November 4, 2009
How to Succeed at Innovation and Differentiation
Wyse Technology CEO Tarkan Maner recalls that when he took the company out of its…
October 21, 2009
Five Rules for Software Sales Discussions
A software customer spends a lot of money up front on the software with no…
September 29, 2009
Penny Wise, Pound Foolish
Startups are often strapped for cash and need to make business decisions with return on…
August 18, 2009
Software Industry Facing Growing Pains
We're in a period of exciting growth, according to the findings in Sand Hill Group's…
July 27, 2009
Confronting Software's Blind Spot
A survey conducted by Neochange and CIO Insight of 204 individuals in IT organizations reveals…
June 16, 2009
Migrating to SaaS Delivery: Decision or Reaction?
Many ISVs have not thought through their go-to-market strategy and modified their internal culture and…
December 1, 2008
Avoiding Risks in Channel Partner Relationships
Many software companies are finding that their channel partners influence a significant percentage of their…
October 27, 2008
The Innovator's Dilemma: Q&A with John Schloff of Pitney Bowes
When confronted by transformative disruptive technology such as Cloud, how can senior business and IT…
October 20, 2008
Essentials for Selling Software to the Midmarket
In our work at The Midmarket Institute in facilitating collaboration and commerce among midsize companies…