Software Pulse

Business Strategy for Software Executives

October 8, 2007

Joel M. Koppelman

The Software Industry’s Missing Link

To improve productivity and profitability, software companies must more effectively link strategy and operational systems to deliver better business intelligence.

By Joel M. Koppelman, Primavera Systems

Software executives base their reputation and success on their decision making prowess. With so much at stake, however, it’s not always easy to ignore nagging doubts when considering a go/no-go decision on a project or program. For example, is all the necessary information in place? Or have you missed a key connection or misread a key indicator?

These questions emerge because data, dashboards and other analytical elements are rarely as enlightening as they purport to be. The reasons vary, but one of the most prominent is a disturbing gap between strategic and operational systems, which can result in missing information, poorly aggregated data or both. This problem is exacerbated by the cumbersome nature of data entry, which can discourage employees from entering it at all and inevitably result in lapses in current, complete information.  

To make better strategic decisions that will drive improvements in productivity, customer satisfaction and profitability, software company executives need better information and, ultimately, better business intelligence.


Enterprise 2007 Conference Report Online Now

In July, an elite group of software CEOs, investors and professionals were invited to participate in Enteprise 2007 in Pebble Beach, Calif. The invitation-only gathering spurred a series of insightful presentations and discussions about  strategy and the next era of the software business. Read the new McKinsey & Co./Sand Hill Group conference summary report on Enterprise 2007 - online now!

The Impact of SAP-Business Objects

S. SadagopanThe long anticipated acquisition has happened. Now what does it mean for business intelligence vendors and customers? S. Sadagopan of Satyam looks at the dynamics of the BI space now and in the future in this post to his Blog, The Deep End.

Making Web Sales Work for You (and Your Channel)

Geoff SurkamerAlienating channel relationships is one of the main reasons that software companies shy away from selling online. Geoff Surkamer of LTG says it is possible to broaden your direct sales while favoring the channel. Read how in this week’s post to the Blog on channel best practices.

Enterprising SaaS

Guy SmithSuccessful new products often address the pain-and-suffering present in existing markets. Guy Smith of Silicon Strategies Marketing explains why SaaS’ success in the enterprise is another example of this phenomenon in this week’s post to the Blog on SaaS.

Publish Your Perspective!

The Blog wants your opinions. Send your thoughts on the enterprise software industry to and we’ll publish them in our blog.

The Profit-Performance Link

McKinsey research indicates that organizational and financial performance are strongly related. Read how in this article from The McKinsey Quarterly.

News Update: Buy or Be Bought

BEA gets more pressure to sell as consolidation continues; plus, to launch data sharing, Adobe to enter the “Office” ring and Microsoft to release .Net source code. Read these stories and more software news of the week in the latest Software News Summary.

Poll:  The Fate of BEA?

Considering activist investor Carl Icahn’s recent push for BEA to sell out, what do you think will happen to the company? 
Take our Pulse Poll >>

Last week, readers gave their opinions as to which vendor has the best chance of overtaking Microsoft Office in the long term.
Give us your opinion and see the results >>

More at

10 ways to make better open source software.
Read the most important enterprise software industry news of the week >> and Bay Partners announce a venture fund.
Monitor the latest software venture capital deals >>

SAP will buy Business Objects for $6.8 billion.
Size up last week's software M&A deals >>

Asoka named Dano Ybarra as CEO.
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

“Informed decision-making comes from a long tradition of guessing and then blaming others for inadequate results.”
–Scott Adams

Courtesy of Malcolm Kusher, The Kushner Group