April 26-27th Santa Clara Convention Center Santa Clara, CA “Systematic invention takes a series of conditions that have to be right. You have to start with employees. You have to build a great environment and a great place to work, only then can they create life changing inventions that delight your customers.” - Scott Cook, chairman of Intuit, speaking on customer driven innovation at Software 2005 More than 1,500 CEOs, VPs, VCs and top executives filled the Santa Clara Convention Center on April 26th and 27th for the Sand Hill Group’s Software 2005 conference. The group had gathered to hear the leaders and visionaries of the software industry layout the “Building Blocks for Success” About Sand Hill Group Sand Hill Group serves the $600 billion plus software, services and solutions market. Sand Hill Group provides investments and management advice to emerging enterprise technology leaders. Sand Hill also owns Sandhill.com the premier destination site and resource center for CEOs, VPs, Entrepreneurs, VCs and for members of the software industry eco-system. Its weekly electronic newsletter is read by thousands of executives. Sand Hill produces the "Enterprise" and “Software” conferences for CEOs and high- level executives in the industry and creates high-impact research reports for its constituents. Founders Madhavan "M.R." Rangaswami and Constantin Delivanis bring more than 40 combined years of practical business acumen to 1 From www.sandhill.com/conferences/sw2005_agenda.php 29 August 2005
Transcript
April 26-27thSanta Clara Convention CenterSanta Clara, CA
“Systematic invention takes a series of conditions that have to be right. You have to start with employees. You have to build a great environment and a great place to work, only then can they create life changing inventions that delight your customers.”
- Scott Cook, chairman of Intuit, speaking on customer driven innovation at Software 2005
More than 1,500 CEOs, VPs, VCs and top executives filled the Santa Clara Convention Center on April 26th and 27th for the Sand Hill Group’s Software 2005 conference. The group had gathered to hear the leaders and visionaries of the software industry layout the “Building Blocks for Success”
About Sand Hill Group
Sand Hill Group serves the $600 billion plus software, services and solutions market. Sand Hill Group provides investments and management advice to emerging enterprise technology leaders. Sand Hill also owns Sandhill.com the premier destination site and resource center for CEOs, VPs, Entrepreneurs, VCs and for members of the software industry eco-system. Its weekly electronic newsletter is read by thousands of executives. Sand Hill produces the "Enterprise" and “Software” conferences for CEOs and high-level executives in the industry and creates high-impact research reports for its constituents.
Founders Madhavan "M.R." Rangaswami and Constantin Delivanis bring more than 40 combined years of practical business acumen to Sand Hill clients. Together, they have had hands-on experience in nearly every business function - from sales, service, marketing, and product development, to executive management. They have played key roles orchestrating company launches, initial public offerings, and corporate mergers. Sand Hill Group's clients leverage this core business experience, enabling them to quickly ramp up operations, while simultaneously allowing the existing leadership to focus on the market-making creativity that put them into business in the first place.
Sand Hill Group is highly selective, working with a very limited number of companies. Sand Hill Group becomes part of the fabric of an organization, participating with the same level of commitment as the entrepreneurs we support. We strategize on key steps to take, then tap into our professional talent network and our executive contacts.
1From www.sandhill.com/conferences/sw2005_agenda.php 29 August 2005
CEO Panel:Moderator: Brian Turchin, Capehorn Strategies CEOs: Jim Cashman, Ansys; Mike Greenough, SSA Global; Amnon Landan, Mercury; Bernard Liautaud, Business Objects
Break10:30am – 10:45am
Breakout Sessions10:45am – 12:15pm
Breakout SessionsFunding ForumLaunch
Lunch Break12:30pm – 2:00pm
Lunch sponsored by Scandent Solutions Exhibit Hall open 12:00pm to 2:00pm
Afternoon General Session2:00pm – 3:45pm
Keynote:Dr. James Goodnight, CEO, SAS
Fireside Chat with S. Ramadorai, CEO, Tata Consultancy ServicesHost: Quentin Hardy, Silicon Valley Bureau Chief, Forbes
Keynote:Scott Cook, Co-founder and Chairman of the Executive Committee, Intuit
Building Blocks for 2005Ken Berryman, Principal, McKinsey and Company
Break3:45pm – 4:00pm
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Breakout Sessions4:00pm – 5:00pm
Breakout Sessions
Funding Forum
Evening Break5:00pm – 7:00pm
Cocktail Party on the Trade Show FloorSponsored by Tata Consultancy Services & SurgientExhibit hall open during the party hours
Wednesday, April 27
Time: Description:
7:00am – 5:00pm Registration Desk Open
7:00am – 8:45am Continental Breakfast
Morning General Session8:45am – 10:30am
Keynote:Shane Robison, Chief Strategy Officer and CTO, HP
Globalization of Technology Panel Moderator: David Kirkpatrick, Technology Editor, FortunePanelists: Iain Morris, SVP, AMD; Nicholas Negroponte, Professor & Chairman, MIT Media Laboratory; Teresa Peters, Executive Director, Bridges.org
The New Normal - Roger McNamee, Co-Founder & General Partner, Elevation Partners, Integral Capital Partners & Silver Lake Partners
Break10:30am – 10:45am
Breakout Sessions10:45am – 12:15pm
Breakout SessionsFunding Forum
Lunch Break12:30pm – 2:00pm
Lunch sponsored by Sonata SoftwareExhibit Hall open 12:00pm to 2:00pm
Afternoon General Session2:00pm – 3:45pm
CIO PanelModerator: Ernest von Simson, Senior Partner, Ostriker von SimsonPanelists: Neil Cameron, CIO, Unilever; Joseph Cleveland, CIO, Lockheed Martin; John Leggate, Group VP for Digital Business, BP; David Watson, CTO, Kaiser Permanente
Keynote:Scott Kriens, Chairman and CEO, Juniper Networks
The Pundit Panel Moderator: Erik Keller, Wapiti
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Panelists: James Bedard, President & CEO, Aberdeeen Group; Jorge Lopez, VP, Gartner G2; Bruce Richardson, SVP, AMR Research; John Rymer, VP, Forrester Research
Charles Phillips, President, Oracle: Opening Keynote Seismic Shifts for the Software Market – MR Rangaswami, Sand Hill Group:
Opening Remarks Building Blocks for 2005 – Ken Berryman, Partner, Mckinsey & Co: Keynote Customer driven Innovation – Scott Cook, Chairman Executive Committee:
Keynote Secrets of Sustained Success – Brian Turchin, President, Cape Horn Strategies
The Perpetual Business – James Goodnight, Chairman & CEO, SAS: Keynote
Breakout Session Presentations: Tuesday Morning
Leveraging the Global Economy to Drive Growth and Momentum: An Evolution from Cost to Value Gordon Brooks, President and CEO of Symphony Services and Matthew Bradley, VP of Corporate Engineering for Hyperion
Successful Compliance Strategies for High Tech Growth – an Executive Panel Discussion: Part 1 - Presentations Moderator: Bob O'Connor, CEO, SoftraxPanelists: Guy Clarke, Senior Manager, Business Advisory Services, Grant Thornton; John R. Walles, Executive Vice President, Acquisitions & Integration, SSA Global Technologies, Inc.
Software as a Service 2010 –– Why Did it Fail?? Russ Daniels, HP, VP & CTO Software Business Unit
Building the Global Startup Kim Polese, CEO, SpikeSource
Bootstrapping: Growing a Business With Almost No Money! Greg Gianforte, CEO, President, Chairman and Founder, RightNow Technologies
Next Generation Requirements for SaaS Todd Johnson, President, Jamcracker
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What to Expect in 2005 Mitchell Levy, Partner, CEOnetworking
Increase Revenue and Profit with Product Managementin a Strategic Role Barbara Nelson, Pragmatic Marketing
Partnering for Success: Oracle's Strategy Rauline Ochs, Group Vice President, North America Alliances and Channels, Oracle Corporation
Marketing Matters! Re-emergence of Product Marketing Paul Wiefels, Managing Director, Chasm Group, LLC
New Business Models: Pricing to Increase Your Competitive Strength Jim Geisman, Marketshare
Enabling Software as a Service (SaaS) Moderator: Treb Ryan President, CEO and co-founder of OpSourcePanelists: Rocky Gunderson, VP of Marketing, Blue Martini; Craig Macy, VP of Small Business Solutions, Agile Software
Breakout Session Presentations: Tuesday Afternoon
A High CARB diet for CEOs: Creating Actionable Results for Business Shellye Archambeau, CEO, MetricStream
How Marketing Can Create Messaging that Sales Can Actually Use Michael Bosworth, Co-founder, CustomerCentric Systems and Co-author, CustomerCentric Selling
The new mantra of Product development in this Decade - Very fast cycle time, peak quality and low cost Juan Dash, CTO, Sonata Software
What's Your Story? Seasoned Journalists Weigh In On The Elements of a Good Story Sabrina Horn, President and CEO, Horn Group, Inc.
Winning in the Solutions Future: Services Lead the Way Dave Munn, President and CEO, ITSMA
Selling Into Europe in a Smart Way John Thorpe, UK Practice Leader Applications Software and Freddy Nurski, Co-founder and Managing Partner Practice Leader Alliances and Key Account Management
Key Trends in the Asia Pacific Enterprise Software Sector; and Key Considerations for International Enterprise Software Companies Building and Managing their Businesses in the Region Chris Traub, Group Managing Director & Global Technology Practice Head, Strategic Executive Search Group
Breakout Session Presentations: Wednesday Morning
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Guerrilla Warfare Case Studies 2004-2005 Rick Bennett, TRBA
Strategic Trends in Global Software Development Chris Twogood, Vice President, Teradata Analytical Applications and Business Intelligence Product Management
Dealing with Darwin - Twelve Types of Innovation for Today's Competitive Environment Phillip Lay, Managing Director, TCG Advisors
Support and Maintenance Revenues Under Attack Rahul Sood, Managing Partner, Tech Strategy Partners; JB Wood, President & CEO, Service & Support Professionals Association (SSPA)
The Seven Natural Laws of Selling Software Steve Martin, Author, Heavy Hitter Selling
The Current M&A Landscape Dave Ketsdever, CEO, SVB Alliant
Enable Your Prospect to Build a Business Case for Your Software Anil Gupta, Principal, Applications Marketing Group
How to Handle Open Source Projects Inside a Big Corporation Wim Coekaerts, Director of Linux Engineering, Oracle
Coaching the Complex Sale - in Eight Simple Questions Rick Page, Chairman, CEO of The Complex Sale, Inc.
Accelerating Business Performance with Integrated Sales and Marketing Management Barbara Saxby, Partner, Milestone Group
Offshoring of Intellectual Property-related Legal Services Dr. Alok Aggarwal, Founder and Chairman of Evalueserve
Recent Trends in Software Industry Executive Compensation Kent Plunkett, Founder and CEO, Salary.com
Integrating with the ERP Giants--Friend or Foe Marc Hebert, EVP Marketing and Partner Relations, Sierra Atlantic, with Nimish Mehta, Group Vice President--Siebel Systems and Bart Foster, President & CEO, DecisionPoint Software
Field Enablement Strategies for Driving New Business Growth Carl Tsukahara, Principal, Marketing Arts with panelists Rani Merritt, VP Marketing for ArcSight and Bob MacDonald, VP Marketing for InQuira
Vendors are from Mars, Buyers are from Venus Vinnie Mirchandani, CEO, Deal Architect; Brian Sommer, CEO, Techventive
Why is Blogging Relevant to Software Companies? Moderator: David Sifry, Founder & CEO, Technorat
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Breakout Sessions
Tuesday, April 2610:45 - 12:15 PM
GREAT AMERICA 1
GREAT AMERICA 2
GREAT AMERICA J
GREAT AMERICA K
ROOM203-204
ROOM209-210
"Bootstrapping: Growing a Business With Almost No Money!"Greg Gianforte, CEO and Founder, RightNow Technologies
"Software as a Service 2010 –– Why Did it Fail??"Russ Daniels, HP, VP & CTO Software Business Unit
"Partnering for Success: Oracle's Strategy"Rauline Ochs, Group Vice President, North America Alliances and Channels, Oracle Corporation
"Marketing Matters! The Re-emergence of Product Marketing"Paul Wiefels, Chasm Group
"What to Expect in 2005"Mitchell Levy, Partner, CEOnetworking
"Successful Compliance Strategies for High Tech Growth – an Executive Panel Discussion: Part 1 - Presentations"Moderator: Bob O'Connor, CEO, SoftraxPanelists: Guy Clarke, Senior Manager, Business Advisory Services, Grant Thornton; John R. Walles, Executive Vice President, Acquisitions & Integration, SSA Global Technologies, Inc.
"Building the Global Startup"Kim Polese, CEO, SpikeSource
"Operational Excellence and Best Practices from Oracle On Demand"Curt Bennett, VP On Demand Operations Americas, Oracle Corporation
"Next Generation Requirements for Software as a Service"Todd Johnson, CEO Jamcracker
"Journey to Quality Excellence at Cisco"Ian Murray, Manager IT, Cisco Systems
"Successful Compliance Strategies for High Tech Growth – an Executive Panel Discussion: Part 2 - Moderated Q&A/Panel Discussion"Moderator: Bob O'Connor, CEO, SoftraxPanelists: Guy Clarke, Senior Manager, Business Advisory Services, Grant Thornton; John R. Walles,
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Executive Vice President, Acquisitions & Integration, SSA Global Technologies, Inc.
"Navigating The Enterprise Software Landscape in 2005"Bryan Stolle, CEO of Agile Software
"Enabling Software as a Service (SaaS)"Moderator: Treb Ryan President, CEO and co-founder of OpSourcePanelists: Rocky Gunderson, VP of Marketing, Blue Martini; Craig Macy, VP of Small Business Solutions, Agile Software
"Leveraging the Global Economy to Drive Growth and Momentum: An Evolution from Cost to Value"Gordon Brooks, CEO, Symphony Services; Matthew Bradley, VP of Corporate Engineering, Hyperion
"Increase Revenue and Profit with Product Management in a Strategic Role"Barbara Nelson, Pragmatic Marketing
"Improving Quality of Service and Time to Market Through Strong Business Partnering."Madeleine Fackler, CIO and Vice President, Information Solutions, Lifescan
"New Business Models: Pricing to Increase Your Competitive Strength"Jim Geisman, Marketshare
Tuesday, April 264:00 - 5:00 PM
GREAT AMERICA 1
GREAT AMERICA 2
GREAT AMERICA J
GREAT AMERICA K
ROOM203-204
ROOM209-210
"Key Trends in the Asia Pacific Enterprise Software Sector; and Key Considerations for International Enterprise Software Companies Building and Managing Their Businesses in the Region"Chris Traub, Strategic Executive Search Group
"A CIO's Strategic Challenges: How to Combine Custom Software Development, SOA and a Global Delivery Model to Achieve Unbeatable Advantages Over the Competition."Mark Sarago, CIO Ameriquest
"Introduction to SOX for Non-Accelerated Filers and Private Companies"Tom Lamoureux, KPMG LLP Risk Advisory Services Leader for Electronics, Software & Services Silicon Valley
"What's Your Story? Seasoned Journalists Weigh In On The Elements of a Good Story"Moderator: Sabrina Horn, President and CEO, Horn Group, Inc.Panelists: J. Bonasia, Investor’s Business Daily; Victoria Murphy, Sr. Reporter, Forbes; John Soat, Editor, Information Week
"The New Mantra of Product Development in this Decade - Very Fast Cycle Time, Peak Quality and Low Cost, Part 1"Jnan Dash, CTO, Sonata Software; Rich Moore, CEO, IDe; John Marrah, President and CEO, Ecometry; Marylon McGinnis, VP Offshore Development , Infor
"A High CARB diet for CEOs: Creating Actionable Results for Business"Shellye Archambeau, CEO, MetricStream
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Wednesday, April 2710:45 - 12:15 PM
GREAT AMERICA 1
GREAT AMERICA 2
GREAT AMERICA J
GREAT AMERICA K
ROOM203-204
ROOM209-210
"Maximizing the Profitability of Customer Relationships through Effective Support & Maintenance Strategies"Tom Sweeny, Principal, Service Excellence Research Group (SERG)
"Strategic Trends in Global Software Development"Chris Twogood, Vice President, Teradata Analytical Applications and Business Intelligence Product Management
"The Current M&A Landscape"Dave Ketsdever, CEO, SVB Alliant
"Coaching the ComplexSale - In Eight SimpleQuestions" - Rick Page, Chairman &CEO, The Complex Sale, Inc.
"Dealing with Darwin - Twelve Types of Innovation for Today's Competitive Environment"Phillip Lay, Managing Director, TCG Advisors
"Open Source Beyond Linux"Martin Fink, VP Linux, HP
"Support and Maintenance Revenues Under Attack"Rahul Sood, Managing Partner, Tech Strategy Partners; JB Wood, President & CEO, Service & Support Professionals Association (SSPA)
"Outsourced Product Development: Strategic to Startups?" Moderator: AB Maynard, President, Agilocity Consulting Panelists: John C.McCarthy, VP - Asia Pacific Research, Forrester Research, Inc.; Rosen Sharma, President & CEO, Solidcore Systems; Mark Sherman, General Partner, Battery Ventures
"Successfully Managing the Welcome Distraction of an M &A Transaction"Steve Hourigan, Vice-Chairman, AppIntelligence; Kevin Iudicello, VP, SVBAlliant
"The Seven Natural Laws of Selling Software" - Steve Martin, Author, Heavy Hitter Selling.
"Enable Your Prospect to Build a Business Case for Your Software"Anil Gupta, Principal, Applications Marketing Group
"How to Handle Open Source Projects Inside a Big Corporation "Wim Coekaerts, Director of Linux Engineering, Oracle
"Support and Maintenance Revenues Under Attack"Rahul Sood, Managing
"Should Customers Demand Better Security Without Having to Pay for It"
"Successfully Navigating an M&A Transaction - Buyer ’s Perspective"
"Accelerating Business Performance with Integrated Sales and Marketing
"Guerrilla Warfare Case Studies 2004-2005"Rick Bennett, TRBA
"Open Source: Emerging Best Practices"Moderator: Henry W. (Hank) Jones,
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Partner, Tech Strategy Partners; JB Wood, President & CEO, Service & Support Professionals Association (SSPA)
Moderator: Madhvan Vasudevan, Sr. Director - Business Development, Datapower, Inc. Panelists: Maryann Davidson, CSO, Oracle;Phil Dunkelberger, CEO & President, PGP Corporation; Parveen Jain, EVP - Corporate Marketing and Strategy, McAfee
Ajei Gopal, EVP, Symantec; Kevin Iudicello, VP, SVB Alliant; John Walles, EVP Operations, SSA Global
Management"- Barbara Saxby, Partner, Milestone Group
III, Intersect Technology Consulting & Law Office of Henry W. Jones, IIIPanelists: Madhukar Govindaraju, VP Engineering, Hyperion Solutions Corp.; Curtis Hill, VP Engineering, Pervasive Software; Joseph Pistritto, VP Development, Embarcadero Technologies
Wednesday, April 274:00 - 5:00 PM
GREAT AMERICA 1
GREAT AMERICA 2
GREAT AMERICA J
GREAT AMERICA K
ROOM203-204
ROOM209-210
"Recent Trends in Software Industry Executive Compensation"Kent Plunkett, Founder and CEO, Salary.com
"Leveraging an Integrated In-House and Offshore Engineering Strategy"Kelly Ireland, VP of Engineering, Metreo
"Raising Venture Capital - What is Getting Financed and Why"Moderator: Dan Dorosin, Partner Fenwick & WestPanelists: Sam Jadallah, General Partner, Mohr, Davidow Ventures; Greg Sands, Managing Director, Sutter Hill Ventures; Allan Thygesen, Managing Director, The Carlyle Group
“"HP Research and Innovation in Software"Dick Lampman,SVP, Director, HP Labs
"Field Enablement Marketing Strategies for Driving New Business Growth"Moderator: Carl Tsukahara, Principal, Marketing Arts Panelists: Bob Macdonald, CMO, InQuira; Rani Merritt, VP Marketing, Arcsight
"Enhancing Software Delivery Optimization(SDO) with the Application Lifecycle Management (ALM) Dashboard"Chris Barbin, SVP of WW Services, Borland Software Corporation; Dan Schirf, Director of Sales and Business Development, Scandent Solutions
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Program Notes and Biographies from IT Conversations
MR Rangaswami, Sand Hill Group
Are we seeing the emergence of the Big 5 in the software industry? What are the changes shaping the software industry today? Madhavan "M.R." Rangaswami, founder of Sand Hill Group and Sandhill.com and a veteran of the software industry, raises and answers these questions in his short, information packed talk as he kicks of the Software 2005 show.
M.R. has tracked the trends in the software industry and has narrowed them down into what he calls four seismic changes. He talks about how these seismic changes are affecting a large number of software organizations and more importantly how it's affecting buyers of software. He also talks about a power shift from IT vendors to customers which is making formal customer satisfaction measures more important than ever.
These changes, along with the movement from proprietary to open source products, are affecting the business and organizational models of software companies. He talks about how new models like subscription based and service oriented software offerings are moving to center stage and will further evolve. He also takes a peek into a crystal ball on how software companies will differ in their organization five years from now.
Madhavan Rangaswami packs a very interesting talk into a very short time.
Madhavan "M.R." Rangaswami co-founded Sand Hill Group LLC, and has been a strategic advisor to several fast-growing companies. He has held global VP marketing positions at Baan Company, Avalon Software, and Oracle Corporation. M.R. was profiled on the front page of the Wall Street Journal and has been named in Forbes' "Midas 100 List" as one of the most influential investors in technology. He holds an MBA from Kent State University and a bachelor's degree from the University of Madras.
Charles Phillips, President, Oracle Corporation
With the recent acquisition of PeopleSoft behind it, Oracle is changing the game on many fronts. Charles Phillips, Oracle President, speaks candidly about the Information Age Application strategy and how it is bridging the gap in the packaged application space. Oracle is already two years into the strategy, which promises to simplify, standardize and automate information in the enterprise.
The heart of Information Age Application is the timely delivery of quality applications and founded around three concepts namely, standards, industry and information. Oracle is adopting standards at every layer in the stack and realizes its importance in driving comoditization and pervasiness. Additionally, Oracle is responding to the industry's need for more line-of-business applications and using its presence in
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many verticals to address this issue. Whereas many companies are focusing on processes and process-oriented applications, Oracle believes that the real game is in the information space.
Oracle is positioning itself as The Information Company and is focused on driving innovation and business value through information by building applications that support the information needs of the enterprise in a timely and consistent manner.
Charles Phillips is President of Oracle Corporation and a member of the Board of Directors. He is responsible for global field operations including consulting, marketing, sales, alliances and channels, and customer programs, as well as corporate strategy. Prior to joining Oracle, Mr. Phillips was a Managing Director with Morgan Stanley in its technology group. Prior to his career on Wall Street, Mr. Phillips was a Captain in the United States Marine Corps. Mr. Phillips holds a BS in Computer Science from the United States Air Force Academy, an MBA from Hampton University, and a JD from New York Law School and is a member of the bar in Washington D.C. and Georgia. Mr. Phillips is on the boards of Viacom Corporation, Jazz at Lincoln Center in New York City, and New York Law School.
The Software 2005 CEO Panel
How does a five million dollar company become a fifty million dollar company and eventually a five hundred million dollar company in the high tech industry? Join a panel of CEO's as they share their thoughts and experiences on building a business capable of sustaining long periods of growth. Along the way you will discover the social and technical challenges they faced and how they triumphed.
There are many facets to sustaining growth that reach beyond the product technology and the market segment you occupy. In fact the growing pains touch people, processes and systems that are core to your business. The ability to assemble a strong, long term leadership backbone and to deploy processes, systems and infrastructure that will meet the needs of your business for the next decade is critical to any growth strategy.
Brian Turchin, from Cape Horn Strategies moderates the panel discussion with Jim Cashman, from ANSYS, Mike Greenough, from SSA Global, Amnon Landan, from Mercury and Bernard Liautaud, from Business Objects. It is an informative discussion and particularly relevant in todays climate where revenue growth and profitability are key company performance indicators.
Brian Turchin, a 30-year software industry veteran, is founder and president of Cape Horn Strategies, which provides strategic planning services to the software industry. He
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writes the "Executive Strategy" column for Software Business magazine and chairs the Long Island Software CEO Roundtable. Brian also moderates the Strategy and Leadership forum on SoftwareCEO.com.
Jim Cashman is President and Chief Executive Officer of ANSYS, Inc. He joined the company as Senior Vice President of Operations in 1997 and became President and CEO in 2000. Jim has 30 years of experience in the areas of financial, operational, and sales management and holds BSME, MSME and MBA degrees from the University of Cincinnati in Ohio.
Mike Greenough is the visionary leader and driving force behind SSA Global's business strategy. A former partner in a public accounting firm and a member of the Institute of Chartered Accountants of Ontario, Greenough s leadership has resulted in a more than� 350 percent increase in revenue, with profits exceeding 20 percent in just two years.
Amnon Landan, Forbes 2003 Entrepreneur of the Year, has served as Mercury President and Chief Executive Officer since February 1997. Landan has been involved in the software industry for more than 17 years. He holds a B.Sc. degree in computer sciences from the Technion-Israel Institute of Technology.
Bernard Liautaud co-founded Business Objects in 1990, and took the company public on NASDAQ in September 1994, making it the first French software company listed in the United States. In October 2002, Liautaud was named to Time Magazine Europe's Digital Top 25, which recognized the 25 most influential executives in technology. Bernard Liautaud has a master's degree in engineering from cole Centrale (France) �and a masters degree in engineering management from Stanford University.
Dr. James Goodnight, CEO, SAS
Whereas the life expectancy of people is steadily increasing with time this is not the case for business. Today business life expectancy is decreasing and is touching all types of businesses. Join Dr Jim Goodnight, founder and CEO of SAS, the largest privately owned software company, speak on growing and sustaining the long-term enterprise. SAS, has been in business for three decades and has sustained a 10-15 percent growth during its lifetime.
Most people understand that the cornerstone to any sustaining business is maintaining the balance between the company, the employees and the customers. SAS not only understands this concept but has proficiently practiced it during the last three decades. To remain competitive a company must continually invest in innovative ways to reduce costs and increase productivity. It must work on retaining talent through strong employee relationship policies and it must engage the customer on a continual basis to understand their needs and remain relevant.
Understanding the individual components of perpetual business is not enough to create a substantiating business. To achieve longevity an organization must learn how to achieve balance between these components.
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Dr. James (Jim) Goodnight is CEO of SAS Institute, the world's largest privately held software company. Chief executive since the company's incorporation in 1976, Goodnight continues to focus on strategic planning for the global business, which provides software and services that enable customers to transform data from all areas of their business into intelligence. An accomplished programmer, Goodnight has authored many of the procedures that comprise SAS software.
In addition to this significant investment in technology, Goodnight also invests in people -- SAS employees and their families. The company's work environment is designed to nurture and encourage creativity, innovation and quality. Since the early 1980s, Goodnight has supported on-site childcare, health care and recreation and fitness centers. His commitment to these progressive work-life programs has earned SAS national recognition in publications such as The Wall Street Journal as well as Fortune, Fast Company, Business Week and Working Mother magazines.
A native of Wilmington, N.C., Goodnight holds bachelor's and master's degrees as well as a doctorate in statistics from North Carolina State University. He served on the faculty of NCSU from 1972 to 1976, and continues to serve as an adjunct professor. Goodnight is a Fellow of the American Statistical Association, and has authored numerous papers on statistical computing.
Scott Cook, CEO, Intuit
Customers and customer relationships are fundamental to the growth of any business. So why is it that as a business grows it moves further away from its customers? Instead of walking a mile in their shoes they discard them.
Scott Cook, co-founder of Intuit, understands the importance of customer-driven innovation and credits it for the success and perpetual growth of his company. Embracing customer-driven innovation is not a
new idea or an industry innovation it has, is, and always will be a core ingredient to a healthy and successful business.
Scott Cook recalls the early days of Intuit when the business almost closed its doors before getting started. Quicken was lunched in 1984 with disastrous results because the product they developed did not address the customers' pain points. It was not until they spent more time with the customer, studying the customer first-hand and up-close and building a product to solve the customers' problems that the business started to grow. This story is not unique to Intuit or even the software industry. Companies like PayPal and Victoria Secrets experienced similar cause and effects once they involved the customer in their value chain.
Even after more than 20 years in the market Intuit is still listening to customers to develop new products and enter new markets. They understand that customer-driven innovation offers new insights and opportunities to solve real customer problems.
Scott Cook co-founded Intuit Inc. in 1983 and now serves as the chairman of the Executive Committee of the board. He is the driving force behind the Company's strategy to revolutionize financial automation. Since the launch of Quicken, Mr. Cook has
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been instrumental in guiding Intuit into new businesses, such as small business accounting software, tax preparation software for home PCs, and Internet businesses, including Quicken.com. Before founding Intuit, Mr. Cook managed consulting assignments in banking and technology for Bain & Company, a corporate strategy consulting firm. Prior to Bain, he worked for Procter & Gamble, the household-products giant, in various marketing positions, including brand manager, for four years.
Scott Cook holds a Bachelor of Arts degree in economics and mathematics from the University of Southern California and a Masters in Business Administration from Harvard University. In addition to his responsibilities at Intuit, Mr. Cook is a member of the board of directors of eBay, the world's leading personal trading community; The Asia Foundation; Procter & Gamble and the Intuit Scholarship Foundation. He is also a member of the Young Presidents Organization, a worldwide group of corporate chief executives dedicated to learning.
Ken Berryman, Principal, McKinsey and Company
The traditional economic mindset of software companies needs to change to meet the needs of the new challenges facing the industry. The belief that software companies work to different rules than companies in other sectors no longer holds water. The world has changed and the demands of customers and the market have become more sophisticated. Ken Berryman's presentation outlines the new factors affecting the industry and how companies can adapt to remain a force in the game.
Berryman explains how the world has changed for the software industry by examining, among other factors, the new constraints on growth rate, the demands of customers who seek an improved level of experience and will no longer settle simply for innovation, the ways customers are actually using software, the demands of a global market, and the competition for software margins.
Against this background the software industry continues to consolidate. This has the benefit of increasing stability but means that customers, suppliers, and partners need to understand how to work with larger companies.
The main part of Berryman's talk focuses on what he sees at the five key factors that any software company needs to address moving forward. Berryman explains each factor clearly and then looks at the methods companies can use to turn these opportunities to their best advantage. For all the potential difficulties facing the industry, Berryman is optimistic and believes the future is bright. He even paraphrases Mark Twain and suggests that reports of the death of the industry have been greatly exaggerated.
Ken Berryman is a Principal in the Silicon Valley office of McKinsey & Company.
He is active within McKinsey's High Technology practice and is a leader of its North American Software and Services practice sub-sector. He has served a range of high tech clients on issues including corporate strategy, market strategy, acquisitions, and go-to-market improvement.
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Ken holds an M.S. and a Ph.D. in physics from Stanford University, as well as an A.B. in physics from Harvard University. Before joining McKinsey, he conducted semiconductor research as a post-doctoral scientist in the electrical engineering department of Princeton University. He has also been a member of the technical staff at NASA's Jet Propulsion Laboratory and has lectured and consulted at research institutions around the world, including Japan's Atomic Energy Research Institute (JAERI), and the Foundation for Fundamental Research on Matter (FOM) in the Netherlands.
Shane Robison, CSO and CTO, HP
Companies are still spending up to 70% of their IT budgets on infrastructure and application maintenance, which is severely impacting their ability to support new business opportunities. It's no surprise we hear the cries of 'IT doesn't matter!' from the boardrooms of these organizations. HP is addressing this imbalance by investing in enterprise software innovations. Innovations such as open source software, web services and utility computing are changing the competitive landscape, reducing operational costs and providing a new
dimension of opportunities that have previously been inaccessible. Shane Robison, Chief Strategist for HP, shares his company's views on the enterprise software landscape and what they are doing to support the adaptive and real-time enterprise.
While HP is divesting from some software markets it has been strategically acquiring companies to fill the missing pieces of its enterprise software strategy. A strategy that is established around the principles of management software built on a combination of commercial and open source software. HP has invested heavily in innovation through its HP Labs division, which has contributed substantially in SOA, SAAS (software as a service), grid and utility computing. The goal is to build software that will help businesses better manage their diverse IT resources and provide timely key business performance indicators back to their executives.
This is a very revealing talk on how HP is using innovation, acquisition and partnering to carve a niche in the enterprise software market.
Shane Robison is responsible for shaping HP's overall corporate strategy and technology agenda. He steers the company's nearly $4B R&D investment as well as fostering the development of the company's 25,000 plus technical community. All of the company's senior CTOs and the director of HP Labs report into Robison. Shane also leads the company's strategy and corporate development efforts including mergers, acquisitions, divestitures, IP licensing, VC community, and partnerships. He was one of four principal architects of the HP/Compaq merger and in 2004, InfoWorld declared Robison one of the worlds 25 most influential Chief Technology Officers.
Robison was senior vice president and chief technology officer of Strategy and Technology at Compaq Computer Corporation. Prior to joining Compaq, Robison was president of Internet Technology and Development at AT&T Labs. While at AT&T, he led a 2,000-person team that was responsible for the architecture, planning and development of all of AT&T's Internet technologies and services.
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Roger McNamee, Venture Capitalist
Although technology is still changing everything, we've come to view it as on a par with indoor plumbing. This suggests the industry is mature and unlikely to produce another upswing to match that of the 90s. Add to this the growing demands of globalization, and you could believe it was time to get out of the technology business completely.
Roger McNamee's talk at this year's Software 2005 Conference should give you the confidence to keep going. He examines the new rules that
need to be learned and followed in this era of the 'new normal' and shows how the problems faced both by companies and technology staff can be turned into golden opportunities. McNamee delivers an energetic and entertaining analysis of the state of the technology industry today and examines how the dominant trends of globalization, consolidation, collaboration, and the rise of the consumer will impact its growth and profits over the coming years. At the same time he looks at what this means for individuals working in the industry.
The overall message is that while this may be a time of great risk - he sees us as gathering more power as individuals but having to accept the fact that we no longer have the same safety nets under us - it is, above all, a time of great opportunity. The key thing for us as individuals attempting to thrive in the world of the new normal is to become strategic about time.
The final part of McNamee's talk looks at exactly how to become strategic about time. He introduces us to the crucial three Ps: Prioritize, Plan, and Participate. These are the keys to maintaining a healthy and appropriate family/career/financial balance. And it is this balance that will allow individuals to realize their full potential within the market conditions existing in the new normal.
Roger McNamee is a co-founder and general partner of Integral Capital Partners, Silver Lake Partners, and Elevation Partners. He began his career at T. Rowe Price, where he managed its top-ranked Science & Technology Fund. Since that time he has developed a reputation within the investment industry for being a visionary when it comes to technology and, as a three-time entrepreneur, has left an indelible mark on the investment business.
Roger's latest venture has seen him launch Elevation Partners, an innovative partnership which seeks to apply to the media and entertainment sector the model used so successfully with Silver Lake Partners and technology businesses.
He is a frequent speaker at industry and investor conferences, as well as serving as a panelist on Louis Rukeyser's Wall $treet on CNBC. Between 1999 and 2001, Roger was named to the "Ultimate Investment Club" by Money magazine and was recently featured as one of BusinessWeek's "Voices of Innovation".
Roger serves on the Board of Trustees of Bryn Mawr College and on the Board of Overseers of the Amos Tuck School of Business Administration at Dartmouth College.
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He has a B.A. from Yale University and an M.B.A. from the Amos Tuck School. Roger is also a Chartered Financial Analyst.
In his spare time, Roger plays guitar and sings lead vocals in the Flying Other Brothers Band (FOBs), a rock 'n' roll band that plays shows throughout the US. They have a web site at www.flyingotherbrother.com.
Roger maintains a blog at www.thenewnormal.com, which complements the ideas in both his recent book and this talk at Software 2005.
The Pundit Panel, Erik Keller, Moderator
How is the IT Budget of companies going to be spent? What's hot and what's not right now among IT companies? Are there too many IT vendors right now? How many of them will survive for the next five years? How is opensource software affecting IT vendors? The pundit panel with experts from some of the top market research organisations answer these questions and take a look at where the IT industry is heading in the next few years.
Moderator Eric Keller queries the panel on topics such as offshoring, business ethics and hot application areas for the next few years. Experts on the panel advise companies to commoditize products and target vertical market space to have a good shot at survival and growth. They observe that 91% of more than 1000 companies suryveyed do business with China in some form. While companies will outsource more to other countries, the core will remain with the parent company and will differentiate it from others.
Erik Keller has been a participant in the information technology industry for over 20 years in a variety of roles and formed Wapiti LLC in January 1999. As principal of Wapiti, he has provided strategic consulting services for dozens of companies seeking advice on enterprise-software business models and technologies. Erik currently consults with venture-capital firms, works with a variety of enterprise software companies on both a project and retainer basis, and key buyers of technology products. In the past he has authored columns for Manufacturing Systems, Managing Automation and other trade magazines. He is currently a columnist for MSI magazine. In the spring of 2004 his book, Technology Paradise Lost , which predicts the future of IT spending in corporations was published.
Before forming Wapiti, Erik was a Research Fellow, Director of Research and Vice President with Gartner Inc. While with Gartner, he managed the enterprise software group, which had over 45 analysts in the areas of front-office, back-office and e-commerce software. With Gartner for more than a decade, Erik has worked with over
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1,000 companies worldwide (including many of the Fortune 100) to advise them how to deploy and develop information technology strategies with an emphasis in the manufacturing sector.
James Bedard is President & CEO, Aberdeen Group and is directly responsible for the strategic direction, research point of view, and the day-to-day operations of the organization. Before joining Aberdeen Group, Mr. Bedard helped in building GEN3 Partners. As president of GEN3 Partners, Mr. Bedard developed an innovative business model that delivered solution-based marketing programs to drive deal flow and "private-label" professional services to software companies below the current internal cost structure of their professional services organizations.
Prior to his tenure at GEN3, Mr. Bedard was a partner and COO at Benchmarking Partners , a research-based consultancy that focused on IT-enabled value chain best practices. Over a three-year period, Mr. Bedard developed a $30 million, 140-person consulting practice focused on research-based go-to-market strategies for software companies and ROI from implementing IT-enabled best practices for end-clients. Mr. Bedard spearheaded the development of supply chain collaboration, resulting in the first industry wide, Internet-based B2B standard for collaborative planning, forecasting, and replenishment (CPFR).
John Rymer is Vice President of Forrester Research . As an analyst on the Application Development & Infrastructure research team, John covers application servers and platforms, including J2EE application servers and Microsoft's competing technologies. John has 14 years of experience as an industry analyst, business strategy consultant, and software-marketing executive. Previously, John served as a vice president of product marketing at IONA Technologies, where he gained firsthand experience in creating and executing market strategies. John played a key role in launching Iona's Web Services Integration product set, formulating the strategy. John was also a member of Iona's senior management team.
In late 1994, John helped to found Giga Information Group, which Forrester acquired in 2003. Most recently at Giga, John was vice president and research leader, specializing in distributed application development tools and platforms. In 1997, John earned the Giga Research Achievement Award. Prior to joining Giga, John spent six years as vice president and senior consultant with the Patricia Seybold Group, a technology research firm specializing in emerging distributed and network computing technologies, including CORBA, Microsoft COM, C++ and Smalltalk, and message - oriented middleware.
Jorge Lopez Vice President of Gartner G2 . He is based in the United States, focused on building and managing the flexible, real-time business. His responsibilities include researching and identifying best practices, frameworks and approaches for creating the next-generation enterprise, providing frameworks to capitalize on customer priorities as leading indicators of behavior and identifying critical cross-industry business issues and produce research that addresses each issue.
Jorge has over 20 years of experience in the information technology industry including various executive roles in marketing and sales, research and development, implementation services, strategic planning, and corporate business development. Jorge
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has a Master of Science in Electrical Engineering fom Rice University and a Bachelor of Science in Electrical Engineering from University of Notre Dame.
Globalization of Technology Panel, David Kirkpatrick, Fortune Magazine, Moderator
Some pundits argue that the developing world is the biggest new business opportunity and that providing technology to poorer communities drives educational and economic development. Others warn that so-called technology solutions for the developing world are really just technological colonization in disguise.
This panel discussion, moderated by David Kirkpatrick of Fortune Magazine, addresses the role of technology in the developing world, specifically how technologies can help address the divide between the rich and the poor. Nicholas Negroponte of the Media Lab at MIT, Ian Morris of AMD and Teresa Peters of Bridges.org discuss many aspects of technology in the developing world including:
the educational opportunities of providing cost-effective computing technologies to developing nations,
how low cost computers can be made and distributed, and business opportunities as opposed to charity.
David Kirkpatrick is the senior editor for Internet and technology at Fortune Magazine, specializing in the computer and technology industries, as well as in the impact of the Internet on business and society. He writes a column, which appears weekly on fortune.com and through e-mail subscription.
Mr. Kirkpatrick is a regular commentator on CNNfn and TechTV, and has also appeared frequently as a technology industry expert on CNN and PBS. Working with other Fortune editors, he developed Brainstorm, a multi-disciplinary conference which brings together global leaders to interact and discuss the future. The conference, first held in 2001, takes place annually in Aspen and is produced in partnership with the Aspen Institute. Mr. Kirkpatrick has a B.A. in English from Amherst College, and attended art school for two years.
Iain Morris is senior vice president of the Personal Connectivity Solutions Group at AMD. He is responsible for leading the overall strategy and business activities of the group. Morris comes to AMD with more than 25 years of solid experience in the industry. Leveraging the international operations experience acquired throughout his career, Mr. Morris is also overseeing AMD's emerging markets initiative.
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Mr. Morris joins AMD from Hewlett-Packard, where he was senior vice president for the Mobility and Emerging Technology group. Prior to HP, he served a 23-year tenure at Motorola as senior vice president and general manager of its Personal Communications Sector Americas Region, comprising of its cellular, advanced messaging and paging businesses in the United States and Canada. Mr. Morris was born and educated in Scotland . He holds a bachelor's degree in technology and business studies from The University of Strathclyde in Glasgow, Scotland.
Nicholas Negroponte is the Wiesner Professor of Media Technology at the Massachusetts Institute of Technology and founding chairman of MIT's Media Laboratory. Professor Negroponte studied at MIT and has been an MIT faculty member since 1966. He was the founder of MIT's pioneering Architecture Machine Group, a combination lab and think tank responsible for many radically new approaches to the human-computer interface.
In 1995, he published Being Digital, which has been translated into over 40 languages. Professor Negroponte also serves on the board of directors for Motorola, Inc. and was a founder of Wired magazine.
Teresa Peters founded bridges.org in 1999 and now servers at its executive director. She is a lawyer with technical expertise and a specialization in law and policy matters related to the Internet and electronic commerce. Previously, Ms. Peters was an official at the Organization for Economic Cooperation and Development (OECD) based in Paris, where she led the efforts of the Committee on Information, Computers and Communications Policy in the areas of authentication, cryptography and security of information systems. Ms. Peters managed the international negotiations for the 1998 OECD Ministerial Declaration on Authentication for Electronic Commerce, as well as the 1997 OECD Cryptography Policy Guidelines. She was in charge of the OECD project on illegal and harmful content on the Internet and worked on other information society issues including privacy and consumer protection.
Prior to joining the OECD, Ms. Peters worked with a project of the Ohio Super-computing Center on legal issues related to electronic data interchange and electronic public records, and she has been involved in civil and human rights efforts in Latin America, Africa, Europe and North America. In the U.S., she worked for a law firm specializing in prisoner rights cases and federal civil rights issues. A native of Ohio, Ms. Peters holds a Juris Doctorate from the Washington College of Law of American University and a Bachelor of Arts in Anthropology from Ohio State University.
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