Software Pulse

Business Strategy for Software Executives

September 19, 2005

Consolidation? What Consolidation?

Software industry insiders present their views on the long-anticipated Oracle-Siebel deal: what it means to product innovation, the CRM space, the health of the software industry — and whether it was a good deal in the first place.

By M.R. Rangaswami, Sand Hill Group

Finally. The Oracle-Siebel deal is done and the industry can stop speculating about it. Interestingly however, the deal seems to have woken some observers from a deep sleep. Consolidation has been going on for years. The latest deals - specifically Oracle's aggressive buys - have simply made the trend front page news.

But broader awareness of big software mergers is important in and of itself. The sense that young companies cannot make a go of it alone any longer, that they must find a "Big Brother" to take them under their wing, dampens enthusiasm of many software executives and investors.

This is the wrong reaction. I would argue that innovation and opportunity continue to drive the software industry today - even in the face of these megadeals.


Software in a Hurricane

Economic rebirth is beginning in New Orleans and many other towns along the Gulf Coast as many hurricane-damaged businesses reopen their doors. VanillaSoft CEO Ken Murray shares his tale of how the New Orleans-based software makers fled Katrina then leveraged their own technology to reunite employees and keep operations online throughout the tragedy. Read Murray’s account of how the disaster recovery effort unfolded in this week’s post to the new Blog, First Person.

Clues to Recognizing a Great Salesperson

The software sales process has changed dramatically. Polished presentations and smooth talking are no longer the hallmarks of a great rep. Jeff Thull of Prime Resource Group presents five characteristics that indicate a true consultative salesperson in the new Blog, Best Practices: Sales & Marketing.

Overcoming the "Nasty Nine" Software Adoption Risks

Phillip Lay of TCG Advisors advises software vendors to deal with their customers’ adoption risks head on. Rather than convince new clients that adopting a the product will be risk-free, vendors who understand and directly address the nine most common adoption risks stand to increase both sales and customer satisfaction. Read Lay’s analysis on

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

Poll: Acquisition Integration Quagmire?

With six acquisitions in the past two years, will Oracle ever be able to truly integrate its product offerings?
Take our Pulse Poll >>

Last week, visitors gave their opinions on whether IT organizations at their client sites are growing.
Give your opinion and see the perspective of visitors >>

New Report on Software’s "New Opportunities"

The executive report from the Enterprise 2005 conference is now available at the conference site. Authored in partnership with McKinsey & Company, the document presents insight from speakers and surveys on the conference theme, "New Opportunities." For more in-depth analysis of e2005 conference proceedings, read the Blog with posts from a variety of conference-goers.

More at

Oracle hints at ‘lifetime support.’
Read the most important enterprise software industry news of the week >>

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

Read Forbes’ opinion of the best software takeover targets.
Size up last week's software M&A deals >>

More execs depart Microsoft.
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

"Anybody can jump a motorcycle. The trouble begins when you try to land it."
- Evel Knievel

Courtesy of Malcolm Kusher, The Kushner Group