important enterprise software industry news of the week >>

Fusion-io, DoubleTwist and Socialcast announce new rounds of funding.
Monitor the latest software venture capital deals >>

Cisco to buy Tidal Software for $105 million.
Size up last week’s software M&A deals >>

Chordiant Software named Marchai Bruchey as president and Chief Marketing Officer.
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 SandHill.com site.


Parting Thought

“Zeal without knowledge is fire without light.”
— Thomas Fuller, M. D.

Courtesy of Malcolm Kusher, The Kushner Group

THIS WEEK’S SPONSOR

OpSource

OpSource delivers a complete Web operations solution for software as a service and web companies. Many of the largest software companies and the most innovative web companies have selected OpSource as their Web operations partner. By doing so, they are able to focus their resources on building on-demand businesses, rather than investing in and managing the complex and costly infrastructure 24x7, staff and services necessary for successful web application delivery. Providing everything but the application itself, OpSource is the only Web operations company whose customers pay only for what they sell, not for the resources they consume.
Find out more.

SOFTWARE PULSE

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

To subscribe, click here.

To unsubscribe, click here.

Send us your feedback,
click here.

SandHill.com 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.

To remove yourself from this list, click here.