Software Pulse

Business Strategy for Software Executives

November 17, 2008

Mike Smerklo

Delivering Predictable Revenue Streams

Maximizing service revenue to its full potential is a reliable way to grow revenue – especially in a down economy.

By Mike Smerklo, ServiceSource

With everyone’s core business under pressure in our new economic environment, keeping and protecting the customer base has never been more important. Taking a strategic look at maximizing service revenue is a “life raft” in these tumultuous times to improve the predictability of revenue streams - and the bottom line.

Driving revenue from the installed base is priority one in these hard economic times and exposes companies who don't know their distinct customer sets, which product families customers are using and where maintenance renewal contracts stand. Smart software companies are finding it mission critical to better understand their existing customer base and look for ways to better serve them.


Your Source for Software Business News

Every day, gathers the latest news, blog posts and analysis that shape the software business. View a complete list of top stories, latest stories or review the list on the right for the latest news by topic, including SaaS, M&A, Cloud Computing and venture capital. And every Friday morning, read a summary of the week in the Software News Summary.

10 Predictions for Software as a Service

Demian EntrekinThe benefits of a SaaS model are becoming more attractive to some enterprise customers as the economy struggles. In this post to the Blog on SaaS, Demian Entrekin of Innotas shares ten pieces of advice that software vendors should consider as they work to drive growth in the market.

Recession Pessimism

Guy Smith Taking a look forward at how the rececession might shape up, Guy Smith of Silicon Strategies Marketing takes a look at what types of vendors will have the best chances of thriving during the downturn in this post to the Blog on software marketing.

Publish Your Perspective! wants your opinions. Send your thoughts on the enterprise software industry to editor, Maryann Jones Thompson ( and have your opinions published on our site.

DON’T MISS: A Fine-Grained View of the Sources of Growth

The authors of The Granularity of Growth explain why the best strategies begin with a precise understanding of market and product opportunities. Watch the interview in this feature from The McKinsey Quarterly.

News Update: A Setting Sun

Signs of the times at Sun and Wipro; plus jumping onboard the Kayak, SAP gains Oracle exec, and betting on who will be US CTO. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Maintenance Revenue Potential?

How well is your company leveraging its maintenance/service revenue opportunity?
Take our Pulse Poll >>

Last week, readers gave us their opinion about how difficult their jobs are today.
Give us your opinion and see the results >>

More at

Microsoft launches first U.S. store.
Read the most important enterprise software industry news of the week >>

Performance marketing services company MIVA receives $10 million.
Monitor the latest software venture capital deals >>

Antenna Software acquires assets of Vettro.
Size up last week’s software M&A deals >>

Former Red Hat executive Mark de Visser was named Chief Executive Officer of Sonatype.
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

“You can't operate a company by fear, because the way to eliminate fear is to avoid criticism. And the way to avoid criticism is to do nothing.”
— Steve Ross

Courtesy of Malcolm Kusher, The Kushner Group



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