The New, Game-Changing Rules of Enterprise Software

July 11, 2011

The rules of the game have changed for enterprise software. In Aaron Levie’s recent article on TechCruch, “Building An Enterprise Software Company That Doesn’t Suck”, he breaks down the changes in enterprise software business into three categories. Levie details how differently enterprise software is developed, sold, and supported today versus just a few years ago.

I found Levie’s perspective interesting – especially because it matches the model that we have followed at Pentaho to achieve great success.

1. How enterprise software is developed today.

It’s no longer about products that are feature-bloated merely to get into RFP wars and win multi-year, large contracts. Those days are over – all they produced were complex technologies that had no real usage.

Now what drives demand is the real business application of software. Success is in user adoption, not in feature checklists.

This is exactly why an open source business model has been successful for enterprise software. The products are developed because there was a real business need for them. Many features are implemented and submitted by the community members, because real users need these capabilities in their business applications. This is a true outside-in, end user focus.

2. How enterprise software is sold today.

Long gone are the days of interruption marketing and trying to sell to every poor soul who happens to pass by. The buying process is much more bottoms up today. As Levie puts it, “With web-delivered, freemium or open source solutions, we’re seeing viral, bottom-up adoption of technology across organizations of all sizes.”

The open source model allows users to buy into the software (aka use it) before actually paying for it. Rather than knocking on every door to find an interested buyer, which is the model many enterprise software companies still follow, our sales organization is focused on actually helping customers navigate their options, providing consultative support and knowledgeable market advice.

3. How enterprise software is supported today.

In a traditional software licensing model, the customer pays a hefty upfront fee, just to get entitled to use the software. In addition, the customer has to pay for an annual subscription and support.

Luckily, buyers have realized that there are better options out there. As Levie rightfully notes, “The unstoppable trend toward ‘renting’ vs. ‘buying’ software, means the vendor gets paid only as the software continues to solve problems for its customer.”

At Pentaho we are committed to our customers’ success and our high customer retention numbers speak to this.

Interested to find out more about our software? Download it now.

Farnaz Erfan
Product Marketing
Pentaho Corporation


The Pentaho Pre-Sales Sandbox

October 7, 2010

Quick Bit About Pentaho

Pentaho has been all about building and delivering a scalable, complete end-to-end BI Suite from day one. From making the software “possible” during those humble beginnings to making it “available” and now “easy”. You will find that Pentaho has an extensive offering that is both flexible and intuitive. Pentaho software has been targeted as the Commercial Open Source BI alternative by System Integrators, Consultancies, Enterprises, OEMs and SMBs. It has been deployed worldwide in a variety of industries; supporting mission critical applications which encompass both data integration and information delivery, all provided by “one” vendor, Pentaho.

The Pentaho Pre-Sales Sandbox

The Pre-Sales Sandbox is a resource that will streamline the effectiveness of the Evaluation/Selection process. With this resource at hand, you will be able to make an informed decision as quickly and efficiently as possible. Examples, tutorials, consolidated information are staged here to view and download to assist you in your evaluation process. Please be aware that the collateral available on this site can be posted on a moments notice and is intended to serve the masses as quickly as possible. Therefore the content downloaded may be a work in progress, a draft, incomplete, or limited in detail. Please see our website at http://www.pentaho.com for more information about our products and value added services.

Who should use this resource

This resource is primarily for those who are actively evaluating the Pentaho BI suite. It is not a replacement for our FREE evaluation support offering or the Pentaho Knowledge Base. It has been designed for those who are intending on exploring the power, flexibility and extensibility of the software. They have a basic understanding of Business Intelligence applications including information delivery and data integration. They are familiar with concepts of accessing data sources, creating and publishing reports as well as understand the fundamentals of ETL (Extract Transform Load). They understand terminology such as metric, measure, dimension and have a general understanding of data modeling. Professional documentation for the Pentaho BI suite, including Administration and Security guides are located in the Knowledge Base.

If you are evaluating Pentaho, or are simply a bit curious come check out the Pentaho Pre-Sales Sandbox here: http://sandbox.pentaho.com/

I hope to speak with you in person.

Michael Tarallo
Pre-Sales Director
Pentaho

(Originally posted on Michael Tarallo’s Blog: http://michaeltarallo.blogspot.com/2010/10/pentaho-pre-sales-sandbox.html)


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