Software Pulse

The New Game in Software

March 28, 2005

The New Game in Software: Applistructure

Erik Keller

By Erik Keller, Principal, Wapiti LLC

The enterprise software business is becoming the latest version of Texas fold-em. Whoever can effectively deliver Applistructure will take away most of the chips.

As the recent acquisitions of Retek by Oracle and Ascential Software by IBM indicate, the standard playbook of enterprise application vendors is being thrown out the window. A new one is being written and it will change the products we sell and the players who survive to sell them.

The Software-as-a-Service Future?

One-fifth of CEO Outlook 2005 respondents say their company is already selling via a service model. How fast will software-as-a-service take over as the most popular selling method for enterprise software pricing? Take this week's Pulse Poll.

Don't miss our Web seminar on Software-as-a-Service. On April 7 at 10 a.m. PST, Sand Hill Group will host a webinar which aims to help software vendors transition to a software-as-a-service (SaaS) model. The event will present a model for how to build, deliver and manage a profitable SaaS system. Speakers include IDC program director, Amy Konary, Kana executive VP, Brian Kelley and Jamcracker president, Todd Johnson. Click here to find out more and register for the call.

The Impact of Continued Consolidation

Oracle won Retek. Now what? How is consolidation impacting software industry innovation and competitiveness? How can these mega companies serve their customers well and how can startups compete? This week's bloggers devote the week to the impact of consolidation on the enterprise software business. Email us to become part of the blogging team or to suggest a topic at

Last Chance for Special Offer on Software 2005 Registration

Software 2005 adds up to the biggest industry event of the year: 7 great keynotes, 4 compelling panels, 60+ actionable breakout sessions, and 2,000+ CEOs, VPs and VCs to meet. This opportunity costs only $995 for yourself, plus two of your executive colleagues. But if you register by March 31, you'll receive a complimentary copy of the CEO Outlook 2005 report - a $395 value. Click here to find out more about the software industry's biggest vendor-neutral gathering, April 26 and 27 in Santa Clara, Calif., and click here to register.

Register Your Business in the Services Directory

Do you specialize in providing professional services to the enterprise software industry? visitors are software business leaders who require a variety of service experts. To add your firm to our directory, visit our community page and click on "Add a service." Simply log in and provide information about your firm. The directory is organized by category - financial, marketing, creative, legal, and many more. Be sure your potential clients can find you!

More at

Read the enterprise software news of the week >>

Monitor the latest software venture capital deals >>

Scan the list of last week's software M&As >>

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

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Parting Thought

"All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved."
— Sun Tzu

Courtesy of Malcolm Kusher, The Kushner Group

Software 2005 Conference


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"So you want to be acquired? Join us for "Making the Most of Today's M&A Environment," a free Softrax Executive Webcast, featuring GrantThornton.
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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.