Posts Tagged ‘CA’

Tuesday’s Tip: Dealing With Pesky Software Licensing Audits

Organizations Report Increase In Software Licensing Audits

Across the board, the largest complaints about software vendors and their business practices have come from increasingly aggressive software auditing practices.  Once thought to be a small possibility, the software vendors now wield this big stick to drive up sales and of course ensure compliance.  Given the 32 percentage gain since Q1 2008 in the percentage of respondents faced with a software audits, procurement managers, CIOs, and CEOs have paid attention (see Figure 1).   Even the recent Gartner report from star analyst Jane Disbrow et al. shows that 61% of their customers have been audited by at least one software vendor.

Figure 1.  Software Vendors Ramp Up Software Audits

Software Licensing Audits Masquerade As Sales Tactics In Disguise

Is this shocking?  Should customers be concerned?    Given the relatively strong compliance rates in the high 80′s, customers should be livid that vendors are willing to jeopardize a relationship to shake down for cash (see Figure 2.).  Here are some key reasons for the audit:

  • Check for compliance
  • Identify installed base competitors
  • Drive incremental license sales
  • Prospect for up-sell/cross-sell

After speaking with 13 major software vendors, most admitted that software audit served two purposes.  The first – keep customers in compliance.  The second – shaking the bushes for new deals during the recession.

Figure 2.  Most Organizations Were In Compliance Post Software Audit


Quarterly Financial Tracker: Q3 CY 2010 Enterprise Software Vendors Solidify Performance Turnaround

The super majority (26 of 27) of publicly traded software vendors in the Software Insider Index® delivered turnaround stories for Q3 Cy 2010 year-over-year (YoY) performance.  SaaS vendors and middleware vendors led the charge with solid double digit gains against tough comps.  Performance of on-premises apps vendors reflected the easy comps from a dismal 2009 downturn.  An analysis of the 2010 CY Q2 2010 results show:

SaaS Vendors Continue To Crush All Expectations In Subscriber Growth (Figure 1.)

  • SaaS vendors showed massive gains in subscription revenue at on-premises vendor expense.  SuccessFactors (33.22%) continued the lead in quarterly revenue gains followed by a record breaking quarter (29.81%).  Kenexa (25.97%) and RightNow (25.46%) also demonstrated above 25% YoY quarterly gains.
  • Subscription license growth has become the norm for both SaaS and On-Premises vendors looking at SaaS revenue.
  • On premises vendors w/ subscriptions showed traction.  SAP reported $101M of subscription revenue and JDA software reported $5.758M in subscription revenues.
  • Of note, Saba (3.89%) and Kenexa (25.97%) were added to the Software Insider Index® this quarter

Figure 1.  SaaS Vendors Continue To Crush All Expectations In Subscriber Growth (Right click to view full image)

Copyright © 2010 R Wang and Insider Associates, LLC. All rights reserved.

Traditionally On Premises Apps Vendors Fare Well As Technology Spending Picks Up

  • JDA Software (65.29%) continues to benefit from retail and supply chain vendor consolidation.  However, JDA’s growth came from maintenance revenue, not new license gains.  In fact, the ratio of maintenance to license revenues remains dangerously high at 3.94.  The good news – focused efforts around SaaS options also grew.   Meanwhile, rival Manhattan Associates saw gains with (13.35%) YoY quarterly growth with respectable new license gains.
  • SAP (19.74%) showed a huge turnaround with significant gains.  However, new license growth came mostly from analytics revenues and not from core apps such as ERP, CRM, SCM.
  • Traditional bellwethers CA (17.21%) and Oracle (15.82%) showed above 15%, healthy YoY quarterly gains.
  • SMB vendors showed mixed results with Epicor (16.28%) leading the pack through gains in Epicor 9 and significant new license growth of 47.07%.  Epicor and Microsoft Dynamics (not listed) have been beneficiaries of the two-tier apps strategy movement.  On the other hand, IFS (5.34%), Lawson (3.35%), and Deltek (1.74%) barely moved the needle in revenues.  Deltek’s 21.38% new license growth reflected a structural shift in the business as new license gains make up maintenance losses.
  • Four vendors continue to enter dangerous trends with maintenance to license revenue ratios above 3: Manhattan (4.42), JDA (3.94) Lawson (3.86), Oracle (3.24)

Figure 2. On Premises Apps Vendors Fare Well As Technology Spending Picks Up (Right click to view full image)

Copyright © 2010 R Wang and Insider Associates, LLC. All rights reserved.

Middleware Vendors Benefit From Optimization Mandates (Figure 3.)

  • VMware (45.84%), Informatica (30.68%), and Software AG (28.89%) crush numbers as demand for middleware, virtualization, and integration continue to gain traction.
  • All middleware vendors maintain healthy maintenance to license revenue ratios below 2.0:  SoftwareAG (.65), VMware (1.08), Informatica (1.31), Progress (1.82).

Figure 3. Middleware Vendors Benefit From Optimization Mandates

(Right click to view full image)  Copyright © 2010 R Wang and Insider Associates, LLC. All rights reserved.
The Bottom Line – Enterprise Software Is Back

Refresh cycles, demanding business requirements, and shift to hybrid deployment options fuel growth for this quarter.  Organizations continue to free up budget to support legacy apps optimization to fund innovation projects.  SaaS will be the predominant entry point for new innovation while organizations seek two-tier approaches to consolidate legacy apps.  The theme for enterprise software customers remains “Show us the business value!”

Your POV.

Are you increasing your spending on enterprise software?  Want to know more about a specific vendor’s financial health? Can we help you work with a specific vendor?  Please post or send on to rwang0 at gmail dot com or r at softwareinsider dot org and we’ll keep your anonymity.  Further, let us know if you need help with your next gen apps strategy, overall apps strategy, and contract negotiations projects.  Here’s how we can help:

  • Designing a next gen apps strategy
  • Providing contract negotiations and software licensing support
  • Demystifying software licensing
  • Assessing SaaS and cloud
  • Evaluating Cloud integration strategies
  • Assisting with legacy ERP migration
  • Planning upgrades and migration
  • Performing vendor selection
  • Renegotiating maintenance

Disclaimers* Not responsible for any math errors or erroneous revenue information.

1. Calendar year estimates based on the quarter nearest the calendar year.

2. Why these vendors than others?  Easy – because I cover them.

3. Exchange rates as of February 25th, 2010 for vendors who have not published quarterly conversions.  Not responsible for currency flux.

4. Estimates created for privately held vendors, when listed.

Not sure? Please read the quarterly filings yourself =)

Related resources and links

2010 Calendar Year Q2

2010 Calendar Year Q1

Software Insider Index™ (SII): 2009 SII Top 35 Enterprise Business Apps Vendors™

2009 Calendar Year Q4

2009 Calendar Year Q3

2009 Calendar Year Q2

2009 Calendar Year Q1

Software Insider Index™ (SII): 2008Software Insider IndexTM (SII): SII Top 30 Enterprise Business Apps VendorsTM & SII Top SaaS Business Apps VendorsTM SII Top 30 Enterprise Business Apps Vendors™

2008 Calendar Year Q4

2008 Calendar Year Q3

2008 Calendar Year Q2

2008 Calendar Year Q1


Reprints can be purchased through the Software Insider brand or Constellation Research, Inc.  To request official reprints in PDF format, please contact


Although we work closely with many mega software vendors, we want you to trust us.  A full disclosure listing will be provided soon on the Constellation Research site.

Copyright © 2010 R Wang and Insider Associates, LLC. All rights reserved.

Research Report: Microsoft Partners – Before Adopting Azure, Understand the 12 Benefits And Risks

It’s All About The Cloud At WPC10

Attendees at this year’s Microsoft Worldwide Partner Conference 2010 in Washington, D.C. already expect Windows Azure development to be a key theme throughout this annual pilgrimage.  Microsoft has made significant investments into the cloud.   Many executives from the Redmond, WA, software giant have publicly stated that 90% of its development will be focused on the Cloud by 2012.  Delivery of the Cloud begins with the Azure platform which includes three main offerings:

  1. Microsoft Windows Azure
  2. Microsoft SQL Azure (formerly SQL Services)
  3. Microsoft Windows Azure Platform: AppFabric (formerly .NET Services).

Therefore, Microsoft partners must determine their strategy based on what part of the cloud they plan to compete in and which Azure services to leverage.  As with any cloud platform, the four layers include infrastructure, orchestration, creation, and consumption (see Figure 1):

  • Infrastructure. At a minimum, Windows Azure provides the infrastructure as a service.  Data center investments and the related capital expense (capex) is replace with oeprational expenses (opex).  Most partners will take advantage of Azure at the infrastructure level or consider alternatives such as Amazon EC2 or even self provision hosting on partner servers and hardware.
  • Orchestration. Microsoft Windows Azure Platform: AppFabric delivers the key “middleware” layers.  AppFabric includes an enterprise service bus to connect across network and organizational boundaries.  AppFabric also delivers access control security for federated authorization.  Most partners will leverage these PaaS tools.  However, non-Microsoft tools could include advanced SaaS integration, complex event processing, business process management, and richer BI tools.  The Windows AppFabric July release now supports Adobe Flash and Microsoft SilverLight.
  • Creation. Most partners will build solutions via VisualStudio and Microsoft SQL Azure (formerly SQL Services).  Other creation tools could include Windows Phone7 and even Java.  Most partners expect to use the majority of tools from Microsoft and augment with third party solutions as needed.
  • Consumption. Here’s where partners will create value added solutions for sale to customers.  Partners must build applications that create market driven differentiators.  For most partners, the value added solutions in the consumption layer will provide the highest margin and return on investment (ROI).

.NET:.NET (tongue and cheek here) – Microsoft partners and developers can transfer existing skill sets and move to the cloud with ease, once Microsoft irons out the business model for partners on Azure.

Figure 1. Partners Must Determine Which Layer To Place Strategic Bets



Wednesday’s Whispers: People Whispers November/December 2009


As always, thanks for your emails and alerts. If you’ve got a change or know of a promotion, keep dropping me a line! If you need a referral, and we’ve worked together in the past, don’t hesitate to reach out to me via Linked In.

Eliot Axelrod became Senior Account Exec at Graybow Communications Group in September 2009.  Eliot’s served a variety of account executive roles at technology companies such as  Unimax SystemsSaratoga Systems, Aurigin Systems, Lotus/IBM, and Apple Computer

Michelle Blackmer has updated her current title to Senior Director, Marketing – Healthcare at Initiate Systems .  Prior to Initiate, Michelle served as a marketing manager and project manager at GE Healthcare.

Scott Bonneau has updated their current title to VP IT, Service Management at Dr Pepper Snapple Group. Past positions have leveraged his management consulting skills and include VP Global IT PMO at Cadbury Schweppes plc, Principal at Booz Allen Hamilton, and Senior Consultant at Andersen Consulting.

Anirban Chakraborty has updated his current title to Analyst Relations, Strategic Marketing at Wipro Technologies. Anirban has worked as a consultant at IBM and served as a Systems Analyst at TCS

Eric Christiansen became a Director at BlackRock.  Previous roles include an 8 year stint in various architecture and technology roles at Barclays Global Investors. Eric brings extensive experience in software architecture with roles at ITT Gilfillan, Rockwell International, TRW, and Digital Equipment Corporation

Jeff Comport has become a Senior Vice President with Lawson Software for Product Management.  Jeff will be responsible for overseeing all of Lawson‘s product lines.  Jeff brings to Lawson over 16 years of industry analyst experiences and software management expertise from Integral Systems, Inc (application software) and Criterion Incorporated (application software).C

Ridgely Evers is now on the Board of Directors at SCORE. Ridgely has been focused on helping small businesses succeed.  His current roles include serving as a Managing Partner at Establishment Capital Partners and Tapit Partners.  Previously, he founded NetBooks and worked at Intuit building out QuickBooks and their Online Financial System.

Deb Fitzgerald new CIO for Deltek.  Deb joins Deltek from Verisign where she served as the VP of Information Technology.

Justin Floyd became the CEO of in October.  The cloud startup focuses on emerging and developing markets.  He founded the company in May 2009.  Previous executive roles include Investor and Chairman at CCL Group plc and Investor and Chairman/CEO at Vecta.

Chuck Gillespie is now Adjunct Professor at IUPUI.  He also serves as the President of Vigor and has focused on the HR technology space as VP of HR Technology at Peoplebase.

Stephen Harvey left his role as a Country Manager for datango.  Havey joined DNA Stream and builds on his management experiences at Sword DDS LTD and Crestec UK LTd.

Laurie Henneborn became Global Research Lead for Technology at Accenture in September 2009.  Previous roles include Global Research Lead for Outsourcing at Accenture, Information Specialist – Banking Channels at AT Kearney, Head Information Specialist at Bates Advertising, and Legal Research Assistant at Paul, Weiss, Rifkind, Wharton and Garrison

Michael Hickins has joined as a News Editor at the at Dow Jones. Michael brings significant technology media experience as the Executive Editor at eWeek, Executive Editor at Ziff Davis Enterprise, Senior Editor at Jupitermedia, Senior editor at Thomson Legal & Regulatory, Editorial Director at Multex, Senior editor at Fairchild Publications, and others.

Lauren Hong was promoted from Account Development Manager to an Account Manager at Forrester Research.

Robert Humphrey was named Infor’s Chief Marketing Officer in November.  Humphrey brings 30 years of marketing and tech experience.  He most recenlty served as Senior Vice-President of WorldWide Field Marketing at McAfee.  Other roles include executive positions at Citadel Security Solutions, i2 Technologies, and OpenDesign, Inc.

Charlie Isaacs became President at SOA Press in October 2009.  Prior to this role, Charlie served as the Chief Customer Officer and Chief Technology for KANA, CTO at Primus Knowledge Solutions, VP/GM Help Desk Lab at Computer Associates (formerly Platinum Technology, and VP of Engineering atGTE Government Systems.

Joseph Loveless joined the Board of Directors at Clear Stake Capital, LLC in August 2009.  He’s currently CEO of Clear Stake, an energy management and carbon abatement concern.  Previous experiences include roles at Product Marketing for Deltek, Product Marketing / Field Marketing Director for CA, Inc., and Director, Professional Services for Entex Information Svcs / Siemens.

Jim Lundy left Gartner to join Saba Software as their VP and GM for Collaboration Software.  Jim previoulsy served roles as Managing Vice President and VP, Distinguished Analyst at Gartner.

Ed Maguire is now Senior Analyst at CLSA Asia-Pacific Markets / CALYON Securities (USA) Inc. Ed’s served previous roles including the Director of Technology Investment Banking and Senior Director at Merrill Lynch.

Subraya Mallya became Advisory Board Member at Sage Scholars Program, UC Berkeley in August 2009

Hellen Omwando became General Manager Light & Health Venture at Philips in June 2009

John Tae Park became a Senior Business Systems Analyst at Toshiba America Medical Systems in December.  JT has served various roles including Oracle Delivery Consultant at IBM Global Services, Sr. Product Manager at Oracle Corporation, and Consultant at Accenture.

Sanjay Poonen is now EVP & GM of Business User Sales at SAP. Sanjay brings expensive managerial and operational experience from previous roles as EVP & GM of Performance Optimization Apps at SAP, Vice President of Line of Business Operations at Symantec Corporation, Vice President of Strategic Operations at VERITAS, Senior Vice President of Marketing, Corporate Officer at Informatica Corporation, and Director of Product Marketing and Strategy, Founder at Alphablox Corporation

Daniel Seaman became Director at Mongoose Cricket in September 2009.  Seaman previously headed product management at WGSN and worked in Marketing Strategy & Product Management at Forrester Research

Stefan Schulz is being promoted to chief financial officer of Lawson Software Jan. 1, 2010.  He succeeds Robert Schriesheim.

Robert Schriesheim, departs Lawson to become CFO of Illinois-based Hewitt Associates, Inc.  Schriesheim will continue to serve on the Lawson board as a non-employee director.

Kevin Schmidt became Director, Product Marketing/Management, Application Platform at Sun Microsystems in August 2009.  Kevin has extensive experience in Master Data Management and other infrastructure technologies.

David Stanley is now Vice President, Business Development and Sales at Altimeter Group.  Previous roles include VP, Sales at ARInsights, Regional Director at MX Logic, and Director, Business Development, Managed Services at Synergy International

Sriram Venkat became Practice Head, CRM at Wipro Technologies in October 2009.  Sriram has served as a practice manager for SAP CRM among his many roles over the past decade at Wipro.

Thomas Wailgum has updated his current title to Senior Editor | at IDG Enterprise.  Tom brings over a decade of experience covering business and technology issues for the enterprise.

Jonathan Zhu is now Vice President, Asia at Ken Clark International.  Jonathan brings extensive financial services and Chinese market experiences with senior positions at HORIBA International, Asia Pacific at The EOP Group Inc, and Allied Irish Bank

Your POV

Got a scoop or something to share? Please post or send on to rwang0 at gmail dot com and we’ll keep your anonymity.

* Not responsible for any factual errors or omissions.  However, happy to correct any errors upon email receipt.

Copyright © 2009 R Wang and Insider Associates, LLC. All rights reserved.

Wednesday’s Whispers: People Whispers – August/September 2009


Congratulations to all!  Good to see that the job scenarios have improved as a number of individuals made organizational changes and promotions.  As always, thanks for your emails and alerts. If you’ve got a change or know of a promotion, keep dropping me a line! If you need a referral, and we’ve worked together in the past, don’t hesitate to reach out to me via Linked In.

Jim Anderson is now Sr VP Client Services Operations at Analysts International.  Recent executive roles include serving as a Partner at Element Consulting Group, EVP at Lawson Software, Group VP – Services at PeopleSoft, and Group VP at J.D. Edwards

Kamal Ajitsaria is now Chief Consultant – Manufacturing Solutions at Cognizant Technology Solutions.  Other professional service roles include business head – manufacturing solutions at Geometric Ltd., Head of SAP Adaptive Manufacturing Practice at TCS.

Martha Bennett became Business Development Director at eBenchmarkers in May 2009.  Martha’s a Star Analyst in the financial services industry with roles including FS Research Director at Datamonitor, VP, Research Director at Forrester, VP at Giga Information Group, and Head of Advanced Technology at Prudential.

René Bonvanie is now Vice-President of Worldwide Marketing at Palo Alto Networks.  Renee has served various senior marketing roles at Serena Software, Inc.,, SAP, Business Objects, Veritas Software, Oracle, Ingres Corporation, and Relational Technology

Shankar Borkar became Head – IT Management Consulting at L&T Infotech in July 2009.  Previous roles over the past 5 years include other senior management positions as the GM and Center Head for the Manufacturing business unit and JGM.

Samuel Bright is now Associate – Tech M&A at Bank of America Merrill Lynch.  Sam served as a research analyst at Forrester prior to graduating at Harvard Business School.

Paul Ellis became Director, Marketing at CA in June 2009.  Paul’s served various roles at CA.  Other industry positions include senior marketing manager at Selectica and Director of Marketing at IBM.

Lindsay Euller is now Manager, Product Strategy at Ultimate Software.  Prior roles include Sr. Account Manager and Team Leader at Forrester Research and Account Manager at WGBH.

Killian Evers became Principal User Experience Architect at PayPal in April 2009.  Other roles include senior manager at eBay/Paypal, Director of Program Management and Group Manager of Program Management at Oracle.

John Ferguson became Operations Director at SynCom Electronics in June 2009.  John previously served as the CIO at Optical Cable Corporation, President and Foudner of IntegriSoft LLC, and Director of Channel Systems and Strategy and Microsoft Business Solutions – Great Plains.

Mette Søs Gottlieb is now Partner at Herman & Company. Sos has served as Nordic Director at Forrester Research, Senior Consultant at Telenor, Client Sales Executive at EDS, Customer Account Manager at Baan Company. and Senior Consultant at Maconomy.

Lenley Hensarling is now Vice President for Business Development at stealthy startup C3.  Lenley brings deep technology experiences with roles such as Group Vice President at Oracle, VP of Product Strategy at JD Edwards/PeopleSoft, Senior Vice President at Enterworks, and Vice President of Engineering at Novell.

Kip Heuertz became Principal Consultant at Market Progress International in July 2009.

Tuyen Ho became VP Sales & Marketing at Sakhr Software in June 2009.  She served as the Vice-President for Dial Directions for the past 2 years prior to the acquisition by Sakhr Software.  Other senior positions include VP of channel sales at Voxify and VP for client services at Personify.

Chi Hoang is now Data Architect at Cisco. Chi’s a software development pro with experience at Netflix as the Business Intelligence Lead at Netflix, Senior Principal Consultant at Oracle, and Software Development Manager at Oracle.

Daniel Hong is now Lead Analyst at Ovum.  Daniel now heads up Ovum’s Customer Interaction (CI) practice. Prior to the acquisition by Ovum, he served as a lead analyst at Datamoniotor and prior to that he served as a Research Associate at Columbia Institute for Tele-Information.

Kunal Kant became Consultant at Capgemini in June 2009.  Kunal served Business Development APJ and Project Manager roles with Wipro Technologies.

Marshall Lager became Managing Principal at Third Idea Consulting LLC in June 2009.  Marshall’s been an active voice and thought leader in the CRM and press community with roles including a 4 year run as a Senior Editor at CRM Magazine and contributing editor at

Anne Lapointe became Media Consultant at Yellow Pages Group in April 2009.  Ms Lapointe’s served many roles including Director of Industry Analyst Relations at Bell Canada, Director of Industry Analyst Relations at Equant, Director of Marketing Communications at Global One, and Director of Marketing Communications at France Telecom North America.

David Levine became General Counsel at Japan America Society of Washington, DC in June 2009.  Mr. Levine currently is a Principal at Groom Law Group and the Director at DC Arts and Humanities Education Collaborative.

Warren Lewis is now Legislative Director for for NJ Assemblyman Wayne DeAngelo. Previous influencer relations roles include associate director at Capgemini and account executive at Mindstorm Communications.

Sean Loiselle is now Sales Executive at  Previously, he served as the General Manager for Oracle‘s Financial Services Industry business unit.  Other roles include Senior Director, Human Capital Management Solutions at Oracle.

Pete Marston is now Web Strategy Consultant at Verndale.  Prior to Verndale, Pete served as senior analyst covering CRM at Forrester Research.  Other roles include Partner at Horstman Builders, Program Manager at Molecular, and Senior Consultant at KPMG Consulting / Peat Marwick.

Phil Morris is now Business Technical Analyst, Web Portal Team at McDonald’s. Phil’s served other roles in IT at McDonald’s including Business Technical Analyst — Enterprise Architecture and IT Research Analyst — Global IT Strategy over the past decade.

Nancie Norman is now Client Development Director at AnswerLab.  Nancie’s served senior sales roles as an Account Manager at Forrester Research, Account Executive at OneSource Information Services , and Account Executive at Giga Information Group

Michael O’Kelly is now Owner at SysTechPlus.  Prior to starting out his own consulting, Michael spent almost 11 years with International Aid as their IT director.  In July 1, 2009, the non-profit ceased operations.

Dominic Pannell is now an independent Consultant.  Former roles include heading up UK Analyst Relations at Hill and Knowlton, serving as a Principal Consultant at Serendipp Ltd, and consulting for Sunesis Analyst Relations.

Jyoti Kharb Phogat became ES – Sales Effectiveness Manager at Infosys in May 2009.  Prior roles include AM- Marketing at Infosys, marketing manager at Pronto Networks, and marketing at Indscape Softech Pvt Ltd.

Udayraj Prabhu became Head of Supply Chain Development & CNO Planning at Marico in June 2009.  Mr Prabhu has built a 9 year career at Marico with roles as Head of Business Applications, Head of Buying (Edible Oils), Manager of ERP, and Manager of buying

Sarah Reed joined BMC Software as the Lead Analyst Relations Manager in August 2009.  She most recently served at Eloqua as the Director of Corporate Communications.  She brings a wealth of experience from similar roles at Vignette and IONA Technologies.

Jaci Robbins is now PR/AR/Marketing consultant at JR Communications.  Previous marketing roles include work with companies such as UST Global, Entropia, and Telogic.

J Rollins became Vice President, Retail Sales at RedPrairie in July 2009. J’s 25 year tech company management experiences include tours of duty as the CEO at Ascend Software Inc, VP of netASPx Inc, and President and CEO at SalesTactics, Inc.

Subhojit Roye is now North America – Alliances Management at Infosys BPO.  Mr. Roye brings significant professional services expertise with roles as a Director at Trianz, Practice Manager – North American Enterprise Apps at Wipro Technologies, Director at iGATE Global Solutions, Director of Oracle Business at Solix Systems, Inc. and Business Manager at Oracle Corporation.

Jeremy Suratt is now Product Design Manager at Aspen Technology. Jeremy brings a wealth of tech marketing experience serving as a Director for Technology Marketing at Infor, Solution Marketing Manager of Technology at SSA Global, Software Engineer at Marcam, and Technical Presales Consultant at Wonderware Solutions.

Katherine Teitler is now VP of Strategic Accounts at IANS. Ms. Teitler has served senior sales role including Senior Account Executive at izmocars, Forrester,, and The Employment Guide.

David Anthony Wilkins is now a Managing Director at ICI in Dubai, UAE.  Previously roles include Senior Consultant at indigo – pure ICT recruitment solutions and Senior Contract Recruiter at Computer People

Lisa Whelan is now Business Development Consultant at Offbeat Guides.  Lisa provides business development, strategy, and marketing services in technology and consumer products with a focus on mobile and Social Media.

Alex Wong is now CIO at Endeca Technologies, Inc.. Previously, he served as the Vice President, Project Management Group, Information Technology at Eaton Vance

G. Oliver Young is now Senior Product Manager at Jive Software. Oliver served various research roles at Forrester looking at the technology industry including Web 2.0 and tech industry economics.

Your POV

Got a scoop or something to share? Please post or send on to rwang0 at gmail dot com and we’ll keep your anonymity.

* Not responsible for any factual errors or omissions.  However, happy to correct any errors upon email receipt.

Copyright © 2009 R Wang. All rights reserved.

Research Summary: An Enterprise Software Licensee’s Bill of Rights, V2

“An Enterprise Software Licensee’s Bill of Rights (LB0R) V2″ brings the 10th installment of an on-going series to provide clients with insight on how to better align their packaged apps strategies.  Version 2 of the LBoR updates the original groundbreaking list of 36 best practices for software licensing and pricing and provides a good check list for contract negotiations strategy.  Eleven new rights have been added that reflect support for new deployment options, cost savings beyond the current recession, mitgation from future lock-in, and client best practices.

Other documents as part of the ongoing series on packaged apps strategy include:

  1. Why You Need A Long-Term Apps Strategy
  2. Forrester’s Long-Term Packaged Applications Strategy Framework
  3. Does Your Apps Strategy Support Your Corporate Business Drivers?
  4. Packaged Apps Strategies Take A Back Seat At Most Enterprises
  5. The ROI Of Packaged Apps Instance Consolidation
  6. Five Steps To Building A Recession Proof Packaged Apps Strategy
  7. Shape Your Apps Strategy To Reflect New SaaS Licensing And Pricing Trends
  8. Third Party Apps Maintenance Rebounds
  9. Craft Your Negotiations Strategy To Reflect New Packaged Apps Licensing And Pricing Trends
  10. An Enterprise Software Licensee’s Bill of Rights, V2


A. Introduction

Since publication in December 2006, the LBoR has played a key tool in enterprise software contract negotiations and packaged apps strategy for over 1000 of my software licensing, pricing, and contract negotiations at Forrester.  During the update of the LBoR, over 100 end users and 70 vendors contributed to the addition of 11 new rights.   This document remains a must read for all those engaged in software contracts.

B. Research Findings

Changing market conditions result in new rights

Four themes emerged among the 11 additional rights added (see Figure 1):

  • Support for new deployment options. Virtualization and SaaS transcend interesting pilots and concepts and become the norm in mainstream adoption. Users will expect to achieve savings in virtualized instances, the ability to swap user and usage rights among new deployment options, and protection from SaaS vendor bankruptcies.
  • Cost savings beyond the current recession. Renewed focus on cost reduction drive enterprises to identify short- and long-term opportunities. These roles expect choice, value, and predictability in their vendor’s support and maintenance programs.
  • Mitigation from future vendor lock-in in a less competitive environment. Consolidation results in less competition. Users should seek leverage in contract negotiations beyond the initial purchase.
  • Additional client input into best practices. More than 70 software vendors and 100 Forrester clients and Software Insider blog readers provided similar suggestions for improvements in the selection and implementation phases of the software ownership life cycle.

Figure 1. Eleven New Rights Reflect Changing Market Conditions and Client Input

11 New Rights in the LBoR V2

Figure 2. An Enterprise Software Licensee’s Bill of Rights, V2

An Enterprise Software Licensee's Bill of Rights, V2

Recommendations – Use the bill of rights as the centerpiece in contract negotiations

Now’s the time to review existing relationships and renegotiate contracts using the LB0R V2 as a reference guide.  Apply seven simple steps to successfully negotiate enterprise software contracts and build a long-term packaged apps strategy:

  1. Assemble the right team.
  2. Identify the key business drivers.
  3. Apply the software ownership life cycle and the licensee’s bill of rights.
  4. Determine the product adoption plan.
  5. Align product adoption strategy with contract negotiation objectives.
  6. Identify main leverage points.
  7. Finalize the negotiation strategy.

C. Report Links

To read the details about each end-user right, seven simple steps, recommendations and the “What It Means” cycle, click here for the Forrester Report: An Enterprise Software Licensee’s Bill of Rights, V2 . For media courtesy requests, please send me an email to

Read other POV on the Enterprise Software Licensee’s Bill of Rights

Your POV.

Would love your feedback on the report.  Looking for help with your SAP, Oracle, Infor, Lawson, Microsoft Dynamics, or other enterprise software contract?   You can post here or send me a private email to rwang0 at gmail dot com.

Copyright © 2009 R Wang. All rights reserved.

Vendor Event: The Lawson Conference and User Exchange (CUE) 2009

Title: The Lawson Conference and User Exchange (CUE) 2009

Location: San Diego Convention Center, San Diego, CA
Link out: Click here
Description: Connections are formed when two or more groups are brought together. And even though you may be separated by geography, industry, and job function, you are connected to each other by a common goal – driving your organization to greater success! And we are committed to providing you with the software solutions to help you meet that objective.

Connect. Interact. Learn. Share.

The Lawson Conference and User Exchange (CUE) will be about making connections:

* Connecting with Lawson experts at educational sessions

* Connecting with Lawson leadership and getting information on Lawson initiatives and product roadmap

* Connecting with old and new acquaintances via many networking events

Get connected!¦register today! You’ll be amazed at what we can achieve together.
Start Date: 2009-04-19
End Date: 2009-04-22