Software Pulse

Business Strategy for Software Executives

October 27, 2008

Rick Peterson

The Baseball-Business Connection

A former MLB coach explains why software companies should focus on the mental side of sales to improve revenue growth.

By Rick Peterson, Springlake Technologies

When I was the pitching coach for the New York Mets and the Oakland A’s, finding players with the right skills was critical. But finding players with the right mindset was even harder. Some of the game’s great athletes would not have achieved their success without adjusting their mental approach to the game.

As we watch the players in the World Series, it becomes even more clear that the psychological aspect of succeeding in professional baseball can be readily transferred to business results in the high tech industry sector. Like in sports, sales organizations should focus on the right performance-based behaviors in order to achieve success.


Watch Video from the Cloud Summit

The Cloud Summit Executive gathered executives, analysts and investors for an insightful exchange of ideas about the business models and services that will bring cloud computing to the forefront. Visit to watch video of keynote speakers, and review speaker presentations.

Software Business Forecast: Cloudy, but Clearing Up

Rene BonvanieThe benefits to a cloud computing approach are becoming clear to customers. Rene Bonvanie of Serena Software argues that software vendors must get on board now in order to play in this emerging market in this post to the Blog on cloud computing.

Time, Timing and Being Timid

Mike Devries Timing is always important – but it is especially critical in an economic downturn. Despite investors tightening their pursestrings and customers taking longer to buy, Mike Devries of Powershift Partners urges software companies not to be timid about new opportunities in this post to the Blog on growth.

Sun in a Slump

Guy Smith Poor earnings and the departure of a co-founder are only the latest in a series of headaches that have hit Sun. Guy Smith of Silicon Strategies Marketing takes a look at the company’s latest moves and wonders what its executives are thinking in this post to Megavendor Watch.

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.

Eric Schmidt Shares Google’s View of the Future

A McKinsey & Co. interview with Google’s CEO reveals how the Internet will change the nature of competition, innovation, and company operations. Read the interview in this article from The McKinsey Quarterly.

News Update: Powerhouse Technologies

McAfee establishes alliance partners; plus five sectors increase employees; Sun's co-founder exits; software twins are nearly identical, and black screens create Chinese furor. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Mental match?

Does your sales organization have a consistent personality?
Take our Pulse Poll >>

Last week, readers speculated as to whether their companies suffer from too many ideas.
Give us your opinion and see the results >>

More at

Gartner predicts big SaaS growth despite the downturn.
Read the most important enterprise software industry news of the week >>

LinkedIn receives $22.7 million.
Monitor the latest software venture capital deals >>

Acresso Software to buy Intraware for $27 million.
Size up last week’s software M&A deals >>

John Becker named CEO of risk management software maker, Approva.
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

Many people have the talent to become great, but few have the energy.”
— Pat Fallon

Courtesy of Malcolm Kusher, The Kushner Group



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