Software Pulse

Business Strategy for Software Executives

January 20, 2009

Chris Dowse

Software's Clear and Present Danger

Declining maintenance revenues are threatening the livelihood of many software vendors. ISVs can protect their maintenance revenue stream - and even grow it - by becoming more customer centric.

By Chris Dowse, Neochange

Long the software industry's cash cow, maintenance and support revenue provides high margins that are the funding engine for new product research and development. The maintenance revenue stream is also used as a basis for company valuations in mergers and acquisitions and financing arrangements. Protecting maintenance revenue is a hot topic for independent software vendors (ISVs); a 2006 Neochange article on the subject had over 3,000 downloads.

Software vendors must act now to improve customer relations and improve effective user adoption in order to maintain - and even continue to grow - maintenance revenues in the future.


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Is SOA Really “Dead”?

Tony Baer
The latest flame wars on SOA prompted Tony Baer to take a look at the basis for the arguments and question the need for another governance silo in this post to the Blog on SOA.

Mobile Money Madness

Guy SmithGuy Smith of Silicon Strategies Marketing says there are three markets where making order from mobile chaos is proving profitable: mobile web application platforms, mobile application testing, and mobile analytics. In other words making apps, testing apps, monetizing apps. Read why in this post to his Blog.

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.

Rethinking High-tech Distribution

Distributors may hold the key to high-tech sales growth in many markets. Understand the impact on vendors in this feature from The McKinsey Quarterly.

News Update: Leadership Studies

CEOs step up, down and aside; plus, Satyam's fallout, megavendor's layoffs, Google's reseller program and's Service Cloud. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Maintenance Revenue RIP?

Are the heady days of lucrative maintenance revenue streams over for ISVs?
Take our Pulse Poll >>

Last month, readers speculated as to how slow the SaaS slowdown will be.
Give us your opinion and see the results >>

More at

Read the most important enterprise software industry news of the week >>

Monitor the latest software venture capital deals >>

Size up last week’s software M&A deals >>

See who’s made it to the top in our list of recent software executive appointments.

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Parting Thought

“Failure defeats losers, failure inspires winners.”
— Robert T. Kiyosaki


Courtesy of Malcolm Kusher, The Kushner Group


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