Accrisoft Corp. • Adaptive Planning • BakBone Software • Cast Iron • CHARGE Anywhere • Clarizen
Connections Online • Corrao Group • Corum Group • ExactTarget
FalconStor Software • Growth Solutions L.L.C. • Ideavate Solutions • IntelePeer
Magic Software Enterprises, Americas • Micro Focus
Mohr Davidow Ventures • NewsGator Technologies • OpSource
Oracle Corp. • Pervasive Software • SafeNet • Soloquent, Inc. • The FactPoint Group
V.i. Laboratories • Verio, Inc. • Vertica Systems • Visual Mining • W3i • Websense, Inc. • WorkingPoint
7:00 Registration Opens & Networking Breakfast
8:00 Welcome and Introductions
8:05 Keynote Panel
Market Trends and Opportunities
In current economic times, it is essential to stay informed on where growth opportunities are in the software industry, as well as the factors that are impacting this growth. This panel of leading industry insiders will discuss the latest industry trends and the attributes of software businesses that are thriving in the current environment. The panel will also explore how software companies can use current industry and economic dynamics to their advantage.
Tate Holt, CEO • WorkingPoint
John McCormack, President • Websense, Inc.
Lars Leckie, Principal • Hummer Winblad Venture Partners
Moderated by Sumeet Jain, Senior Associate • CMEA Capital
9:10 Featured Presentation
Creating Value in Your SaaS Company for a Successful M&A Exit
View a detailed look at the current M&A market for SaaS companies, analyzing where and why the deals are getting done and who the buyers are. Understand what you as a software entrepreneur can be doing now to properly prepare your company for an eventual M&A exit. Learn what buyers value and how you can position yourself to attract the right acquirer, plus identify pitfalls that can cause buyers to avoid you. We’ll talk about the importance of timing, and how to recognize when the time is right for an exit. Includes latest update on SaaS and software M&A valuations and what you can expect in transaction structure.
Ward Carter, President • Corum Group
10:00 Networking Break
10:40
SaaS in the Recession: Don’t Just Survive, Thrive
Much has been made of how the SaaS marketplace will benefit from this recession. Look to the lessons of past downturns, and you’ll find something consistent about the companies that came through strongly. They all stuck to their knitting, found new markets and made it easy. Richard Dym will discuss these mantras as well as his experiences successfully managing through recessions in this session.
Richard Dym, CMO • OpSource
Messaging Platform as a Service – Email, Mobile, Social and Sites Within Your Platform
How can you effectively add permission-based marketing such as email, text, voice or social into your product mix with minimal effort? The impact of adding new products that touch the end customer with one to one messaging can easily become too intensive for product teams to build and back-end systems to handle. Learn how to effectively enhance your product mix using email, text, landing pages or social applications by integrating ExactTarget into your platform. Find out why so many ISVs, Social Networks, and large-scale senders are using ExactTarget to manage mass commercial and transactional messaging.
Bryan Wade, Director of Channel Partnerships • ExactTarget
11:20
 Voice-Powered Software: Key Practices for Adding Voice Features to Business Applications
The power of voice is transforming business software and services as vendors strive to roll out new innovations, such as next-generation voice features such as click-to-call, click-to-connect and even automatic call transcription, to compete in today’s economic environment. Therefore, several Voice-2.0 development platforms have emerged. This session will provide the qualification criteria for Voice 2.0 platforms and use real-world examples to highlight best practices for adding voice to business applications.
Haydar Haba, Founder • IntelePeer
 Why SaaS Shines in an Age of Uncertainty and Risk
Software as a Service continues to gain strength. Gartner recently predicted the SaaS market will grow 27 percent to $6.4 billion despite a deteriorating economy. Numerous unfair advantages continue to swing the pendulum toward SaaS including lower cost, faster deployment speed, greater transparency, ease of use, accountability to customers and product innovation. Hear how the SaaS model differentiates itself from traditional software by profoundly changing the way people work and companies operate.
William Soward, President & CEO • Adaptive Planning
12:00
 How Branded iPhone Applications Can Increase Your Audience Size and Produce Revenue
With more than 30 million iPhone OS devices having been sold and over 800 million applications having been downloaded, your company can’t afford to miss reaching out to this huge and growing user base. iPhone apps give you a new way to grow audience and advertising revenue through content syndication. We’ll explore case studies of successful iPhone application roll-outs, end-user response and the readership, revenue and brand extension benefits to the company who launched it. We’ll also address best practices associated with launching an iPhone application including how best to market and monetize them.
Walker Fenton, General Manager, Media & Data Service Products • NewsGator Technologies
 Securing Funding for SaaS Despite the Downturn
Today, startups are using the SaaS model to deliver functionality to market quickly and take friction out of the sales process. This model, however, presents new hurdles: investor risk perceptions around capital efficiency. In light of today’s economic downturn it is pertinent that new SaaS companies find ways to make their business models appealing to venture capitalists. Funding has become limited for new startups, but it is still available. David Feinleib will discuss the models and mindsets startups must have to achieve capital efficiency and overcome the challenge of securing funding that has been created by the recession.
David Feinleib, General Partner • Mohr Davidow Ventures
12:30 Networking Lunch
1:30
 Tap Unconventional Methods for Revenue Recovery and Growth in 2009
Are you losing revenue at the hands of software pirates? Are unlicensed users draining resources and bruising your bottom line? Research shows that the number of license infringements has increased as corporate budgets have shrunk over the past 12 months. These users represent a strong target market: they’ve already made the decision that they need your software, it’s up to you to convert them to paying customers and recover lost revenue. This session will prepare you to tackle the challenge of piracy and learn which steps to take along your path of revenue recovery.
Victor DeMarines, Vice President, Products • V.i. Laboratories
Protecting and Recovering Data in a Virtualized Environment
While protecting data in a virtualized environment can improve business continuity and offer better data protection, it can also present some unique challenges. Because virtualization condenses complete systems into a small set of files, complete protection of all these elements can be achieved with a single set of processes and tools designed specifically for virtual environments. Alternatively, the VMware virtual infrastructure lets you use your existing backup tools and methodologies in a virtual environment. Peter Eicher will discuss techniques for fast and efficient virtual to virtual and physical to virtual restoration for both every day data protection and recovery from disaster.
Fadi Albatal, VP of Product Marketing • FalconStor Software
2:10
 Achieving Efficiency and Innovation Through Modernization
Core to the success of any IT department is the ability to service existing operations while remaining modern and responding to changing business requirements. In today’s tight economic climate, it is crucial that companies adopt a “more for less” strategy when it comes to IT investments and innovation. This session will address how to leverage modernization strategies such as SOA and cloud computing that will allow IT departments to optimize the value of their IT assets, continue to drive efficiency and innovation and develop flexible environments to prepare the company for future growth.
Mark Haynie, CTO of Application Modernization • Micro Focus
 The Challenges and Solutions in Developing Software Applications for Secure Environments
The presentation will focus on software development challenges in the ever changing regulatory environment of credit card processing applications. It will provide insight into the vertical as well as a general overview of difficulties and coping strategies.
Paul Sabella, President and CEO • CHARGE Anywhere
2:45 Networking Break
3:15
When the Going Gets Tough…Strategies to Thrive
Senior management of software companies are faced with numerous challenges in the present economic downturn. In this session Shishir Danani does a reality check of the tough business conditions that the software companies are coming to terms with. He shares and discusses key strategies that the executive management teams can leverage during these times to become more competitive to thrive, ensuring perpetual success of their companies.
Shishir Danani, CEO • Ideavate Solutions
Migrating Customers from an In-House Supported Application to a SaaS Model and Retaining Customers in the Process
The transition from supporting an intranet product to a SaaS business model required an entirely different way of creating value for the customer in terms of support and on-going customer care. Learn from our journey: how we defined our product value proposition as a SaaS, what steps we took to technically migrate our customers data, educate, communicate and engage our customers in “wanting” to migrate to a SaaS model, and then implementing the transition process. Hear some tips on things that worked and avoiding some of the pitfalls we experienced.
Karla Norwood, President; David Freeman, VP of Sales and Marketing • Connections Online
3:55
 Strategic Market Analysis in Tight Times – Doing More with Less
This presentation will use a very recent survey of 300 product management and marketing managers to learn how they cope with making good product and messaging decisions in the current environment of reduced budget and staff. We will see what product lifecycle functions they trimmed (and did not trim), understand how they are doing more with less, hear lessons learned and find out how some are actually taking advantage of this period of economic stress.
Gary Parker, Senior Product Marketing Manager • BakBone Software
 Getting the Most Out of SaaS with Integration as a Service
The transition to Cloud computing is accelerating due to the economic downturn; CIOs are realizing that they can increase operational efficacy and cut IT capital expenditures by implementing Cloud based solutions. While the Cloud offers great value with its low cost of implementation and ease of use, the use of Integration as a Service (IaaS) to connect SaaS applications with other on-demand applications and on-premise software unlocks much greater potential for Cloud ISVs and their customers. Discover how IaaS is helping SaaS application providers solve the challenges of selling into the enterprise.
Chandar Pattabhiram, VP, Product & Channel Marketing • Cast Iron
4:30 Cocktail Reception
8:00 Keynote Panel
    Doing It All Yourself? The Value of OEM Partnerships
In the fast paced world of software, small to medium size companies may find themselves struggling to build every aspect of their products themselves. Development and maintenance expense, integration issues and opportunity costs can eventually eat into profit margins and competitive advantage in the marketplace. The best OEM partners can become a virtual development arm and sales channel for your company. Regardless of whether your solution is on-premise or SaaS, an OEM partner can provide you with a best of breed solution that will free your company to focus exclusively on your domain concerns. Please join us for an open discussion of the key value propositions that an OEM partnership can bring to your company.
Bob Mahoney, Area VP National OEM/ISV Sales • Oracle Corp.
Dennis Hall, Strategic Business Development Manager • ExactTarget
Colin Mahony, Senior Director of Business Development • Vertica Systems
Barry Mattingly, Senior Partner • Corrao Group
Panel Moderator: Kevin Meldorf, Director of OEM and Partner Programs • Visual Mining
9:00 Featured Presentation
  Does Your Sales Organization Measure Up? Sales Benchmarks from the
World's Best Software
Sales Forces
In the world of sales it's all about the numbers. In this session, Growth Solutions will take you beyond quota by sharing key metrics, and industry benchmarks used to evaluate sales effectiveness. Growth Solutions recently collected key metrics in small and mid-sized software sales organizations. The results are sliced for both on-premise and SaaS software companies. See how you measure up. For executives looking to pinpoint sales productivity and find opportunities to improve, this is a must-see fact-filled session.
David Fritz, President, Jim Triandiflou, Principal • Growth Solutions L.L.C.
10:00 Networking Break
10:30
 Going Global: Software in the Age of Zero - Making Money in International Markets Even When People Expect Everything in Zero Time, Zero Space, Zero Dollars
As the recession continues to bite into IT budgets across the globe, businesses of all types are being forced to do more with less. The slow economy gives SaaS vendors the opportunity to showcase their lower prices, ease-of-use and simple implementation. This presentation will identify and discuss the varying options for development including SaaS Enabled Application Platforms (SEAP), Platforms as a Service (PaaS) and Infrastructure as a Service (IaaS) so organizations can cost-effectively develop RIA and SaaS-based applications while allowing their users to continue using and adapting their current application portfolio investments to the fullest.
Regev Yativ, President and CEO • Magic Software Enterprises, Americas
11:10
 What’s Moving Software Buyers?
In the current market, selling software is tougher than ever. Faced with tighter budgets and lower headcounts, IT buyers are flirting with open source, embracing Software as a Service, and looking to squeeze ISVs on pricing. What’s in buyers’ heads? What will motivate them to open their wallets? What are the broad trends, and how do you apply them to your situation? Is there a magic bullet, a new sales strategy that will woo and win even financially pressed buyers? Start where your buyer starts: in IT, in a line of business unit or in the CFO’s office. Here’s what’s working and what’s not.
Tim Clark, Partner and Senior Analyst • The FactPoint Group
 SaaS Project Collaboration for SMB’s to the Enterprise
Today's business environment is constantly changing, altering the way people manage business. The SaaS platform is ideal for these changes because it enables network-based, multi-dimensional collaboration that is needed in project management. By understanding how project management needs adapt to today's technology, teams are able to successfully implement projects by gaining a competitive edge to managing processes. Such tools will replace traditional desktop project management tools that do not support a notion of team collaboration. This session explores how emerging Web 2.0 innovations are changing the way people collaborate across functions and locations within their projects.
Guy Shani, Vice President of Sales • Clarizen
 11:50
So You Have Software, Now What? How to Make Money and Increase Distribution
Many applications start with someone passionate about technology looking for a better way to accomplish something online. They love to build the application but hate to market, frequently giving their applications away for free. Hear about various business models as well as a W3i’s unique, download network. Making money allows you to keep creating applications that enrich people’s lives. To date over 250 million applications were installed benefiting the network.
Andy Johnson, CEO • W3i
Delivering Applications In a SaaS Model: Best Practices and What You Need to Know About SaaS Platforms
  By 2010 Gartner predicts that 30 percent of all new software will be delivered thru a SaaS model. Attend this session to learn what you need to know about SaaS platforms to deliver your applications successfully. Hear how Accrisoft, a SaaS company that delivers over 70 different applications (i.e. billing, memberships, social media and more) overcame common challenges including security, scalability, availability, and cost containment to successfully deliver their applications to SMB customers. Specifically, you will learn: business elements of a SaaS model, deployment and architecture models, key considerations in evaluating platform options and how to economically provide high quality service.
Jeff Kline, President and CEO • Accrisoft Corp.
Scott Flinders, Senior Product Manager • Verio, Inc.
12:30 Networking Lunch
1:30
 High Performance Distribution Channels: How to Create, Manage and Grow High-Performance Reseller Channels
Why are some companies highly successful using third-party channels . . . while others aren't? Join us for "Channels 101" and learn theframework for developing, deploying and managing reseller channels. Greg will highlight the key activities and success factors that contribute to sustained channel performance. You'll discover the pros and cons of using a third-party sales channel versus a direct organization; the differences between the most common channel models, including: referral, agent, VAR, distributor and OEM; and the four phases of conceiving and enabling a successful sales channel, along with the key activities associated with each phase.
Greg Nutter, Principal • Soloquent, Inc.
2:10
Seven Strategies for Growing your Software Business in Challenging Times
Today's software publishers are facing the most difficult business climate in decades. To survive this crunch, most publishers are tightening budgets and operations with an eye toward realizing efficiencies wherever possible. But, is it also possible to thrive and grow during these tough times? You bet! Join SafeNet as we explore ways software publishers are coping with the challenge of growing revenues and reducing costs during these turbulent times. Attend this session and you’ll learn seven practical business growth strategies, including proven methods to reduce operational costs and sure-fire ways to increase your software revenue
Chris Holland, Vice President of Software Rights Management Division • SafeNet
2:45 Conclusion of Conference
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