Software Pulse

Business Strategy for Software Executives

February 14, 2005

Selling to the "Optimal-Edge" CIO

Today's enterprise buyers are a whole new breed. Here's how to speak their language.

Toby Redshaw

By Toby Redshaw, Corporate VP of I.T., Motorola

I want to buy your software. But I want to be able to implement it in a few weeks, loosely couple it to my architecture and throw it away in 4 or 5 years if the next generation of software leapfrogs yours. That's what it is going to take for my company to stay competitive. Read more >>

Jobs for Software Leaders

The site is the perfect place to find qualified industry professionals to fill top-level openings. works with several executive recruiters to post only senior-level searches going on at leading enterprise software companies. Visitors can view listings by accessing our jobs page. Companies and recruiters can post job opportunities by clicking on the "Post a job" link from our community page, or emailing the editor.

Pulse Poll:
Right to Copyright Linux?

At the Software 2004 conference last March, CEO of SCO Group, Darl McBride, announced several Unix and Linux copyright infringement lawsuits. Now that the IBM trial is in motion, how do you think it will wrap up?

Take this week’s poll >>

Last week, nearly half of visitors said Microsoft's products would never truly be interoperable.

Take last week’s poll >>

The Best Industry Gatherings

Stay up to date with the most important software industry events at Scan the list of what's coming up, or post an event by clicking on the "Post an event" link from our community page. Don't forget to mark your calendars for Software 2005, April 26 and 27 in Santa Clara, Calif.

What's Your Headcount Forecast for 2005?

Most CEOs surveyed for Sand Hill Group's CEO Outlook study say they're expecting to increase headcount significantly over the next 12 months. Click here to take the survey and see how your plans compare. Or click here to preview the full report and buy a copy.

More This Week at

Read more software news >>

Review the latest software M&As >>

Find out about the latest software venture capital deals >>

See who's new at the top in our list of software executive moves >>

How do you like this newsletter?
Send us your feedback >>

Parting Thought

"A desk is a dangerous place from which to watch the world."
— John LeCarre

Courtesy of Malcolm Kusher, The Kushner Group

Software 2005 Conference


Aztec Software

Since its inception in 1982, a singular vision - The Network is the Computer - has propelled Sun Microsystems to its position as a leading provider of industrial-strength hardware, software and services that make the Net work. Click here to find out more.


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

To subscribe, click here.

To unsubscribe, click here.

Click here to send us your feedback. 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. Click here to find out more.