ThePulse Software - Cloud - Mobile
14 FEBRUARY 2012
Cloud Computing SAAS Mobile Big Data Sales & Marketing Leadership
This week's issue brought to you by: ServiceSource
Sales & Marketing Christopher Lochhead
Positioning to Win: The Secret Power of a Point of View

By Christopher Lochhead, Co-founder and Partner, Play Bigger Advisors

Does your company have a Point of View? Can you describe it? Do you even know what it is? CEOs of legendary businesses take their point of view seriously, as it positions them to either create or disrupt a market category and catapult them into a dominant position. Read how Mark Zuckerberg and Larry Ellison used point of view and six tips on creating a POV for your company.

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Kamesh Pemmaraju Mobile
The What, Why, Who and How of Enterprise Mobility Adoption

By Kamesh Pemmaraju, Sand Hill Group

What applications and functional areas are adopting mobility in enterprises? What were their most important reasons for switching to a mobile strategy? And who is driving the pace of mobile adoption in enterprises today? Find out the answers revealed in Sand Hill Group’s recent study, “Leaders in Mobility Strategies: Tug of War Between Business Risk and Value.”

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This Week's Sponsor

Improve your service data and customer sales coverage with ServiceSource. Software vendors recognize that service revenue is a critical asset. But many companies that attempt to use product-focused systems and processes to manage the service revenue stream run into substantial problems that arise from inadequate services-specific data, expertise, and sales processes. Leading software companies worldwide, such as Adobe, partner with ServiceSource to improve service revenue performance, whether they sell direct or through the channel. Our software clients achieve improved data management, financial flexibility, international coverage and customer loyalty.

Find out more at:

Kathleen Goolsby Leadership
Four Pitfalls that Sabotage Startup Growth

By Kathleen Goolsby, Editor,

David Siemer, Managing Director of Siemer and Associates (a global merchant bank and advisory business) and Managing Partner of Siemer Ventures (a venture fund) has 16 years’ experience in investing in and advising Internet and software startups. In this article, he discusses the challenges of the building phase and what startups can do to ensure their decisions around their pace of growth will be supportable.

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The State of Customer Success Management 2012
Webinar and complimentary white paper
Thursday; February 23, 2012, 10:00 a.m. PST

Over the past couple of years, a new position has been showing up in the open job listings throughout the SaaS/cloud community. The new role reflects the growing awareness that customer retention is a core requirement. Software vendors are now realizing that they must take a far more proactive role in ensuring the success of their customers. But understanding that customer retention is a year-around effort, a commitment that requires dedicated executive attention is only the beginning.

The work of the Customer Success Management Initiative, sponsored by Sand Hill Group and CSM technology vendors Apptegic, Jbara Software and Totango and media sponsor The HotLine Magazine, opened with two focused surveys. Further insight has been gained through extensive interviews, ongoing online conversations in the CSM Forum and from in-depth review of a wide range of published content.

The webinar presentation will include the research findings to date on the current-state of what SaaS/Cloud firms are doing in the areas of the strategy, process, people and technology of Customer Success Management. Webinar attendees will receive a complimentary copy of the white paper (Report of the Customer Success Management Initiative) when it is published in March.

Advance registration for the webinar is required, and space will be limited. To reserve a seat for the webinar, please click here to register.


In Case You Missed These -

Designing the Future: How Innovation will Follow the Footsteps of Procurement
This white paper discusses the methodologies, pitfalls and best practices around scouting for innovative ideas.

Five Questions Software Companies Must Answer
The true value of forging emotional connections may be the most apparent not when a product or service succeeds, but when it falls short of customer expectations. In these times, the emotional connections built over time - and by answering these five questions - can help you change course, refine your offerings and stay in the game.

And be sure you don't miss these comments in the media about Silicon Valley and Apple.


News & Resources
Software Companies|IT Buyers|Startups|India
The Pulse

The Pulse is the newsletter of, the online business strategy destination for the software, cloud, and mobile ecosystem.

Publisher: M.R. Rangaswami
Editor: Kathleen Goolsby
To subscribe, 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.