Software Pulse

Business Strategy for Software Executives

September 29, 2008

R. "Ray" Wang

How to Select A Software Partner Solution Offering

A new Forrester study identifies a maturity model for evaluating the upcoming world of “last-mile” solutions.

By R “Ray” Wang, Forrester Research, Inc.

Amid a backdrop of vendor consolidation, open standards, next generation apps, and cloud based deployment options, no one software vendor can deliver innovative solutions that meet every industry vertical, business process, market segment, and geographical requirement. Consequently, major software vendors like IBM, Microsoft, Oracle, and SAP are encouraging their partners to innovate on their platforms, fill existing gaps, and ultimately help drive long-term customer loyalty. The result: each of these large software vendors now has a vast partner ecosystem filled with solutions at varying levels of integration, support, and quality.

Through interviews with 59 vendor companies and 129 end user customers, Forrester has developed a partner solution maturity model that looks at the solution offering, support lifecycle, go-to-market strategy, and socialization of the ecosystem. Software buyers can use this model when selecting a partner offering to complement their existing solutions from one or more of these software giants.


Exclusive SaaS Briefing for CIOs, VPs, CTOs Only

Join and Cognizant Technology Solutions for an Executive Breakfast Briefing on SaaS, on Wed. Oct. 8, 2008 from 7:30-10:00am at the Four Seasons, Palo Alto. Hear from McKinsey & Co. on SaaS market trends and M.R.Rangaswami, industry expert and publisher of, who will moderate a panel discussion, “SaaS: Seize or Cease”, with CIO perspective from Dave Watson of MedeFinance, Doug Harr of Ingres Corporation, and George Lin of Dolby Laboratories.

Click here to register now!

The Secret to SaaS Success

ISVs who are delivering software-as-a-service solutions face a series of challenges. Larry Stelle of SAVVIS says the right infrastructure is key. Read his perspective in this post to the Blog on SaaS.

When the Best Defense is Growth

Too often, software companies go into a defensive mode when they find themselves a target of acquisition. Michael Mace of Rubicon Consulting says that actually, this is the perfect time to consider new avenues for growth. Learn more in this post to the Blog on growth strategies.

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.

Managing IT in a downturn: Beyond Cost Cutting

Looking to slash your IT investments? Consider the possibility that targeted ones might generate savings and revenues exceeding what you could save through cost cutting. Read new ideas in this article from The McKinsey Quarterly.

News Update: Black Sunday Impacts Tech Sector

Oracle sells hardware; plus, beehive may sting Microsoft, BlueCloud in demand, and API changing Web development. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Partner Considerations?

What is the most important factor to your company when choosing a software partner?
Take our Pulse Poll >>

Last week, readers gave us their opinion as to which group of vendors will become the rulers of the cloud value chain.
Give us your opinion and see the results >>

More at

Fixing Microsoft: A How-To Guide
Read the most important enterprise software industry news of the week >>

Regent Education received $7.5 million.
Monitor the latest software venture capital deals >>

Serena Software acquired project management maker, Projity.
Size up last week’s software M&A deals >>

John Van Siclen named CEO of DynaTrace Software.
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

One of my most productive days was throwing away 1000 lines of code.”
— Ken Thompson

Courtesy of Malcolm Kusher, The Kushner Group



The Aladdin HASP family of software DRM products is the #1 choice of software publishers worldwide. HASP provides software developers with strong software protection, licensing and distribution solutions to prevent software piracy and increase revenues.
Find out more.


Software Pulse is a publication of, the online resource for software business strategy.

To subscribe,
click here.

To unsubscribe, see the bottom of this email.

Send us your feedback,
click here. is published by Sand Hill Group, which provides investment and management advice to emerging leaders in the $600 billion enterprise software, services and solutions market. Sand Hill Group produces the Software and the Enterprise series of conferences for industry executives, and authors research reports on cutting-edge technology topics.

To remove yourself from this list, click here.