Software Pulse

Business Strategy for Software Executives

December 5, 2005

Gordon Brooks

10 Challenges for Software CEOs

As the industry evolves, vendors must ask themselves tough questions about their current operations - and be ready to act on the answers.

By Gordon Brooks, Symphony Services

Given the fast-paced and dramatic evolution of the software industry, what are you doing to re-engineer your company's business at the same pace? In just a few years, will you be capable of producing an increased number of better-quality products for 50 percent of what it currently costs to produce them?

Your competition will - both your traditional challengers and upstarts you've not yet heard of.

CEOs need to challenge themselves to ensure their companies are ready to adapt to the new world of software and remain competitive. Here are ten questions to ask yourself to start this soul-searching.


3 Reasons to Register Today for Software 2006

Software 2006 promises to be the single most important event of the year for software business leaders. The conference theme - Unifying the Ecosystem - will fuel productive debate about software industry challenges and solutions. Here are three reasons to register now.

  1. Industry-shaping keynotes by software leaders such as Ray Lane (Kleiner Perkins), CK Prahalad (University of Michigan), Shai Agassi (SAP), Dave DeWalt (EMC) and S. Ramadorai (TCS).
  2. Opportunities to network with 2,500 software CEOs, VPs, CIOs, investors, media, analysts and other professionals.
  3. An earlybird registration rate of $1,195 which allows you to bring two colleagues to the conference - a $1,595 value - at no extra charge for attendees registering before Dec. 31, 2005.

It all happens April 4-5, 2006 at the Santa Clara Convention Center. Find out more at

What's Microsoft Thinking?

Redmond's new server pricing structure took effect Dec. 1. Nilofer Merchant of Rubicon Consulting says the new model will result in a bigger footprint for Microsoft in the enterprise. Read more in this week's post to the Blog on Megavendors.

Back to the B2B Basics

Positioning of enterprise software products requires a thorough understanding of customers, competition and channel. Lawson Abinanti presents the second half of the software marketing basics in this week's post to the Blog on Sales & Marketing.

Share your insight on the software business. Email with your submissions to the Blog.

Software Pulse Archives Now Online

As we approach our one-year anniversary, the Software Pulse archives are now live on Check the list and be sure you didn't miss an issue!

Showcase Your Company at
Software 2006

Innovation is alive and well in the software industry. Software 2006 will present the evidence as part of Software Showcase. Five companies will present their most compelling offerings in four areas: Open Source, Security, Enterprise New Media, and Social Entrepreurship.

To nominate your company as a Showcase presenter, email Visit the Showcase page to find out more information.

Competive Advantages in the
Next Era

As company's focus on their core competencies and outsource the rest, there is an increasing need for mid-level managers to interact with clients and partners. Maximizing the productivity of these interactions will result in a compettive edge. Read more in "The Next Revolution in Interactions" from The McKinsey Quarterly.

Read more software-related stories from The McKinsey Quarterly on our Insight page.

Poll: Healthcare is Hot?

Gartner issued its predictions for 2006. On the list? A big uptake in healthcare IT and software expenditures over the next few years. Will healthcare be the hottest vertical next year or will it be another market?
Take our Pulse Poll >>

Last week, visitors speculated about what the recent server market growth meant for the software market.
Give your opinion and see the perspective of visitors >>

More New Software Jobs

A new crop of software executive searches from executive recruiter Sterling Hoffman is available on the job page. receives visits from tens of thousands of veteran software executives every week. Post your job on the site and reach the Web's most qualified pool of candidates. Visit the Community page and click on 'Want to Post a Job?'

More at

IDC chimes in with its 2006 predictions.
Read the most important enterprise software industry news of the week >>

Mimosa Systems receives $11 million.
Monitor the latest software venture capital deals >>

Iron Mountain pays $50 million for LiveVault.
Size up last week's software M&A deals >>

Paciolan names David Raber as CTO.
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

"A real leader faces the music, even when he doesn't like the tune."
-- Anonymous

Courtesy of Malcolm Kusher, The Kushner Group