Software Pulse

Business Strategy for Software Executives

September 4, 2007

R. "Ray" Wang and Merv Adrian

Avoiding Failure in Technology Partnerships

The advent of the “solutions-centric ecosystem” means software vendors must focus on four core competencies in order to build successful partnerships.

By R. “Ray” Wang and Merv Adrian, Forrester Research

As business technology providers move to expand their solutions-centric ecosystems, strategists must intensely focus on partnerships across the value chain. The sad truth is that few technology partnerships are as successful as their participants wish. Most failures result from poor alignment between parties on key objectives and metrics.

Forrester suggests 21 questions to drive that alignment across four core competencies: building technology and product strategy, aligning go-to-market (GTM) activities, investing in a support ecosystem, and executing the action plan. This excerpt looks at the most common causes of partnership failure, and recommends areas of focus for software vendors aiming to ensure the long-term success of their ecosystem partnerships.

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The Future of BPM & SOA

Tony Baer BPM and SOA appear to be progressing synergistically. But Tony Baer of onStrategies reveals there is a cultural war beneath the smooth surface. Read how BPM will fit into SOA (or vice versa) in this week’s post to the Blog on SOA.

Enabling the Product Startup Team

Ankush JoshiSmall tech vendors and startups can leverage  the potential benefits of offshoring. Ankush Joshi explains how in this post to the blog on Enabling Innovation.

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.

DON’T MISS: Strategy's Strategist: McKinsey Interviews Richard Rumelt

A giant in the field of strategy ruminates on strategic planning, diversification and focus, and the role of the CEO. Read the latest from this strategic thought leader in this article from The McKinsey Quarterly.

News Update: VC Rising

Second quarter rains corporate VC deals; plus, NetSuite plays with Apple, tech stocks hold firm, Shai’s e-car gets big money and “Guerilla SOA” hits the enterprise. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Corporate VC?

How will the rise of corporate VC investment impact the software industry?
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Last week, readers estimated how critical is M&A to software vendor success today vs. the past few years.
Give us your opinion and see the results >>

More at

Enterprises saving millions of dollars with open source.
Read the most important enterprise software industry news of the week >>

Resilience receives $5 million.
Monitor the latest software venture capital deals >>

Microsoft acquired Parlano.
Size up last week's software M&A deals >>

Daniel Ryan is named president and COO of Secure Computing.
See who’s made it to the top in our list of recent software executive appointments.

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Parting Thought

"Kind words can be short and easy to speak, but their echoes are truly endless."
–Mother Teresa

Courtesy of Malcolm Kusher, The Kushner Group