Software Industry Op-Eds
- Why Traditional Enterprise Software Sales Fail
A careful balance of "volume" and "value" marketing strategies will help vendors avoid the three classic reasons for unsuccessful sales efforts.
By Gad Tobaly, Nastel Technologies · June 2, 2010 - CEO Outlook 2010: New Decade, New Realities
A survey of top executives predicts new growth, new models, new buyers, new metrics and new channels will shape the software business in coming year - and beyond.
By M.R. Rangaswami, Sand Hill Group · May 5, 2010 - Re-learning Marketing for the SaaS Model
Running an on-demand business means software CEOs must understand and embrace the differences between the traditional and SaaS models - especially in sales and marketing.
By Steve Adams, Sabrix · January 28, 2008 - It's Time to Think Lean
Adopting "Lean" development principles can help software vendors add value, reduce waste and thrive during tough economic times.
By Leonardo Mattiazzi, Ci&T · August 17, 2010 - Eight Keys to Enterprise ISV Success in the Cloud
Darren Cunningham from Informatica sheds some light onto success in the cloud with these eight keys.
By Darren Cunningham · July 13, 2010 - Selling Software to the C-Suite
There are multiple opportunities for marketers to communicate the value of a software solution to customers - even in a tough economy.
By Stephen J. Bistritz, Selling to the C-Suite · April 14, 2010 - 5 Steps to Drive Sales with Social Media
Improve effectiveness and results by equipping your sales and marketing team with social media tools that engage today's smarter, busier "Customer 2.0."
By Umberto Milletti, InsideView · March 30, 2010 - Driving Effectiveness - From Offer to Order
Cloud computing enables software companies to leverage marketing automation and grow their business.
By Barbara Angius Saxby, Accelent Consulting · December 2, 2009 - Ten Laws for SaaS Sales & Marketing Success
Succeeding at SaaS requires a next-generation go-to-market strategy and adherence to a new set of software business laws for building a sales and marketing organization.
By Dave Chase, Altus Alliance and Matt Heinz, Heinz Marketing · November 17, 2009 - Bessemer's Top 10 Laws for Cloud Computing
Running an on-demand company means abandoning many of the long-held tenets of software best practices and adhering to these new principles.
By Byron Deeter, Bessemer Venture Partners · November 10, 2009 - Winning at SaaS: Only the Bold Survive
SaaS vendors that follow in the footsteps of their enterprise software predecessors are doomed to failure. Winning SaaS strategies boldly leverage the Internet to create unassailable competitive advantage.
By Joel York, Xignite · October 21, 2009 - Best Practices for Enterprise SaaS Growth
For SaaS to further penetrate the enterprise and truly become mainstream, SaaS vendors must improve the ability of their solutions to integrate into existing IT management processes.
By Scott Bils, Conformity · July 20, 2009 - 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 · July 13, 2009 - SaaS Vendors: Stop Thinking Like Software Companies!
Succeeding with an on-demand model requires ISVs to adopt a completely new mindset in order to avoid the commoditization trap.
By Lincoln Murphy, Sixteen Ventures · June 9, 2009 - Understanding Digital Body Language
Learning to recognize clues during the online sales process will improve the measurability of marketing - and its success.
By Steve Woods, Eloqua · April 20, 2009 - The Key to Sales Performance
Improved visibility of sales management delivers companies the control they need to drive revenue generation.
By Leslie Stretch, Callidus Software · April 14, 2009 - Preparing Today for Tomorrow's Rebound
Companies can take five steps to evolve from a recessionary "tortoise" to a rebound "hare."
By Christine Crandell, Egenera · March 31, 2009 - 2008: The Year in Software
From exuberant to disconcerted, tech execs have felt quite a year. SandHill.com looks back at the year in software business and the best-read SandHill.com articles of the year.
By Maryann Jones Thompson, SandHill.com · December 18, 2008 - The Baseball-Business Connection
A former MLB coach explains companies can apply the practices of star athletes to achieve peak business performance.
By Rick Peterson, Special Advisor to Spring Lake Technologies · October 27, 2008
