Software Business
Executive Report

April 23, 2007

How to Prevent 11th Hour Negotiations in Software Sales
by Jeff Thull, CEO and President of Prime Resource Group
**Opening Keynote Speaker for SLAM 2007, June 6-7**

One of the enduring myths of negotiation is that it is back and forth struggle with your customer that occurs in the final stage of the sale, the “close.” Negotiation, at its best, is comprised of open, honest and straight-forward communication based on mutual respect and mutual trust. When you recognize it in this form, it begins with the very first conversation and is continuous throughout the relationship. We refer to it as the “diagnostic process.” When you are using this process, there is no need for high-pressure, last minute bargaining, there are few, if any, objections and there is no need for “arm-wrestling” in the eleventh hour.

This is difficult for salespeople to grasp. “What? No objections?” “No negotiating?” “No closing?” Please note that I’m not saying “no negotiating.” I’m saying no negotiating in the 11th hour.

Negotiation takes on a new definition in the diagnostic process, which centers on clear and precise communication and collaboration – a continual series of “mutual agreements and understanding.” A collaborative approach eliminates the dependency on traditional closing and objection handling skills. By the time a customer receives your proposal, you and your customer have come to common conclusions and understanding of all the key elements that would otherwise be subject to objection or negotiation when there are surprises in the 11 th hour. You will have agreed on the nature and financial impact of their problems, your mutual expectations, the financial value of that solution and the selection criteria for a high-quality solution. In short, the customer has agreed to each element of a quality decision process and is not seeing any new “terms” in the proposal with which to have a reason to object.

Let’s take a deeper look at this quality decision process. The first decision element revolves around the customer recognizing that they are experiencing some consequences due to the absence of the value your solution could provide. Consider a feature of your solution that you believe to be one with the most value and strongest competitive strength. Ask yourself, “What would the customer be experiencing without this feature? What would they physically be able to see in their business that would show you and them that they are experiencing the absence of this value?” Think of yourself as a doctor. You are looking for the symptoms of the absence of business health in your patient. Relative to negotiations, the symptom either exists or it doesn’t. You and your customer will reach agreement on that quickly and if the symptoms exist, you move on to the next decision, “What are the consequences of the symptoms?” or “How bad is it?”

The next decision revolves around determining the financial impact of the problem. It is important to bring your customer a process that will guide them through measuring the financial impact of their problem, just as a doctor brings the capability of running tests to determine the extent of the symptoms. We refer to this as the “cost of the problem.” If you don’t have a cost of the problem, there isn’t a problem. In other words, if you can’t help your customer measure the financial impact of the problem your solution will address, they will be unable to measure the value of your solution, likely not want to buy your solution at all and very likely not want to pay the price you will ask.

When the cost of the problem is agreed on, the next decision for the customer is, “Is this bad enough to take action?” When the customer compares this problem and its costs to other problems they have or opportunities they have to invest in, where does this one stack up on the priority scale?

When these decisions are mutually agreed upon, we have “negotiated” away a high percentage of the objections we would traditionally hear and those that might lead to a “no sale.” A large number of objections occur because the customer receives a presentation or proposal before these decisions are made, a “pre-mature proposal.”

Think about it – how many times have we given a customer a proposal before they decided they really had a problem? They were only “interested” in the solution we had. How many times have we given a proposal to someone who said they had the kind of problem we solve, but they did not know how much that problem was costing them? Finally, how often have we given a proposal to someone who had the problem, but had not decided that it was a top priority to address?

When these decisions are made, the customer has decided to take action. And it’s now time to co-design a solution. There are four main sets of decisions to be made regarding the design of the solution. “What does the customer expect the results to be if they go through the effort and expense of addressing this problem?” “What do they want their situation to be after a solution is in place?” “What is the best alternative or approach to achieve these expectations?” “By how much will the solution reduce the financial impact of the problem?” and “How much money should I invest to make these expectations occur?” Finally: “What do I need to measure and compare to ensure the solution will work?”

These decisions are made in such an order that each decision provides a foundation of information that supports the next decision and enables the customer and yourself to make each decision with confidence. Each decision creates a clarity that precludes random “objections” from popping up at the last minute. The key to successful negotiations is that each party is well informed and understands their respective mutual interests. You are working towards an equitable exchange of value and a continuing relationship. When you reach agreement on each critical point of the exchange, as each emerges during the decision process, you have brought great clarity to the relationship. The foundation of the diagnostic approach is that it is easier to reach clarity and agreement on many small points, than a single summary of all those points.

If you pattern your sales approach after a quality decision process, rather than a sales process, you will be able to stay away from “pre-mature presentation,” and most likely you will not be a victim of those 11 th hour negotiations.

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Jeff Thull is a leading-edge strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast track, start-up companies. He has gained the reputation for being a thought leader in the arena of sales and marketing strategies for companies involved in complex sales.

Thull is a compelling, entertaining and thought-provoking keynote speaker with a track record of over 2,500 speeches and seminars delivered to corporations and professional associations worldwide. He is the author of the best selling books Mastering the Complex Sale: How to Compete and Win When the Stakes are High, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale, and his latest release… Exceptional Selling: How the Best Connect and Win in High Stakes Sales. Thull is also a columnist with Inc.com and his articles are published in hundreds of business and trade publications. To download Chapter One of Exceptional Selling visit www.primresource.com .

For more information contact: Prime Resource Group, support@primeresource.com, http://www.primeresource.com, 1.800.876.0378 or 763.473.7529, 3655 Plymouth Boulevard, Suite 110, Minneapolis, MN 55446

Getting Paid for the Value You Create: How to Accelerate Sales Performance and Profitable Growth

• Are your margins shrinking?
• Has sales performance declined?
• Is your customer base eroding?

If so, you are not alone. Frustration and animosity are stifling the Software sector. Executives are frustrated because they can’t get their value-based prices for their software products and services, plus they are experiencing longer, unpredictable sales cycles, and their customer base is eroding.  Their customers are frustrated because they frequently don’t achieve the value they expected from the software solutions they purchased. Sellers and buyers stand on oppo site sides of the value gap and blame each other.

Organizations are confronting a substantially unaddressed value gap. This issue is bigger than the sales organization and requires executive involvement and leadership to get to the fundamental causes of the problem.

In this session, Jeff Thull, CEO and President of Prime Resource Group, will discuss how to turn this ominous situation into a substantial competitive advantage. He will show why customers have become immune to “value propositions” and how the “value life cycle” is the key to market dominance. He will cover how to identify, manage, and close the value gap, to reap the rewards of an under-served and value-hungry marketplace.

Jeff Thull, President and CEO, Prime Resource Group

Register at www.SLAMConference.com

Company News

A Dynamic Opportunity for Strategic Partners

The growth in the SaaS market is also creating exciting opportunities for the strategic partners of these vendors. As already described, many of the leading SaaS vendors have created immense opportunities for partner firms to share in software development efforts. The need for integration and customization of on demand solutions is extremely important, and accordingly the tools being developed for plugging into necessary in-house systems and the templates being developed for different groups of end users both serve to improve the on demand offering as a whole while also creating revenue opportunities for development partners. Over 150 independent software vendors currently have applications listed on salesforce.com’s AppExchange. SugarCRM also maintains relationships with over 150 development partners.

Another notable opportunity that has been created by the proliferation of SaaS is the need for knowledgeable services partners. “Ease of deployment” is a major component of the SaaS sales pitch, but successful user adoption of an on demand solution is by no means a given assumption. Although hosted multi-tenant solutions are available for use almost immediately after purchase and do not require the traditional six to nine months of planning that on premise software requires, a successful solution must meet the particular business needs of each individual customer and must be introduced in a manner that encourages end users to adopt the application as intended. This requires not only knowledge of the relevant on demand solution being provided, but also intimate knowledge of the customer’s vertical market and the relevant business processes that are utilized in an organization. The integration of data from existing in-house systems to the hosted application platform is also crucial to an on demand solution’s success, and services providers that are familiar with this process are extremely valuable. Especially within the enterprise market, a savvy services partner is required in order to complete a successful deployment. Without a team of consultants to adequately address business process needs, integrate data, train end users and facilitate acceptance, it is extremely challenging for an on demand solution to meet its ROI generation potential.

Only recently has the necessity of strong services partners become apparent to the SaaS marketplace. Of the on demand vendors we interviewed in making this piece, most admit that large system integrators have a learning curve to climb in order to properly assist with the deployment of SaaS applications. To date, the most successful services providers have been smaller, innovative, open-minded services companies with established vertical market focus areas. We believe that the large SIs who recognize the growing market opportunity for SaaS consulting and deployments will likely enter this market through acquisition, purchasing the technology expertise and vertical skill sets they need to compete.

In conclusion, we are very bullish on the prospects of the SaaS sector. We expect vendors to meet or exceed the aggressive expectations that have been set by the leading research analyst firms. The growth of this sector is going to drive significant change throughout the software industry, particularly with leading enterprise software players that will be forced to undergo some dramatic transformations in order to catch up to the growing capabilities and market share of SaaS competitors. We expect the M&A market to remain strong as consolidators gain scale and new skill sets via the acquisition of growing SaaS vendors, innovative development partners and uniquely skilled services partners. During the next few years, the actions of the players willing to take leadership positions in the SaaS market will shape the entire software industry landscape going forward.

Contact www.bostoncf.com/res-research.htm

DataDirect Connect database drivers and ADO.NET data providers are used by the world's top independent software vendors (ISVs) and 96 of the Fortune 100. DataDirect Technologies' products are heavily leveraged throughout the software industry with more than 300 software companies embedding DataDirect components in over 400 commercial products.

Using the IDC research report, "Worldwide Software 2006-2010 Forecast Summary" (Document #203224) published in August 2006 to illustrate DataDirect Technologies' customer-penetration amongst the top software companies globally, the results are impressive. A breakdown follows:

• Eight of the top 10 worldwide packaged software vendors including; 18 of the top 25 and more than half of the top 50.
• Nine of the top 10 worldwide application development and deployment vendors; 20 of the top 25 and more than half of the top 50.
• Eight of the top 10 worldwide systems infrastructure vendors and 10 of the top 25.
• Eight of the top 10 worldwide application software vendors; 14 of the top 25 and more than half of the top 50.

DataDirect Technologies' has longstanding customer relationships with industry leaders such as BEA, BMC, Business Objects, CA, IBM, MicroStrategy, SAS and webMethods. All of these companies work with DataDirect to help them better serve their customers with high performance, highly interoperable data connectivity.

DataDirect Technologies' best-of-breed data connectivity components enable fast, reliable flow of information and interoperability between any application, running on any platform and any major database. Built on its unique clientless wire protocol technology, the DataDirect Connect line of ODBC and JDBC drivers and ADO.NET data providers enable ISVs unparalleled flexibility and database interoperability. Utilizing DataDirect products, ISVs are able to easily support multiple versions of Oracle, SQL Server, DB2, Sybase, Progress, Informix and other databases. In addition, because DataDirect drivers are tested and shipped with the ISV application, proof-of-concepts and customer deployments are simplified because data access is no longer an issue.

"DataDirect Technologies prides itself on being the vendor of choice for the world's leading software companies," said Rick Reidy, president of DataDirect Technologies. "We give our customers the platform and database coverage, performance, and out-of-the-box simplicity that they need. We're experts in data access, so our customers don't have to be. They can focus on building great products for their customers with the confidence that when it comes time to connect to the database, it will just work."

DataDirect Technologies is an operating company of Progress Software Corporation.

Contact www.datadirect.com .  

Symantec Corp. is offering the Symantec Protection Network, a software as a service (SaaS) platform designed to deliver easy-to-use security and availability offerings to small and mid-sized businesses at a price they can afford. The first SaaS offering from Symantec, Symantec Protection Network – Online Backup Service will enable cost-effective, reliable backup and restoration of business-critical data from the convenience of a web browser. The beta launch of Symantec Protection Network – Online Backup Service -- is scheduled to become available later this year.

Companies of all sizes are increasingly reliant on information and technology considered critical in running their business. Organizations that do not protect their IT infrastructure put their business at risk by being unable to retrieve data in the event of system downtime or major catastrophic incident, failing to comply with industry and government regulations, and jeopardizing productivity. Symantec Protection Network will deliver proven technologies based upon Symantec’s market-leading offerings that will allow customers to address their total IT infrastructure needs. Designed specifically for small and mid-sized businesses, these services will be cost-effective and easy-to-use and manage—from signup to use-based pricing, setup and configuration.

“Small and mid-sized businesses require the same high levels of service reliability and data security as their enterprise counterparts,” said Arthur Wong, senior vice president, Symantec Security Response and Managed Security Services. “Until now, however, many small and mid-sized businesses have not had the ability to get the reliable and secure service they need due to cost and lack of resources. Building on our reputation as a trusted IT solution provider, Symantec is dedicated to removing these barriers and delivering the secure, proven technology these organizations demand in a highly economical online business model.”

Symantec is committed to working with its channel partner network to add greater value in delivering a portfolio of offerings online, said company officials. Symantec’s large ecosystem of channel partners will also enable businesses to work with the Symantec partner of their choice and take advantage of customized service offerings to meet business requirements as they evolve. Businesses also have the option of subscribing to the service directly with Symantec through the web and can manage and monitor their service from any Internet connection.

“The Symantec Protection Network offers us, as a Symantec reseller, the capability to provide our customers with custom-managed solutions,” said Geoff Sinn, vice president, Managed Services, Strategic Technologies, “By leveraging Symantec’s offerings together with our own expertise and services, we have a unique opportunity to expand our business model and deliver a new level of IT infrastructure management to our customer base.”

Symantec’s initial SaaS offering, Symantec Protection Network – Online Backup Service, addresses one of the most immediate and pressing problems for small and mid-sized businesses today: disaster recovery. By subscribing to this service, organizations can significantly expand their disaster recovery capabilities and stay current with advancements in backup and recovery technology but without the costly migration or upgrade processes required with traditional solutions. In addition, Symantec Protection Network - Online Backup Service provides a low-cost way for small and mid-sized businesses to get their critical data stored offsite in Symantec’s state-of-the-art data centers.

“Ingram Micro values Symantec’s relationship and its ability to provide innovative solutions to customers and resellers from a name they know they can trust,” said Jodi Honore, vice president, Vendor Management, Software, Ingram Micro Inc. “Symantec's brand recognition in security and availability technology makes it even more compelling for our team to conduct business with them.” As more services are added, customers who invest in the Symantec Protection Network for comprehensive IT protection will benefit from a common portal, platform and support model that will be able to leverage a variety of bundles created for their needs as well as an open platform that can integrate with other services.

Contact www.symantec.com

Ping Identity has released PingFederate 4.3, the latest version of the company’s standalone federated identity management server.PingFederate 4.3 includes new virtualization capabilities that allow Software as a Service (SaaS) and Software on Demand providers to more easily deploy PingFederate in multi-tenant environments.

Federated identity management provides standards-based single sign-on (SSO) that works over the Internet. Based on the success organizations have seen with enterprise single sign-on and their desire to eliminate proprietary SSO mechanisms, a growing number are requiring their SaaS/Software on Demand providers to support the SAML identity federation protocol.

SaaS providers have responded by embracing SAML in general and PingFederate specifically. PingFederate SaaS or Software on Demand customers include Advanced Health, Allscripts, ATG, InfoHRM, NelNet, Rapattoni, Rearden Commerce, Siebel CRM on Demand, SHPS and Zantaz.

PingFederate 4.3 simplifies deployment in multi-tenant hosted environments. With Virtual Server Identities, a single PingFederate server can now support access to multiple applications for a given client where each application requires its own distinct set of attributes. Another new feature, Virtual Host Names, allows PingFederate to receive and validate federation messages sent to multiple domain names.

“Since PingFederate does not require the deployment of a full identity management suite, it is tailor-made for SaaS providers,” said Andre Durand, CEO Ping Identity. “PingFederate allows our SaaS customers to deliver a more tightly integrated and seamless end-user experience while also allowing them to increase revenue by reducing account sharing”

Contact www.pingidentity.com

PreEmptive Solutions, suppliers of the leading Enterprise Obfuscation Solution for the Microsoft .NET environment and Java, announced today immediate availability of SO-signal Version 1.1, the breakthrough application monitoring service.

“SO-signal is the first solution to offer IT controls that serve both application publisher and enterprise consumer in their efforts to maximize application value,” said Gabriel Torok, President of PreEmptive Solutions. “SO-signal’s efficiency and cost-effective approach is based on other ‘firsts’; SO-signal is also first to integrate the development lifecycle with operations management and one of the first to leverage both SOA and SaaS technologies into a single, integrated solution.”

SO-signal 1.1 is available immediately with subscriptions starting at $1,000 USD per user per year.

Contact www.preemptive.com 

Iron Mountain has released SaaSProtect Escrow Service to safeguard Software as a Service (SaaS) applications, the data that runs those applications, and the associated customer data. SaaSProtect Escrow Service protects the subscribers of SaaS applications in the event of problems with the SaaS provider, significant outages, or other service interruptions. It also gives SaaS providers a way to build trust with their customers.

Iron Mountain ’s SaaSProtect Escrow Service is designed to help mitigate risks associated with entering into a relationship with small-to-medium sized SaaS providers. According to Gartner, the market for SaaS applications will grow from $6.3 billion in 2006 to $19.3 billion by 2011, with most of those dollars going to new entrants, rather than established software vendors.

Executive Director of The Common Application, Inc. Rob Killion, is implementing Iron Mountain’s SaaSProtect Escrow Service for the next version of the Common Application Online , a non-profit site that lets students apply to more than 300 colleges and universities using one common application over the web. Killion states, “The primary benefit is the security that we get. We know that if catastrophe strikes – either catastrophe in terms of a business relationship going bad or a natural or personal catastrophe – there is a ‘plan B’ that we can avail ourselves of quickly and securely with Iron Mountain, and that’s something we haven’t had before.”

In the SaaS delivery model, software applications run by an outside provider are accessed over the Internet, cutting IT infrastructure and management costs and facilitating quicker deployment. SaaS deployments also introduce new risks. According to Forrester Research, “Application implementation, technology, and operational risks may be mitigated through the use of a SaaS solution. However, vendor, application, and business continuity risks may be increased.” SaaS subscribers can leverage Iron Mountain’s SaaSProtect Escrow Service as part of a “best practice” business continuity strategy.

In the SaaS environment, SaaS subscribers don’t have actual software that they run in production, so issues like vendor bankruptcy are one concern, but there is also a real threat from extended service outages. With SaaSProtect Escrow Service, applications are protected with both source code and object code deposits. This provides all the components necessary to recreate the live production environment for the application – either on the customer’s premise or at a fail-over site – and to restore service to end-users.

In addition, customer data, which typically resides with the SaaS provider, is protected through Iron Mountain’s LiveVault online data backup and recovery solution within the SaaS application. Backups are performed automatically and continuously over the Internet, and data is moved off-site to a remote and secure Iron Mountain data center, without manual IT intervention. Iron Mountain’s SaaSProtect Escrow Service is the first complete escrow protection strategy that incorporates the application source code and maintenance materials, object code, and live customer data backup. Features and benefits of the SaaSProtect Escrow Service include:

• Protection for both SaaS subscribers and providers – Subscribers protect their investments in SaaS applications while SaaS providers are able to offer buyers peace of mind
• Escrow for both the source code and object code enables users to get up and running quickly
• SaaS-specific “demand” release conditions allow immediate access to applications and data
• Verification testing provides assurance the application can be re-built quickly
• Proven online, automatic data backup and recovery through LiveVault safeguards data
• Iron Mountain Connect™ Escrow Management Center offers easy online access and real-time management of escrow accounts

Features and benefits of the SaaSProtect Escrow Service include:

• Protection for both SaaS subscribers and providers – Subscribers protect their investments in SaaS applications while SaaS providers are able to offer buyers peace of mind
• Escrow for both the source code and object code enables users to get up and running quickly
• SaaS-specific “demand” release conditions allow immediate access to applications and data
• Verification testing provides assurance the application can be re-built quickly
• Proven online, automatic data backup and recovery through LiveVault safeguards data
• Iron Mountain Connect™ Escrow Management Center offers easy online access and real-time management of escrow accounts

Contact www.ironmountain.com

Akamai Technologies, Inc. has revealed the growing adoption of its global application acceleration services from businesses that offer Software-as-a-Service (SaaS) models. Akamai has had more than a five-fold increase in the amount of global application traffic delivered on behalf of SaaS providers from January 2006 to January 2007.

Demand for software-as-a-service is increasing as small and large businesses alike have become more and more frustrated by the lengthy deployment cycles and the costly maintenance of traditional software. For the software-as-a-service model to thrive as a viable alternative to traditional desktop applications, providers must ensure reliable performance and scale of the services model. By using the Akamai Web Application Acceleration solution for secure and reliable application acceleration, SaaS providers can confidently approach any enterprise regardless of their size and geographic distribution while reducing the operating costs associated with IT build-out and performance-related service complaints.

"Autodesk provides on-demand service to 200,000+ users around the world with their industry leading Collaborative Project Management solutions for the building and construction industry," said Paul Cochrane, systems architect for the Collaborative Project Management team at Autodesk. "Our software is used by our customers to plan, build and operate oil drilling platforms, highway systems and other large public and commercial projects. We rely on Akamai to enable our SaaS solutions to provide the same quality of service no matter where in the world our customers are working. Once we implemented Akamai's Web Application Accelerator service, we were able to increase the speed of transactions for our application by up to 500 percent, while maintaining consistency of performance in every single one of our markets."

As companies extend their business models with SaaS offerings, Akamai has seen significant growth in its customer base. Akamai helps customers provide wide-reaching services for a diverse set of B2B applications such as payroll, accounting, sales force automation, customer relationship management, workforce management, human resources, and product lifecycle management, among others.

Satuit Technologies, one of the fastest growing providers of client relationship management (CRM) solutions has experienced significant increases in global adoption and application page views since implementing the Akamai Web Application Acceleration solution. “Since starting with Akamai, the SatuitCRM On-Demand platform has had a 30 percent increase in page views domestically, and an even more dramatic increase among our customers in Asia Pacific,” said Njal Larson, senior vice president of Product Strategy at Satuit. “We have offloaded over two-thirds of our application traffic from our origin servers, greatly increasing server performance and processing. As a SaaS vendor, Satuit’s commitment to client satisfaction is the firm’s top priority and Akamai helps us exceed our performance goals.”

Akamai’s Web Application Accelerator service leverages Akamai’s globally-deployed platform to deliver consistent, improved application performance for SaaS consumers worldwide. Many Akamai customers serve their applications to users in over 100 countries. Akamai also helps to improve the end-user availability of SaaS applications by applying its proprietary SureRoute algorithms to avoid Internet trouble-spots.

Contact www.akamai.com.

May 1 -- Translation Technology and Web Globalization Workshop, San Diego, Calif. Research firm Common Sense Advisory will hold a full day of workshops on May 1 -- website globalization in the morning and trends in translation technology in the afternoon. Prices start at $149 per session. Contact 978-275-0500 or www.commonsenseadvisory.com/roadshow

May 1-3 -- Red Herring Spring, Monterey, Calif. Contact www.redherring.com

May 3 -- Translation Technology and Web Globalization Workshop, San Jose, Calif. Research firm Common Sense Advisory will hold a full day of workshops on May 1 -- website globalization in the morning and trends in translation technology in the afternoon. Prices start at $149 per session. Contact 978-275-0500 or www.commonsenseadvisory.com/roadshow

May 8-9 – Software 2007, Santa Clara, Calif. Contact www.sandhill.com Software Business Will Have an Editor At This Show

May 8-11 - JavaOne Conference, San Francisco, Calif. Contact http://java.sun.com/javaone/sf/index.jsp

May 9-11 -- Microsoft Business Intelligence Conference, Seattle, Wash. Contact www.microsoftbiconference.com

May 9-11 – Compliance & Risk Management Summit, New Orleans, La. Contact www.gartner.com

May 14-18 -- STAREAST 2007 Software Testing Analysis & Review, Orlando, Fla. Contact www.sqe.com/stareast

May 20-25 – Interop Las Vegas,Las Vegas, Nev. Contact www.interop.com

May 20-25 -- IBM IMPACT, Orlando, Fla. Contact www.ibm.com/software/info/imp

May 21-23 -- Services Industry Summit, Charleston, SC. Contact www.servicestrategies.com

May 21-26 -- OpenVMS Advanced Technical Boot Camp, Nashua, NH. Contact http://h71000.www7.hp.com/symposium/

May 23-24 -- Software CEO Bootcamp, Waltham, Mass. Contact www.clevelbootcamp.com

May 31- June 1 -- SIIA OnDemand Europe, Amsterdam, The Netherlands. Contact www.siia.net

Interop Las Vegas
May 20 – 25, 2007
Mandalay Bay Convention Center
Las Vegas , NV

Attend Interop Las Vegas to get the big picture. As the leading global technology event, Interop brings together IT professionals and business leaders to see all of the latest technologies in action. Visit more than 400 exhibitors, attend 200+ sessions, and check out live demos of tomorrow’s business solutions. Learn how different technologies work together to connect your infrastructure, your business, your people and your customers. Come to Interop this May. It's the only place you'll get the big picture. www.interop.com

The third annual conference focuses successful business development models, sales methodologies, licensing technologies, partnering, customer relationship management, growth opportunities, and marketing issues facing software companies. Attendees are vice presidents, directors, product managers and personnel at independent software vendors.

SLAM 2007 will offer visionary keynotes from executives at the software companies shaping the industry and in-depth breakout session will offer insight from the top sales consultants who work for software companies. The program is unmatched in delivering the tools and processes to reach quarterly and annual targets. This year's conference will have added emphasis on New Market Opportunities, Partnership Programs, Software as a Service Evolution, and Future Industry Trends.  

CommunicAsia2007

CommunicAsia2007 (The 18th International Communications and Information Technology Exhibition & Conference) is where the business of technology comes to life. The global event showcases a convergence of the latest digital technologies across mobile networks and applications, network infrastructure and satellite communications. Addressing the future of technology, the exhibition and conference provide opportunities for industry networking, a platform for business deals and a meeting of minds for thought leaders.

EnterpriseIT2007

Where IT means business, EnterpriseIT2007 addresses the technology needs of the smart enterprise. Showcasing the latest applications for vertical industries such as financial services, government, healthcare, education, transportation and logistics, the event provides a meeting point between solution providers and buyers from the region.

The CISIS Summit will provide delegates with everything they need to know, from everyone they need to know. Distinguished speakers will include:

• The Ministers or Vice Ministers from the Ministry of commerce (MOFCOM), Ministryof Information Industry (MII), Ministry of Science and Technology and the National Development and Reform Commission (NDRC)
• The President of the most important players in the indigenous Chinese software and ICT industries
• Senior executives of top international companies in software and ICT
• …and many more

For more detailed information, please contact Shuzheng Tian at +44 (0)207 878 6878 or email t.shuzheng@c5-online.com or visit www.C5-China.com/CISIS.

World Financial Symposiums (WFS) is an international organization dedicated to educating technology leaders. It organizes and promotes forums for CEOs, CFOs, corporate investors and other deal participants for the software and IT industries, with the intent to educate and encourage deal flow among industry participants. A true symposium, WFS brings together elements of the financial and partnering community, allowing for the exchange of innovative and effective approaches and methods being used in successful corporate growth plans today. The 5th Annual Growth & Exit Strategies for Software & IT Companies will be held in San Jose, CA, June 21, 2007. Featuring a topical agenda and world-class presenters, the conference provides an outstanding opportunity to learn about creating wealth and accelerating growth.

Software Business 2007
October 2-3
Santa Clara, Calif.

Software Business 2007 will be held October 2-3 at the Hyatt Regency in Santa Clara , Calif.   The annual conference focuses on current strategic business, financial and technology issues and growth opportunities facing top executives of software companies. It is a two-day conference serving owners, chief executives, presidents, vice presidents and division or department directors of leading and fast-growing software companies located throughout North America who are conducting business domestically and worldwide.

The sixth annual conference returns to Silicon Valley for the first time in four years. It will offer speakers from leading software companies and deliver the industry's most informative sessions through four tracks of sessions. Additionally, the conference will offer full- and half-day workshops on Monday, October 1

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