Software Pulse

Business Strategy for Software Executives

February 19, 2007

Lyn Robison

The CIO Dilemma: Build, Buy or Borrow

Software vendors must understand the process by which enterprise buyers are deciding what type of software to deploy.

By Lyn Robison, Burton Group

TodayÝs enterprise buyers are in the proverbial ýcat bird seat.ţ CIOs have more realistic choices than ever about what software to buy ˝ and even how to buy it.

Today's application software comes in a variety of form factors ˝ custom development, open source software, commercial off-the-Shelf software, or Software as a Service (SaaS). Each offering has strengths and weaknesses. Selecting the best type of IT software means assessing what each software form factor has to offer and matching those characteristics with an organization's needs.

In order to best market and position their products, software vendors need to understand this decision process, including - the strengths and weaknesses of the four forms of software that are available today.


Find Out the Latest on HP’s Software Strategy

Shane Robison, HP’s CSO and CTO will speak to the 2,000 software CEOs, VPs, CIOs, investors and analysts who will attend Software 2007 on May 8 and 9 in Santa Clara, Calif. Find out how what the future holds for HP’s software strategy and how other software vendors will play a part. To find out more about other keynote speakers, breakout sessions, registration and more Software 2007 opportunities, visit

Blogging Power to the People

Vinnie MirchandaniThe power of the blogging community has been the subject of much attention and debate. Vinnie Mirchandani of Deal Architect takes a step back to review why he blogs and find that it improves the inequality that has long existed between technology buyers and sellers. Read more about how blogging empowers customers and why software vendors should care in this week’s post to the Blog on Enterprise 2.0.

The Coming Linux Epidemic

Linux has already attacked the server market and it is rapidly spreading to other areas. Guy Smith of Silicon Strategies marketing takes a look at two recent developments in telecom and enterprise computing which may illustrate how the Linux “virus” will continue to spread. Read his analysis in this week’s post to the Blog on open source.

Publish Your Perspective!

The Blog wants your opinions. Send your thoughts on the enterprise software industry to and we’ll publish them in our blog.

Showcase Your Innovation at Software 2007 - Deadline March 9!

“Powered by Innovation” will be the theme for Software 2007. With 2,000 industry execs, investors and analysts in attendance, what better forum to demonstrate the “next big thing” companies that will shape the next generation of the software industry?

The Innovation Showcase is looking for companies who want to share their unique value proposition with the software business elite. The presenters will take the stage at Software 2007, May 8 and 9 in Santa Clara, Calif. Click here to find out more and nominate your company for inclusion - applications must be received by March 9!

News Update: Strength in Numbers

Interoperability is the theme as open source allies join forces and IBM and Microsoft exchange words; plus, lures a top exec, India’s services firms face a scary deadline and Vista’s sales may not measure up. Read these stories and more software news of the week in the latest Software News Summary.

Don't Miss: Are Companies Getting Better at M&A?

The latest boom in merger activity appears to be creating more value for the shareholders of the acquiring companies. Read this article from The McKinsey Quarterly which looks closer at 2006 M&A trends in value creation and overpayment.

Poll: Power of Open Source Alliance?

Several open source companies launched an alliance this week to ensure interoperability of their solutions. Will this group be able to compete against the major open source providers?
Take our Pulse Poll >>

Last week, readers gave their opinions on whether India could ever be overtaken by another offshoring destination. What do you think?
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

“Before you build a better mousetrap, make sure you have some mice out there.”
–Yogi Berra 

Courtesy of Malcolm Kusher, The Kushner Group