Software Pulse

Business Strategy for Software Executives

July 1, 2009

Ashwin Rangan

Understanding Tomorrow’s CIO

The next generation of top tech execs will be a different breed. Here’s what sets “Insightful CIOs” apart and what software vendors need to know to connect with these key customers.

By Ashwin Rangan, MarketShare Partners

The headwinds of a struggling economy are still blowing. CIOs at companies around the world are struggling to cut costs and continue to leverage technology as a competitive advantage. The lingering sense of uncertainty surrounding today’s business environment will change CIOs behavior profoundly for the long term.

Tomorrow’s CIOs will be more than just technology evangelists and visionaries. The new world of globalized business demands that the CIO be a business driver who uses IT to make the business more competitive in the rapidly changing business environment.

No longer will the CIO wait to be told what needs to be done. More often, the CIO will see the way forward and choose the correct technology path to get there. Software companies must revise their game plan in order to sell to Tomorrow’s CIO.


What Makes Enterprise Software Successful?

What are the barriers holding organizations back? Are software vendors doing enough? Take a short survey from, Neochange, and the SSPA and give us your opinion about the drivers of enterprise software success. All respondents will receive a copy of the findings and one lucky respondent will win a new iPod!

SaaS: It’s the Business Model, Stupid

Despite the admonitions of many experts, too many software vendors are viewing SaaS as a new means of technology delivery rather than an entirely new business model. Anders Trolle-Schultz of SaaS-it Consult examines the implications for software companies in this post to the Blog on SaaS.

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.

High Tech: Finding Opportunity in the Downturn

In past downturns, high-tech companies that made these five kinds of moves emerged as leaders of the pack when the economy improved. Read more in this article from The McKinsey Quarterly.

News Update: Red Hat Revels

Open source vendor's revenue growth outruns Oracle's; plus, megavendors' cloud moves, "enterprise Facebook," and Satyam's "new" name. Read these stories and more software news of the week in the latest Software News Summary.

Poll: Tomorrow’s CIO?

Can today’s software companies connect to tomorrow’s CIO?
Take our Pulse Poll >>

Last week, readers weighed the potential for software’s impact on corporate sustainability initiatives.
Give us your opinion and see the results >>

More at

Forrester says the tech recovery will begin in Q4.
Read the most important enterprise software industry news of the week >>

Consumer voice application maker Ooma received $18 million.
Monitor the latest software venture capital deals >> downplays rumors of an Oracle acquisition.
Size up last week’s software M&A deals >>

Former MIT Media Lab exec Jeff Carter was named CEO of Azigo.
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

“A good plan today is better than a perfect plan tomorrow.”
— George S. Patton

Courtesy of Malcolm Kusher, The Kushner Group



OpSource delivers a complete Web operations solution for software as a service and web companies. Many of the largest software companies and the most innovative web companies have selected OpSource as their Web operations partner. By doing so, they are able to focus their resources on building on-demand businesses, rather than investing in and managing the complex and costly infrastructure 24x7, staff and services necessary for successful web application delivery. Providing everything but the application itself, OpSource is the only Web operations company whose customers pay only for what they sell, not for the resources they consume.
Find out more.


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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. Sand Hill Group produces the Software and the Enterprise series of conferences for industry executives, and authors research reports on cutting-edge technology topics.