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
Time: / Description:6:00pm – 8:00pm / Welcome and Networking Reception
Tuesday, April 26
Time: / Description:Morning General Session
8:45am – 10:30am / Welcome Address:
MR Rangaswami, Sand Hill Group
Keynote:
Charles Phillips, President, Oracle Corporation
CEO Panel:
Moderator: Brian Turchin, Capehorn Strategies
CEOs: Jim Cashman, Ansys; Mike Greenough, SSA Global; Amnon Landan, Mercury; Bernard Liautaud, Business Objects
Break
10:30am – 10:45am
Breakout Sessions
10:45am – 12:15pm / Breakout Sessions
Funding Forum
Launch
Lunch Break
12:30pm – 2:00pm / Lunch sponsored by Scandent Solutions
Exhibit Hall open 12:00pm to 2:00pm
Afternoon General Session
2:00pm – 3:45pm / Keynote:
Dr. James Goodnight, CEO, SAS
Fireside Chat with S. Ramadorai, CEO, Tata Consultancy Services
Host: Quentin Hardy, Silicon Valley Bureau Chief, Forbes
Keynote:
Scott Cook, Co-founder and Chairman of the Executive Committee, Intuit
Building Blocks for 2005
Ken Berryman, Principal, McKinsey and Company
Break
3:45pm – 4:00pm
Breakout Sessions
4:00pm – 5:00pm / Breakout Sessions
Funding Forum
Evening Break
5:00pm – 7:00pm / Cocktail Party on the Trade Show Floor
Sponsored by Tata Consultancy Services & Surgient
Exhibit hall open during the party hours
Wednesday, April 27
Time: / Description:7:00am – 5:00pm / Registration Desk Open
7:00am – 8:45am / Continental Breakfast
Morning General Session
8:45am – 10:30am / Keynote:
Shane Robison, Chief Strategy Officer and CTO, HP
Globalization of Technology Panel
Moderator: David Kirkpatrick, Technology Editor, Fortune
Panelists: Iain Morris, SVP, AMD; Nicholas Negroponte, Professor & Chairman, MIT Media Laboratory; Teresa Peters, Executive Director, Bridges.org
The New Normal - Roger McNamee, Co-Founder & General Partner, Elevation Partners, Integral Capital Partners & Silver Lake Partners
Break
10:30am – 10:45am
Breakout Sessions
10:45am – 12:15pm / Breakout Sessions
Funding Forum
Lunch Break
12:30pm – 2:00pm / Lunch sponsored by Sonata Software
Exhibit Hall open 12:00pm to 2:00pm
Afternoon General Session
2:00pm – 3:45pm / CIO Panel
Moderator: Ernest von Simson, Senior Partner, Ostriker von Simson
Panelists: Neil Cameron, CIO, Unilever; Joseph Cleveland, CIO, Lockheed Martin; John Leggate, Group VP for Digital Business, BP; David Watson, CTO, Kaiser Permanente
Keynote:
Scott Kriens, Chairman and CEO, Juniper Networks
The Pundit Panel
Moderator: Erik Keller, Wapiti
Panelists: James Bedard, President & CEO, Aberdeeen Group; Jorge Lopez, VP, Gartner G2; Bruce Richardson, SVP, AMR Research; John Rymer, VP, Forrester Research
Break
3:45pm – 4:00pm
Breakout Sessions
4:00pm – 5:00pm / Breakout Sessions
Evening Break
5:00pm – 7:00pm / Cocktail Party at Tradeshow Floor
Sponsored by Oracle and Horn Group
Exhibit hall open during the party hours
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
GREAT AMERICA 1 / GREAT AMERICA 2 / GREAT AMERICA J / GREAT AMERICA K / ROOM203-204 / ROOM
209-210
"Bootstrapping: Growing a Business With Almost No Money!"
Greg Gianforte, CEO and Founder, RightNow Technologies / "Software as a Service 2010 –– Why Did it Fail??"
Russ Daniels, HP, VP & CTO Software Business Unit / "Partnering for Success: Oracle's Strategy"
Rauline Ochs, Group Vice President, North America Alliances and Channels, Oracle Corporation / "Marketing Matters! The Re-emergence of Product Marketing"
Paul Wiefels, Chasm Group / "What to Expect in 2005"
Mitchell Levy, Partner, CEOnetworking / "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.
"Building the Global Startup"
Kim Polese, CEO, SpikeSource / "Operational Excellence and Best Practices from Oracle On Demand"
Curt Bennett, VP On Demand Operations Americas, Oracle Corporation / "Next Generation Requirements for Software as a Service"
Todd Johnson, CEO Jamcracker / "3 Practical Strategies for Revenue Growth"
Daniel Greenberg, VP WW Marketing, MacroVision / "Journey to Quality Excellence at Cisco"
Ian Murray, Manager IT, Cisco Systems / "Successful Compliance Strategies for High Tech Growth – an Executive Panel Discussion: Part 2 - Moderated Q&A/Panel Discussion"
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.
"Navigating The Enterprise Software Landscape in 2005"
Bryan Stolle, CEO of Agile Software / "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 / "Leveraging the Global Economy to Drive Growth and Momentum: An Evolution from Cost to Value"
Gordon Brooks, CEO, Symphony Services; Matthew Bradley, VP of Corporate Engineering, Hyperion / "Increase Revenue and Profit with Product Management in a Strategic Role"
Barbara Nelson, Pragmatic Marketing / "Improving Quality of Service and Time to Market Through Strong Business Partnering."
Madeleine Fackler, CIO and Vice President, Information Solutions, Lifescan / "New Business Models: Pricing to Increase Your Competitive Strength"
Jim Geisman, Marketshare
Tuesday, April 26
4:00 - 5:00 PM
203-204 / ROOM
209-210
"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, Strategic Executive Search Group / "A CIO's Strategic Challenges: How to Combine Custom Software Development, SOA and a Global Delivery Model to Achieve Unbeatable Advantages Over the Competition."
Mark Sarago, CIO Ameriquest / "Introduction to SOX for Non-Accelerated Filers and Private Companies"
Tom Lamoureux, KPMG LLP Risk Advisory Services Leader for Electronics, Software & Services Silicon Valley / "What's Your Story? Seasoned Journalists Weigh In On The Elements of a Good Story"
Moderator: Sabrina Horn, President and CEO, Horn Group, Inc.
Panelists: J. Bonasia, Investor’s Business Daily; Victoria Murphy, Sr. Reporter, Forbes; John Soat, Editor, Information Week / "The New Mantra of Product Development in this Decade - Very Fast Cycle Time, Peak Quality and Low Cost, Part 1"
Jnan Dash, CTO, Sonata Software; Rich Moore, CEO, IDe; John Marrah, President and CEO, Ecometry; Marylon McGinnis, VP Offshore Development , Infor / "A High CARB diet for CEOs: Creating Actionable Results for Business"
Shellye Archambeau, CEO, MetricStream
Wednesday, April 2710:45 - 12:15 PM
GREAT AMERICA 1 / GREAT AMERICA 2 / GREAT AMERICA J / GREAT AMERICA K / ROOM203-204 / ROOM
209-210
"Maximizing the Profitability of Customer Relationships through Effective Support & Maintenance Strategies"
Tom Sweeny, Principal, Service Excellence Research Group (SERG) / "Strategic Trends in Global Software Development"
Chris Twogood, Vice President, Teradata Analytical Applications and Business Intelligence Product Management / "The Current M&A Landscape"
Dave Ketsdever, CEO, SVB Alliant / "Coaching the Complex
Sale - In Eight Simple
Questions" - Rick Page, Chairman &
CEO, The Complex Sale, Inc. / "Dealing with Darwin - Twelve Types of Innovation for Today's Competitive Environment"
Phillip Lay, Managing Director, TCG Advisors / "Open Source Beyond Linux"
Martin Fink, VP Linux, HP
"Support and Maintenance Revenues Under Attack"
Rahul Sood, Managing Partner, Tech Strategy Partners; JB Wood, President & CEO, Service & Support Professionals Association (SSPA) / "Outsourced Product Development: Strategic to Startups?"
Moderator: AB Maynard, President, Agilocity Consulting Panelists: John C.
McCarthy, VP - Asia Pacific Research, Forrester Research, Inc.; Rosen Sharma, President & CEO, Solidcore Systems; Mark Sherman, General Partner, Battery Ventures / "Successfully Managing the Welcome Distraction of an M &A Transaction"
Steve Hourigan, Vice-Chairman, AppIntelligence; Kevin Iudicello, VP, SVB
Alliant / "The Seven Natural Laws of Selling Software" - Steve Martin, Author, Heavy Hitter Selling. / "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
"Support and Maintenance Revenues Under Attack"
Rahul Sood, Managing Partner, Tech Strategy Partners; JB Wood, President & CEO, Service & Support Professionals Association (SSPA) / "Should Customers Demand Better Security Without Having to Pay for It"
Moderator: Madhvan Vasudevan, Sr. Director - Business Development, Datapower, Inc.
Panelists: Maryann Davidson, CSO, Oracle;
Phil Dunkelberger, CEO & President, PGP Corporation; Parveen Jain, EVP - Corporate Marketing and Strategy, McAfee / "Successfully Navigating an M&A Transaction - Buyer ’s Perspective"
Ajei Gopal, EVP, Symantec; Kevin Iudicello, VP, SVB Alliant; John Walles, EVP Operations, SSA Global / "Accelerating Business Performance with Integrated Sales and Marketing Management"- Barbara Saxby, Partner, Milestone Group / "Guerrilla Warfare Case Studies 2004-2005"
Rick Bennett, TRBA / "Open Source: Emerging Best Practices"
Moderator: Henry W. (Hank) Jones, III, Intersect Technology Consulting & Law Office of Henry W. Jones, III
Panelists: Madhukar Govindaraju, VP Engineering, Hyperion Solutions Corp.; Curtis Hill, VP Engineering, Pervasive Software; Joseph Pistritto, VP Development, Embarcadero Technologies
Wednesday, April 274:00 - 5:00 PM
GREAT AMERICA 1 / GREAT AMERICA 2 / GREAT AMERICA J / GREAT AMERICA K / ROOM203-204 / ROOM
209-210
"Recent Trends in Software Industry Executive Compensation"
Kent Plunkett, Founder and CEO, Salary.com / "Leveraging an Integrated In-House and Offshore Engineering Strategy"
Kelly Ireland, VP of Engineering, Metreo / "Raising Venture Capital - What is Getting Financed and Why"
Moderator: Dan Dorosin, Partner Fenwick & West
Panelists: Sam Jadallah, General Partner, Mohr, Davidow Ventures; Greg Sands, Managing Director, Sutter Hill Ventures; Allan Thygesen, Managing Director, The Carlyle Group / “"HP Research and Innovation in Software"
Dick Lampman,SVP, Director, HP Labs / "Field Enablement Marketing Strategies for Driving New Business Growth"
Moderator: Carl Tsukahara, Principal, Marketing Arts
Panelists: Bob Macdonald, CMO, InQuira; Rani Merritt, VP Marketing, Arcsight / "Enhancing Software Delivery Optimization
(SDO) with the Application Lifecycle Management (ALM) Dashboard"
Chris Barbin, SVP of WW Services, Borland Software Corporation; Dan Schirf, Director of Sales and Business Development, Scandent Solutions
Program Notes and Biographies