Scott Cook, Chairman of Intuit, Speaking on Customer Driven Innovation at Software 2005

April 26-27th
Santa Clara Convention Center
Santa Clara, CA

“Systematic invention takes a series of conditions that have to be right. You have to start with employees. You have to build a great environment and a great place to work, only then can they create life changing inventions that delight your customers.”

- Scott Cook, chairman of Intuit, speaking on customer driven innovation at Software 2005

More than 1,500 CEOs, VPs, VCs and top executives filled the Santa Clara Convention Center on April 26th and 27th for the Sand Hill Group’s Software 2005 conference. The group had gathered to hear the leaders and visionaries of the software industry layout the “Building Blocks for Success”

About Sand Hill Group

Sand Hill Group serves the $600 billion plus software, services and solutions market. Sand Hill Group provides investments and management advice to emerging enterprise technology leaders. Sand Hill also owns Sandhill.com the premier destination site and resource center for CEOs, VPs, Entrepreneurs, VCs and for members of the software industry eco-system. Its weekly electronic newsletter is read by thousands of executives. Sand Hill produces the "Enterprise" and “Software” conferences for CEOs and high-level executives in the industry and creates high-impact research reports for its constituents.

Founders Madhavan "M.R." Rangaswami and Constantin Delivanis bring more than 40 combined years of practical business acumen to Sand Hill clients. Together, they have had hands-on experience in nearly every business function - from sales, service, marketing, and product development, to executive management. They have played key roles orchestrating company launches, initial public offerings, and corporate mergers. Sand Hill Group's clients leverage this core business experience, enabling them to quickly ramp up operations, while simultaneously allowing the existing leadership to focus on the market-making creativity that put them into business in the first place.

Sand Hill Group is highly selective, working with a very limited number of companies. Sand Hill Group becomes part of the fabric of an organization, participating with the same level of commitment as the entrepreneurs we support. We strategize on key steps to take, then tap into our professional talent network and our executive contacts.

Agenda

Monday, April 25

Tuesday, April 26

Wednesday, April 27

Proceedings

Proceedings

• Conference Report
• Keynote Presentations
• Breakout Session Presentations: Tuesday Morning
• Breakout Session Presentations: Tuesday Afternoon
• Breakout Session Presentations: Wednesday Morning
• Breakout Session Presentations: Wednesday Afternoon

Conference Report

• Software 2005 Summary Report

Keynote Presentations

• Charles Phillips, President, Oracle: Opening Keynote
• Seismic Shifts for the Software Market – MR Rangaswami, Sand Hill Group: Opening Remarks
• Building Blocks for 2005 – Ken Berryman, Partner, Mckinsey & Co: Keynote
• Customer driven Innovation – Scott Cook, Chairman Executive Committee: Keynote
• Secrets of Sustained Success – Brian Turchin, President, Cape Horn Strategies
• The Perpetual Business – James Goodnight, Chairman & CEO, SAS: Keynote

Breakout Session Presentations: Tuesday Morning

• Leveraging the Global Economy to Drive Growth and Momentum: An Evolution from Cost to Value
  Gordon Brooks, President and CEO of Symphony Services and Matthew Bradley, VP of Corporate Engineering for Hyperion
• Successful Compliance Strategies for High Tech Growth – an Executive Panel Discussion: Part 1 - Presentations
  Moderator: Bob O'Connor, CEO, Softrax
  Panelists: Guy Clarke, Senior Manager, Business Advisory Services, Grant Thornton; John R. Walles, Executive Vice President, Acquisitions & Integration, SSA Global Technologies, Inc.
• Software as a Service 2010 –– Why Did it Fail??
  Russ Daniels, HP, VP & CTO Software Business Unit
• Building the Global Startup
  Kim Polese, CEO, SpikeSource
• Bootstrapping: Growing a Business With Almost No Money!
  Greg Gianforte, CEO, President, Chairman and Founder, RightNow Technologies
• Next Generation Requirements for SaaS
  Todd Johnson, President, Jamcracker
• What to Expect in 2005
  Mitchell Levy, Partner, CEOnetworking
• Increase Revenue and Profit with Product Management
  in a Strategic Role
  Barbara Nelson, Pragmatic Marketing
• Partnering for Success: Oracle's Strategy
  Rauline Ochs, Group Vice President, North America Alliances and Channels, Oracle Corporation
• Marketing Matters! Re-emergence of Product Marketing
  Paul Wiefels, Managing Director, Chasm Group, LLC
• New Business Models: Pricing to Increase Your Competitive Strength
  Jim Geisman, Marketshare
• Enabling Software as a Service (SaaS)
  Moderator: Treb Ryan President, CEO and co-founder of OpSource
  Panelists: Rocky Gunderson, VP of Marketing, Blue Martini; Craig Macy, VP of Small Business Solutions, Agile Software

Breakout Session Presentations: Tuesday Afternoon

• A High CARB diet for CEOs: Creating Actionable Results for Business
  Shellye Archambeau, CEO, MetricStream
• How Marketing Can Create Messaging that Sales Can Actually Use
  Michael Bosworth, Co-founder, CustomerCentric Systems and Co-author, CustomerCentric Selling
• The new mantra of Product development in this Decade - Very fast cycle time, peak quality and low cost
  Juan Dash, CTO, Sonata Software
• What's Your Story? Seasoned Journalists Weigh In On The Elements of a Good Story
  Sabrina Horn, President and CEO, Horn Group, Inc.
• Winning in the Solutions Future: Services Lead the Way
  Dave Munn, President and CEO, ITSMA
• Selling Into Europe in a Smart Way
  John Thorpe, UK Practice Leader Applications Software and Freddy Nurski, Co-founder and Managing Partner Practice Leader Alliances and Key Account Management
• Key Trends in the Asia Pacific Enterprise Software Sector; and Key Considerations for International Enterprise Software Companies Building and Managing their Businesses in the Region
  Chris Traub, Group Managing Director & Global Technology Practice Head, Strategic Executive Search Group

Breakout Session Presentations: Wednesday Morning

• Guerrilla Warfare Case Studies 2004-2005
  Rick Bennett, TRBA
• Strategic Trends in Global Software Development
  Chris Twogood, Vice President, Teradata Analytical Applications and Business Intelligence Product Management
• Dealing with Darwin - Twelve Types of Innovation for Today's Competitive Environment
  Phillip Lay, Managing Director, TCG Advisors
• Support and Maintenance Revenues Under Attack
  Rahul Sood, Managing Partner, Tech Strategy Partners; JB Wood, President & CEO, Service & Support Professionals Association (SSPA)
• The Seven Natural Laws of Selling Software
  Steve Martin, Author, Heavy Hitter Selling
• The Current M&A Landscape
  Dave Ketsdever, CEO, SVB Alliant
• Enable Your Prospect to Build a Business Case for Your Software
  Anil Gupta, Principal, Applications Marketing Group
• How to Handle Open Source Projects Inside a Big Corporation
  Wim Coekaerts, Director of Linux Engineering, Oracle
• Coaching the Complex Sale - in Eight Simple Questions
  Rick Page, Chairman, CEO of The Complex Sale, Inc.
• Accelerating Business Performance with Integrated Sales and Marketing Management
  Barbara Saxby, Partner, Milestone Group

Breakout Session Presentations: Wednesday Afternoon

• Offshoring of Intellectual Property-related Legal Services
  Dr. Alok Aggarwal, Founder and Chairman of Evalueserve
• Recent Trends in Software Industry Executive Compensation
  Kent Plunkett, Founder and CEO, Salary.com
• Integrating with the ERP Giants--Friend or Foe
  Marc Hebert, EVP Marketing and Partner Relations, Sierra Atlantic, with Nimish Mehta, Group Vice President--Siebel Systems and Bart Foster, President & CEO, DecisionPoint Software
• Field Enablement Strategies for Driving New Business Growth
  Carl Tsukahara, Principal, Marketing Arts with panelists Rani Merritt, VP Marketing for ArcSight and Bob MacDonald, VP Marketing for InQuira
• Vendors are from Mars, Buyers are from Venus
  Vinnie Mirchandani, CEO, Deal Architect; Brian Sommer, CEO, Techventive
• Why is Blogging Relevant to Software Companies?
  Moderator: David Sifry, Founder & CEO, Technorat

Breakout Sessions

Tuesday, April 2610:45 - 12:15 PM

Tuesday, April 26
4:00 - 5:00 PM

Wednesday, April 2710:45 - 12:15 PM

Wednesday, April 274:00 - 5:00 PM

Program Notes and Biographies