Softletter Archives Index, 2005 - 2011

January 15th, 2005

• Technology for Software’s Sake
• The Convergence Syndrome
• Benchmarks: Return on Equity
• Using Strawmen in M&A Negotiations
• Cardfile: Must Read Development Blogs

January 31st, 2005

• Pricing and Value Approaches for Embedded Software
• Patently Obvious
• Benchmarks: Services Margins
• Escrow Provisions in M&A Transactions, Part I of II
• Cardfile: Google Tools and Sites

February 15th, 2005

• Open Source Business Models and Trends, Part I of II
• The 504b Option
• Benchmarks: OEM Best Practices
• Escrow Pro visions in M&A Transactions, Part II of II
• Cardfile: Mail Management Tools and Services

February 28th, 2005

• Open Source Business Models and Trends, Part II of II
• Groups Vs Communities
• Benchmarks: Chief Technology Officer Compensation
• Types of Statements That Can Spoil a Deal
• Cardfile: Business Wiki Tools

March 15th, 2005

• Muscle Bound Messiah? A Look at the Current State of Agile Programming, Part I of II
• Non-Recurring Engineering, Part I of II
• Benchmarks: Q4 Venture Capital Investments
• How to Detect a Non-Negotiationg Buyer
• Cardfile: Pod Casting Software

March 31st, 2005

• Muscle-Bound Messiah? A Look at the Current State of Agile Programing, Part II of II
• Non-Recurring Engineering, Part II of II
• Benchmarks: Tech Support Salary Trends
• Passive Vs Active Shareholders
• Cardfile: Software Cost Estimation Resources

April 15th, 2005

• Gaming Your Marketing and Sales
• The Developing OEM/ISV Trialware Model
• Benchmarks: Operating Income
• The Benchmark 50: Operating Income
• Cardfile: Negotiation Tactics

April 30th, 2005

• Mike Bosworth on Sales Read Messaging
• The Open Source Dilemma
• Benchmarks: Revenue per Product Management Best Practices
• The Power of the Minority
• Cardfile: Copyright Protection and Maintenance

May 15th, 2005

• Detecting Business Disaster’s Early Warning Signs
• The Open Source Dilemma, Part II of II
• Benchmarks: Software Localization Highlights from the 2005 Lisa Global Software Survey
• Deal Killers: What’s Wrecking Value Today
• Cardfile: IT Evaluation Sites

May 31st, 2005

• Softletter Case Study: Working with the Analysts
• The Rebate Recoil
• Benchmarks: Operating Profit per Employee
• What Will Kill the Current Boom in Software M&A
• Cardfile: Analyst Analysis Sites and Information

June 15th, 2005

• ASP/SaaS Pricing Models, Part I of II
• Introduction and Hello from Don Rosenberg
• Benchmarks: Q1 Venture Capital Investments
• Getting a Deal Done: Spousal Approval
• Cardfile: Sales Lead Resources

June 30th, 2005

• ASP/SaaS Pricing Models, Part II of II
• Rules for Effective Business Blogging
• Benchmarks: Sales and Marketing
• The Ten Worst Things You Can Do When Selling Your Software Company, Part I of II
• Cardfile: Bad Marketing and Business Analysis

July 15th, 2005

• Softletter Case Study: Training Your Resellers to Sell
• Make Conferences Work for Lead Generation
• Benchmarks: Research & Development
• The Benchmark 50: Research & Development
• The Ten Worst Things You Can Do When Selling Your Software Company, Part II of II
• Cardfile: Translation and Language Service

July 31st, 2005

• Agents: A Different Partnering Approach
• Tips for Increasing Software Maintenance Renewals
• Benchmarks: General & Administrative Costs
• The Benchmark 50: General & Administrative
• Angel Investors
• Cardfile: Taxes

August 15th, 2005

• Comeback Kid: SaaS Comes off the Canvas
• Preliminary Patent Searches for the Entrepreneur, Part I of II
• Benchmarks: Services Contribution
• The Benchmark 50: Services Contributions
• Is My Company Too Small to Sell?
• Cardfile: Patent Searches and Information

August 31st, 2005

• The Eternal Darkness of the Clueless Mind
• Preliminary Patent Searches for the Entrepreneur, Part II of II
• Benchmarks: Mergers and Acquisitions
• Benchmarks: Mergers and Acquisitions
• Exit Strategies: Think M&A
• Cardfile: Key Word Portfolio Management

September 15th, 2005

• Four Ways to Stop Margin Erosion at the Point of Sale
• RSS as a Replacement for E-mail?, Part I of II
• Benchmarks: Q2 Venture Capital Investments
• If it Takes 8 Months to Sell, When Should I Begin Planning?
• Cardfile: RSS Resources

September 30th, 2005

• Channel Optimization: Are You Giving the Channel Too Much?, Part I of II
• RSS as a Replacement for E-mail?, Part II of II
• Benchmarks: Chief Marketing Officer Compensation
• When is the Right Time to Sell?
• Cardfile: Channel News and Management Resources

October 15th, 2005

• Channel Optimization: Are You Giving the Channel Too Much?, Part II of II
• Licensing Complexity: An SaaS Driver
• The First Softletter Open Source Software Poll, Part I
• Due Diligence Tips for Sellers, Part I of II
• Cardfile: Rich Internet Development

October 31st

• Softletter Case Study: The East Goes West
• Using Your Press Kit to Educate the Press
• The First Softletter Open Source Software Poll, Part II
• Due Diligence Tips for Sellers, Part II of II
• Cardfile: Affiliate Management Software

November 15th, 2005

• Value-Based Partnering Programs, Part I of II
• Keep Microsoft’s Pricing Changes in Perspective
• Benchmarks: Chief Financial Officer Compensation
• Accounting Problems: Don’t Let Them Stop Your Deal, Part I of II
• Cardfile: Ruby on Rails Resources

November 30th, 2005

• Value-Based Partnering Programs, Part II of II
• SoftSummit, 2005: Recapping the Strategic Points
• Benchmarks: Chief Executive Officer Compensation
• Accounting Problems: Don’t Let Them Stop Your Deal, Part II of II
• Cardfile: SOA (Service-Oriented Architecture) Resources

December 15th, 2005

• The ActiveWords Action Man
• Building Effective Landing Pages
• Benchmarks: Chief Executive Officer Compensation
• M & A Global Process
• Cardfile: Open Hardware Resources

January 15th, 2006

• SaaS Sales Compensation Models: Another Approach, Part II of II
• Advisory Board: Online Sales-Merchant Responsibilities
• Benchmarks: Q3 2005 Venture Captial Investments
• Equities: What is the Number One Reason Behind a Company Sale? by Nat Burgess, Corum Group
• Cardfile: Online Collaboration

January 31st, 2006

• Aligning Your Pricing Metrics With Customer Expectations
• The 2006 CODIEs
• Benchmarks: Services Margins
• Software Sector Consolidation—Why It Is Important To Pay Attention
• Cardfile: Online Presentations

February 15th, 2006

• Help! Microsoft is Targeting My Business, Part I of II
• What We Have Here Is a Failure to Communicate, Part I of II
• Benchmarks: Return on Equity
• Legal Strategies: What to Expect and Who Pays, Part I of II
• Cardfile: The Next Big Thing

February 28th, 2006

• Help! Microsoft is Targeting My Business, Part II of II
• What We Have Here Is a Failure to Communicate, Part II of II
• Benchmarks: Chief Technology Officer Compensation
• Legal Strategies: What to Expect and Who Pays, Part II of II
• Cardfile: Mashup Resources

March 15th, 2006

• Acquiring New Customers: Enterprise Sales V2.0
• What SaaS Pricing Flexibility and Ecosystem Development
• Benchmark: Product Management Compensation
• A Healthy Bubble: The Second Biggest Year in Software M&A in the Last 20 Years
• Cardfile: ROI Tool

March 31st, 2006

• RIM vs NTP: The Fallout
• Increasing Q&A Costs Squeeze Bottom Lines, Part I of II
• Benchmarks: Operating Income Ratios Up in 2005
• Earnouts: The Good, the Bad, and the Ugly
• Cardfile: New and Interesting Reads

April 15th, 2006

• The New High-Tech “Bubble” (Not the Same as the Old)
• Increasing Q&A Costs Squeeze Bottom Lines, Part II of II
• Benchmarks: Q4 Venture Capital Investments
• When to Dig In Your Heels During Negotiations
• Cardfile: New and Interesting Reads

April 30th, 2006

• Forget the Crystal Ball: Try These Approaches to Understanding What Your Customers Will Want
• Harsh Shelves: The Retail Realm Becomes Grimmer, Part I of II
• Benchmarks: Requirements Manager Compensation
• How Applications Cross the Chasm to Valuations, Part I of II
• Cardfile: Requirements Development Resources

May 15th, 2006

• The Micro-ISV Father Discusses the Kids
• Harsh Shelves: The Retail Realm Becomes Grimmer, Part II of II
• Benchmarks: Research and Development
• How Applications Cross the Chasm to Valuations, Part II of II
• Cardfile: WebOS Resources

May 31st, 2006

• Endangered Environments
• Avoiding Purchasing Pitfalls
• Benchmarks: Google Survey Part I: Google for Promotion
• “Earnouts are Useless.” A Deal Structure Myth?
• Cardfile: Proposal and RFP Management

June 15th, 2006

• The Emergence of Software Product Line Development
• Disadvantage: Microsoft
• Benchmarks: Q1 Venture Capital Investments
• Asia Is Coming
• Cardfile: New and Interesting Reads

June 30th, 2006

• Building a SaaS Software Pricing Model
• How to Build an Effective Affiliate Program, Part I of III
• Benchmarks: CMO Compensation
• Asia Is Coming, Part II of II
• Cardfile: Blog Monitoring and Analysis

July 15th, 2006

• Automating Your Product Management Processes
• How to Build an Effective Affiliate Program, Part II of III
• Benchmarks: General & Administrative Costs
• Preferred Shares: The Monster That Ate Your Deal
• Cardfile: Alternative Retail

July 31st, 2006

• Trolls and Robes: The Supreme Court Steps In
• How to Build an Effective Affiliate Program, Part III of III
• Benchmarks: Google Survey Part II: Google as a Platform
• Liabilities, Liabilities, Liabilities…Is That All You Can Think About? Part I of II
• Cardfile: Web Clipping Services

August 15th, 2006

• Timing Disruption, Part I of II
• Aligning Sales and Marketing for Better Leads, Part I of II
• Benchmarks: Chief Sales Officer Compensation
• Liabilities, Liabilities, Liabilities…Is That All You Can Think About? Part II of II
• Cardfile: Book Review: Exceptional Selling: How the Best Connect and Win in High Stake Sales by Jeff Thull. John Wiley and Sons, September 2000

August 31st, 2006

• Timing Disruption, Part II of II
• Aligning Sales and Marketing for Better Leads, Part II of II
• Benchmarks:SaaS Survey Part I: Software Companies Considering SaaS
• Software M&A
• Cardfile: Useful E-mail Marketing Tools

September 15th, 2006

• The SaaS Channel: A Work in Progress
• The Latest in Search Engine and AdWords Shenanigans, Part I of III
• Benchmarks: Q2 Venture Capital Investments
• Strategic versus Financial Buyers, Part I of II
• Cardfile: Softletter Flashback

September 30th, 2006

• Building a Balanced Executive Team
• The Latest in Search Engine and AdWords Shenanigans, Part II of III
• Benchmarks: Google Survey Part III: Google as Competitive Environment
• Strategic versus Financial Buyers, Part II of II
• Cardfile: More Useful Search Engine Tools Redux

October 15th, 2006

• The Methodologies and Economics of Updating
• The Latest in Search Engine and AdWords Shenanigans, Part III of III
• Benchmarks: Operating Income per Employee
• Representations and Warranties Insurance
• Cardfile: More Useful Search Engine Tools Redux

October 31st, 2006

• SaaS Survey Part II: Experience with SaaS

November 15th, 2006

• The Odd Couple: Desktop Software Meets SaaS
• Product Management and SaaS
• Benchmarks: Revenue per Employee
• Why All the Focus on EBITDA?
• Cardfile: Recommended Reading

November 30th, 2006

• Building a SaaS Channel
• The Aggregators
• Benchmarks: Chief Financial Officer Compensation
• Reps and Warranties: Vital to the Deal
• Cardfile: Specialized and Online Backup

December 15th, 2006

• How Google Plays the AdWords Game
• The 2006 CODIES: Impressions and Comments
• Benchmarks: Q3 Venture Capital Investments
• The Top 50: Highest Paid Public Company CFO’s
• Cardfile: Ajax Resources

December 31st, 2006

• Strategies for Maximizing Google AdWords ROI, Part I of II
• Google AdWords Survey Results
• When Your Employees Should Know About Your Deal Plans
• Some Fun Blogs for the Holiday

January 15th, 2007

• Strategies for Maximizing Google AdWords ROI, Part II of II
• Benchmarks: Chief Executive Officer Compensation
• Sharing the Wealth—Taking Care of Your Employees at Close
• Bad Design Resources

January 31st, 2007

• What to Do When the Customer Says “Take This EULA and Shove It”
• Advisory Board: Identifying Good Product Managers
• Services Margins and Contributions
• Recasting Your Financials for an M&A Event
• Book Review: The Software Licensing Handbook by Jeff Gordon

February 15th, 2007

• Video Helped the Software Star
• CD Cover Mount Placement Programs, Part I of II
• Benchmarks: Return on Equity
• SaaS In The M&A Arena
• Free Phone Conferencing Resources

February 28th, 2007

• Second Life and Software: Two Avatars Meant for
• Each Other?
• CD Cover Mount Placement Programs, Part II of II
• Benchmarks: Operating Income per Employee
• Negotiating Your Non-Compete Agreement, Part I of III
• Second Life Resources

March 15th, 2007

• Escrow Agreements in the Age of SaaS
• Interns: A Secret Weapon to Increase Company Bandwidth
• Benchmarks: Q4 Venture Capital Investments
• Negotiating Your Non-Compete Agreement, Part II of III
• Intern Hiring Resources

March 31st, 2007

• com, AppExchange, and the Platform Wars Redux
• What to Do When the Clock Strikes 11 (th Hour Sales Negotiations)
• Benchmarks: Operating Income
• Negotiating Your Non-Compete Agreement, Part III of III
• AppExchange Resources

April 15th, 2007

• Apple’s New Orchards
• Analyst Marketing Services: Think Hard Before You Buy
• Benchmarks: General and Administrative
• Q1 Analysis: M&A Hits New Record
• Virtualization Resources

April 30th, 2007

• Creating and Deploying Effective Customer Concerns Surveys
• The Supreme Court Changes the Patent Playing Field (Again), Part I of II
• Benchmarks: Customer Concerns Surveys Best Practices
• Working Capital—Its Role in Deal Negotiations
• Survey Creation Resources

May 15th, 2007

• Why Every Presentation You’re Doing Today S***Ks
• The Supreme Court Changes the Patent Playing Field (Again), Part II of II
• Benchmarks: Software Companies and Business Blogging
• Capitalization of Software R&D Choices
• Twitter Resources

May 31st, 2007

• The Way of the OEM
• Seth Grodin, Squidoo and Lenses
• Benchmarks: Software Company Websites and RSS
• The 10 Second “What is My Company Worth?” Valuation
• SaaS Infrastructure Services

June 15th, 2007

• Providing Your Customer With a SaaS Security Blanket
• Software Licensing and the GPL, Part I of II
• Benchmarks: Q1 2007 Venture Capital Investments
• Due Diligence: Get Ready to Meet the Buyer’s Every Request
• Social Bookmarking Resources

June 30th, 2007

• Thriving in the Shadow of the Beast
• Software Licensing and the GPL, Part II of II
• Benchmarks: Chief Technical Officer Compensation
• Preparing for the Sale: The Documents
• Taguchi Testing Resources

July 15th, 2007

• The Windows Vista Positioning Fiasco: What You Can Learn
• Desktop Opportunities in Russia and the Successor States: An Overview
• Benchmarks: Research and Development
• The Top Five M&A Deals of the Past Five Years
• Online Focus Group Resources

July 31st, 2007

• The 2007 Softletter Sales Efficiency Survey: Summary Results
• Developing Solid Financial Projections
• PR Community Portals

August 15^th,  2007

• A SAS 70 Audit: Should You Make the Investment?
• The 2007 Softletter Sales Efficiency Survey: Detailed Analyses
• When is the Right Time to Sell?
• SAS 70 Resources

August 31st,  2007

• Creating Compelling Product Roadmaps
• The Softletter 2007 Sales Efficiency Survey: Close Rates
• Benchmarks: Q2 2007 Venture Capital Investments
• Seller Beware—Outside Deal Funding Required
• Product Roadmap Resources

Sept. 15th, 2007

• States of Seduction: How to Work with State CIOs
• Hot Tips on Optimizing AdWords Campaigns
• Benchmarks: Detailed Enterprise and SaaS Sales Analyses
• What is a Recapitalization?
• Alternatives to Google Analytics

Sept. 30th, 2007

• The 2007 Softletter SaaS Survey: Summary Results

Oct. 15th, 2007

• The 2007 Softletter SaaS Survey: Summary Results, Part II

Oct. 31st, 2007

• Sales Self-Sabotage: The Cause and the Cure
• The Softletter SaaS Survey 2007: Marketing Analyses
• Partner Conflict, the Hidden Motivator to Sell

Nov. 15, 2007

• The 2007 Softletter Telesales Efficiency Survey: Summary Results, Part I of II
• Winning Business Models: Evolve or Die (Adobe), Part I of II
• M&A vs. IPO
• Useful Marketing Blogs

Nov. 30th, 2007

• The 2007 Softletter Telesales Efficiency Survey: Summary Results, Part II of II
• Winning Business Models: Evolve or Die (Adobe), Part II of II
• Product Management and SaaS
• Protecting Your IP from Outsider (or Insider) Claims When You Sell Your Company
• Video Development and Deployment Resources

Dec. 15th, 2007

• Four Critical Success Factors for Your Products
• Winning Business Models: New Products or Markets Often Require New Business Models (SAP)
• Benchmarks: Q3 2007 Venture Capital Investments
• Not All Revenue Is Created Equal, Part I of III
• Speech to Text Resources

Dec. 31st, 2007

• Four Critical Success Factors for Your Products
• Winning Business Models: New Products or Markets Often Require New Business Models (SAP)
• Benchmarks: Q3 2007 Venture Capital Investments
• Not All Revenue Is Created Equal, Part I of III
• Speech to Text Resources

January 15th, 2008

• The 2007 Codies: Views and Observations
• Winning Business Models: Relationships
• Benchmarks: Open Source and SaaS; Multi-Tenancy and SaaS
• When Your Sector Starts to Consolidate
• Cardfile: Domain Management and Protection Resources

January 31st, 2008

• Gaming Innovation
• The Case Against Cold Calling
• Benchmarks: Benchmarks: Mergers and Acquisitions
• Not All Revenue is Created Equal, Part III of III
• Cardfile: Reputation Management Resources

February 15th, 2008

• Open Source and the SaaS Development Connection
• The Winning Business Models: Innovation vs. Invention
• Benchmarks: Chief Executive Officer Compensation, 2007
• Impact of the Sub-Prime Meltdown on Software M&A
• Cardfile: Cloud Top Resources

February 28th, 2008

• Converting From a Licensed to a Subscription Model
• Using Robosoft to Boost MicroISV Sales
• Benchmarks: Return on Equity, 2007
• Yes, There Are Bad Deals
• Cardfile: Social Media Resources

March 15th, 2008

• Valuing Options While Running the Compliance Gauntlet, Part I of Il
• Using a Four Quadrant Matrix to Invest Development Resources
• The Benchmark 50: Operating Income Per Employee
• The Top 10 US M&A Buyers
• Wireless/Proximity Marketing Resources

March 31st, 2008

• Valuing Options While Running the Compliance Gauntlet, Part II of Il
• Winning Business Models: SaaS as a Game-Changer
• Benchmarks: Q4 2007 Venture Capital Investments
• Keeping Negotiations Secret, Part I of II
• Logo Design Resources

April 15th, 2008

• Return Leaders: Conversation With the Founders
• The Windows Vista Positioning Disaster: Strategies for Recovery, Part I of III
• Benchmarks: Research and Development, 2007
• Keeping Negotiatons Secret, Part Ii of II
• Backlink Checker Resources

April 30th, 2008

• Creating and Deploying Effective Customer Concerns Surveys
• The Supreme Court Changes the Patent Playing Field (Again), Part I of II
• Benchmarks: Customer Concerns Surveys Best Practices
• Working Capital—Its Role in Deal Negotiations
• Survey Creation Resources

May 15th, 2008

• Social Marketing Today; What Works, Where, and Why
• The Windows Vista Positioning Disaster: Strategies for Recovery, Part III of III
• Benchmarks: General & Administrative, 2007+
• The Top 10 European Buyers
• ROI Calculators and Resources

May 31st, 2008

• Softletter Case Study: Building a SaaS Channel
• Winning Business Models: VARs Adapt to New Realities
• Benchmarks: Revenue Per Employee, 2007
• Are You the Big Dog in Your Vertical Market Niche?
• Comment Sniping and Monitoring Resources

June 15th, 2008

• Five Ways to Improve Your Software Sales Results With Better Quotes and Proposals
• Changing the Way We Communicate, Part I of II
• The Softletter/Prolexic Website Security Survey
• Outsourcing to India
• Patent Management Resources

June 30th, 2008

• SaaS Deal Basics: What Needs to Be in Your Software-as-a-Service Customer Agreements, Part I of II
• Changing the Way We Communicate, Part II of II
• The Softletter/Prolexic Website Security Survey, Part II
• Proposal Management Resources

July 15th, 2008

• SaaS Deal Basics: What Needs to Be in Your Software-as-a-Service Customer Agreements, Part II of II
• Benchmarks: Q1 2008 Venture Capital Investments
• The Top 50: Software Venture Capital Investments—Q1, 2008
• Mixing Traditional Software Licensing and SaaS

July 31st, 2008

• Product Management and SaaS: Changing the Game
• Amazon, Software Bugs, the Angel and the Devil
• Benchmarks: Sales and Marketing, 2007
• The Top Five Problems in Software Company Financials
• Online Meeting Resources Resources

August 15th, 2008

• Joel Spolsky Grows Up!
• Twelve Tactical Tips to Ensure Your Webinar Succeeds
• Highlights from the Mural Consulting SaaS Survey
• Protecting Your Excess Cash
• Event and Seminar Notification Resources

August 31st, 2008

• Conserving Your SaaS Cash
• The Cloud and Your CIA (Confidentiality, Integrity, Availability)
• Highlights from the Mural Consulting SaaS Survey, Part II of II
• Relative Valuations, Relative Wealth, and the Fallacy of Market Timing
• iPhone Development Resources

September 15th, 2008

• Software Leasing During a Financial Crisis
• Summary Results from the Softletter 2008 SaaS Survey, Part I of IV
• Benchmarks: Chief Technical Officer Compensation, 2007
• Relative Valuations, Relative Wealth, and the Fallacy of Market Timing
• iPhone Development Resources

September 30th, 2008

• Summary Results from the Softletter 2008 SaaS Survey, Part II of IV
• Revenues and Pricing
• Pricing, Subscription Options, and Release Models
• Product Architecture and Development

October 15th, 2008

• Summary Results from the Softletter 2008 SaaS Survey, Part III of IV
• Infrastructure and Security
• SaaS Reseller Channels
• SaaS Reseller Payment and Options
• SaaS Sales Compensation Practices and Budgets
• SaaS Marketing and Budgets

October 31st, 2008

• Summary Results from the Softletter 2008 SaaS Survey, Part IV of IV
• SaaS and Initial Professional Services
• SaaS and Product Management
• Impact of SaaS on Product Management
• M&A Exit in a Downturn: Nine Things to Do
• Virtual Tradeshow Resources

November 15th, 2008

• The Softletter 2008 Software Marketing Survey, Part I of V

November 30th, 2008

• The Softletter 2008 Software Marketing Survey, Part II of V

December 15th, 2008

• The Softletter 2008 Software Marketing Survey, Part III of V

December 31st, 2008

• The Softletter 2008 Software Marketing Survey, Part IV of V

January 15th, 2009

• Summary Results from the Softletter 2008 Marketing  Survey, Part V of V

January 31st, 2009

• The Lowdown on Down Market Marketing, Part I of II
• SEO for MSN, Yahoo, and Ask
• Benchmarks: Marketing Expenditures and Effectiveness, Part I of II
• How Will the Software Industry Fare in the Worst Recession in 80 Years?
• Sales Lead Resources

February 15th, 2009

• The Lowdown on Down Market Marketing, Part II of II
• Changes Coming to Softletter
• Benchmarks: Marketing Expenditures and Effectiveness, Part II of II
• Terms of Service: Good or Evil
• Android Resources

February 28th, 2009

• Are Your Business Relationships Strong Enough to Survive in Hard Times?
• Seven B2B E-mail Myths
• Benchmarks: Services Contribution, 2008
• The Art of the Software Alliance

March 15th, 2009

• Develop Your SaaS Strategy Now
• How To “Upsell” On The Web—A Case History
• Benchmarks: Profit Margins on Services, 2008
• Why Enterprise SaaS Is No Slam Dunk, Part I of II
• Landing Page Resources

March 31st, 2009

• Software and the Recession: The VC View
• Seven Tips for Taming B2B HTML E-mail Newsletters
• Benchmarks: Chief Financial Officer Compensation, 2008
• Why Enterprise SaaS Is No Slam Dunk, Part II of II
• HTML Newsletter and E-mail Formatting Resources

April 15th, 2009

• The 2009 Softletter Direct Sales Compensation and Efficiency Survey: Summary Results, Part I of II
• Corporate Governance: Seven Lessons for Software Company Directors

April 30th, 2009

• The 2009 Softletter Direct Sales Compensation and Efficiency Survey: Summary Results, Part II of II
• Twelve Tips for Creating and Filming Video, Part I of II
• Do Stock Options Still Matter?

May 15th, 2009

• SaaS Multi-Tenancy: The Business Case, Part I of II
• Twelve Tips for Creating and Filming Video, Part II of II
• Benchmarks: Q1 2009 Venture Capital Investments
• The Current Software M&A Climate: Software Sellers Have Left the Building, Part I of II
• Social Media Resources

May 31st, 2009

• SaaS Multi-Tenancy: The Business Case, Part II of II
• The Innovation Trap: The Challenge of Innovation at Smaller Software Firms, Part I of II
• Benchmarks: Research and Development, 2008
• The Current Software M&A Climate: Software Sellers Have Left the Building, Part II of II

June 15th, 2009

• The Convergence Syndrome: Google, Chrome, Apple, Microsoft
• The Innovation Trap: The Challenge of Innovation at Smaller Software Firms, Part II of II
• Benchmarks: General and Administrative, 2008
• Software License Agreements: SaaS vs Traditional

June 30th, 2009

• The Community of Users: A Concept Whose Time is Coming, Part I of II
• A Quick Twitter Tutorial, Part I of II
• Benchmarks: Operating Income, 2008
• Software Reseller Agreements: SAAS vs Traditional

July 15th, 2009

• The Community of Users: A Concept Whose Time is Coming, Part II of II
• A Quick Twitter Tutorial, Part II of II
• Benchmarks: Operating Income Per Employee, 2008
• Customization in SaaS: Drawing a Line in the Sand, Part II of II

July 31st, 2009

• Software + Services: A Study in Success
• Twitter as a Marketing Tool
• Benchmarks: Benchmarks: Revenue Per Employee, 2008
• Customization in SaaS: Drawing a Line in the Sand, Part II
  of II
• Yet More Twitter Campaign and Marketing Resources

August 15th, 2009

• How to Make Money in Open Source (Charge)
• Mobile Marketing as a Marketing Tool, Part I of III
• Benchmarks: Days Sales Outstanding, 2008
• Protecting Precious Data in SaaS Deals
• Mobile E-mail Marketing Resources

August 31st, 2009

• Virtual Trade Shows—They’re New, They’re Hot, They’re Boring, You May Want to Hold One
• Mobile Marketing as a Marketing Tool, Part II of III
• Benchmarks: Sales and Marketing, 2008
• What Should Your SaaS SLA Look Like?
• More Mobile E-mail Marketing Resources

September 15th, 2009

• Summary Results from the Softletter 2009 Telesales Compensation and Efficiency Survey, Part I of IV
• Mobile Marketing as a Marketing Tool, Part III of III
• Prudent M&A by Robert Chalfin of the Chalfin Group, Part I of II
• Cardfile: Sales Analytics Resources

September 30th, 2009

• Summary Results from the Softletter 2009 Telesales Compensation and Efficiency Survey , Part II of IV
• Prudent M&A by Robert Chalfin of the Chalfin Group, Part II of II
• Cardfile: Pareto Analytics Resources

October 15th, 2009

• Summary Results from the Softletter 2009 Telesales Compensation and Efficiency Survey , Part III of IV
• Legal: Ambulance Chasing and the Cloud by Michael Whitener of VistaLaw, Part I of II
• Cardfile: Kano Analytics Resources

October 31st, 2009

• Summary Results from the Softletter 2009 Telesales Compensation and Efficiency Survey , Part IV of IV
• Legal: Ambulance Chasing and the Cloud by Michael Whitener of VistaLaw, Part II of II

November 15th, 2009

• Feature: Story-driven e-mail
• Advisory Board:  Letting Loose with LinkedIn, Part I of II
• Benchmarks: Software Venture Capital Investments-Q2, 2009
• Legal: What is “Cloud Computing?” Part I of II by Lincoln Murphy, Sixteen Ventures
• Cardfile: Link Shortening Resources

November 30th, 2009

• Feature: Time to CodeBaby Sit Your Website?
• Advisory Board:  Letting Loose with LinkedIn, Part II of II
• Benchmarks: Software Venture Capital Investments-Q3, 2009
• Legal: What is “Cloud Computing?” Part II of II by Lincoln Murphy, Sixteen Ventures
• Cardfile: LinkIn Resources

December 15th, 2009

• Feature: Summary Results from the Softletter SaaS Free (Freemium) and Trial Access Survey Part I of IV
• Advisory Board: SaaS and International Markets, Part I of III
• Cardfile: Innovation Resources

December 31st, 2009

• Feature: Summary Results from the Softletter SaaS Free (Freemium) and Trial Access Survey Part II of IV.
• Advisory Board: SaaS and International Markets, Part II of III.
• Cardfile: iPad Development Resources.

January 15th, 2010

• Feature: Summary Results from the Softletter SaaS Free (Freemium) and Trial Access Survey Part III of IV
• Advisory Board: SaaS and International Markets, Part III of III

January 31st, 2010

• Feature: Summary Results from the Softletter SaaS Free (Freemium) and Trial Access Survey Part IV of IV
• Legal: SLA’s Revisited by Michael Whitener of VistaLaw

February 15th, 2010

• Feature: Forty Acres and a  Smartphone
• Advisory Board: The Fourth Platform, Part I of II
• Legal: “Try and Buy” Provisions in SaaS Agreements, Part I of II
• Cardfile: Lead Scoring Resources

February 28th, 2010

• Feature: Coming Shifts in Software Services Pricing by Dan Whilhelm, Symmetry
• Advisory Board: The Fourth Platform, Part II of II
• Special: Summary Results from the Softletter 2010 SaaS Survey, Part I of V
• Legal: “Try and Buy” Provisions in SaaS Agreements, Part II of II

March 15th, 2010

• Feature:  Summary Results from the Softletter 2010 SaaS Survey, Part II of V
• Advisory Board: Link Building Strategies for Software Companies, Part I of III

March 31st, 2010

• Feature: Summary Results from the Softletter 2010 SaaS Survey, Part III of V
• Advisory Board: Link Building Strategies for Software Companies, Part II of III

April 15th, 2010

• Feature: SaaS Puts the Squeeze on Software Licensing
• Advisory Board: Summary Results from the Softletter 2010 SaaS Survey, Part IV of V

April 30th, 2010

• Feature:  Lead Generation, Scoring, and Conversion to Sales
• Advisory Board: Summary Results from the Softletter 2010 SaaS Survey, Part V of V

May 15th, 2010

• Feature: Apple iSauce
• Advisory Board: Six Tips for Improving Sales Forecasting
• Benchmarks: Chief Executive Compensation, 2009
• SaaS: Network Effect Data in SaaS and The Fallacy of Critical Mass, Part I of III by Lincoln Murphy, Sixteen Ventures

May 31st, 2010

• Feature: A Recurring Revenue Bridge Too Far
• Advisory Board: QR Codes
• Benchmarks: Software Venture Capital Investments – Q1,2010
• SaaS: Network Effect Data in SaaS and The Fallacy of Critical Mass, Part II of III by Lincoln Murphy, Sixteen Ventures
• Cardfile: QR Codes Resources

June 15th, 2010

• Feature: The Softletter 2010 Software Company Valuation Worksheet.
• Summary Results from the Softletter SaaS Escrow Survey, Part I of IV.
• SaaS: Network Effect Data in SaaS and the Fallacy of Critical Mass, Part III of III.

June 30th, 2010

• Summary Results from the Softletter SaaS Escrow Survey, Part II of IV.
• Legal: The Moving Target of Software Sales Taxes, Part I of II by Michael Whitener of VistaLaw International, LLC.
• Cardfile: Software Sales Tax Resources

July 15th, 2010

• Feature: Summary Results from the Softletter SaaS Escrow Survey, Part III of IV
• Benchmarks: Sales and Marketing, 2009
• Legal: The Moving Target of Software Sales Taxes, Part II of II
• Cardfile: Facebook Resources

July 31st, 2010

• Feature: Summary Results from the Softletter SaaS Escrow Survey, Part IV of IV
• Benchmarks: General and Administrative, 2010

August 15th, 2010

• Feature: Sales Compensation in a SaaS Environment: A Practical Approach by Jeff Saling and Rick Chapman
• Benchmarks:  Research and Development, 2009

August 31st, 2010

• Feature: Summary Results from the Softletter Lead Generation, Management, and Conversion to Sales Survey, Part I of IV
• Advisory Board:  Ten Tips for Using Body Language for More Effective Presentations, Part I of II by Sharon Sayler, Author of “What Your Body Says”
• Benchmarks:  Revenue Per Employee, 2009
• M&A: Second Quarter M&A License Public Peer Group. Analysis from The Corum Group.
• Cardfile:  Body Language Resources

September 15th, 2010

• Feature: New Mobile Models for Distribution.
• Advisory Board: Ten Tips for Using Body Language for More Effective Presentations, Part II of II by Sharon Sayler, Author of “What Your Body Says”.
• Research: Summary Results from the Softletter Lead Generation, Management, and Conversion to Sales Survey, Part II of IV
• M&A: Second Quarter M&A SaaS Public Peer Group Analysis

September 30th, 2010

• Feature: Summary Results from the Softletter Lead Generation, Management, and Conversion to Sales Survey, Part III of IV
• Advisory Board: Running Effective Online Focus Groups
• Benchmarks: Software Venture Capital Investments – Q2, 2010
• Legal: Business Process Patents: What Remains After Bilski, Part I of II by Michael Whitener, VistaLaw International

October 15th, 2010

• Feature: Affiliate Relationships the SaaS Way
• Research: Summary Results from the Softletter Lead Generation, Management, and Conversion to Sales Survey, Part IV of IV
• Legal: Business Process Patents: What Remains After Bilski, Part II of II by Michael Whitener, VistaLaw International

October 31st, 2010

• Feature: The PC Desktop – The Final Frontier by Merrill R. Chapman
• Research: Summary Results from the Softletter Social Marketing Survey for Software Companies, Part I of I
• Benchmarks: Operating Income, 2009

November 15th, 2010

• Feature:  Rules of Engagement by Merrill R. Chapman
• Research: Summary Results from the Softletter Social Marketing Survey for Software Companies, Part II of IV
• Benchmarks: Operating Income Per Employee, 2009

November 30th, 2010

• Feature: This Time, the Contract’s Our On You by Merrill R. Chapman.  Article on new tax laws
• Research: Summary Results from the Softletter Social Marketing Survey for Software Companies, Part III of IV
• Cardfile: Wage and Hour Resources

December 15th, 2010

• Research: Summary Results from the Softletter Social Marketing Survey for Software Companies, Part IV of IV

December 31st, 2010

• Feature: Goosing E-mail Marketing with Social Media by Joe Dysart, Softletter
• Advisory Board:  STOP Using the Word “Solution” by Ted Finch, Chanimal
• Benchmarks: Return on Equity, 2009
• Cardfile: “Share This” E-mail, Social, and Website Resources

January 25th, 2011

• Feature: Facebook: Next Generation Best Practices
• Research: 2010 DSO Results, Q3 VC Report
• Advisory Board:  25 Quick Facebook Tips

January 31st, 2011

• Feature: Facebook: Next Generation Best Practices
• Research: 2010 DSO Results, Q3 VC Report
• Advisory Board:  25 Quick Facebook Tips

March 25th, 2011

• The Darker Side of Social Media: Protecting Your Company From a “Domino’s Moment.”  Summary
• Results from Softletter’s Pricing, Discounting and Billing Survey for SaaS Companies,  Part II of II.
• Adv Board: The Retail Epoch in Software Draws to a Close, Part I of II

April 25th, 2011

• Wisdom of the Crowd: Building Your Software Business with Online Reviews.
• The Retail Epoch in Software Draws to a Close, Part II of II
• Benchmarks: Key Highlights from Software Venture Capital. Investments—Q1, 2011
• Best Practices in SaaS Customer Service, Part I of III
• Collecting VAT on SaaS: What Rules Apply?
• Cardfile: Reputation Mangement Resources

May 25th, 2011

• SaaS UI Design: Painting With a Different Palette
• Web Templates for Software Makers: A Fortune 500 Look on the Cheap
• Benchmarks: Key Highlights from Catalyst Resources’ UI Design for SaaS Survey, Part I of II
• Best Practices in SaaS Customer Service, Part II of III
• Cardfile: Private Social Network Resources

June 25th, 2011

• Inherited Health: Seeking Development Wellness Overseas
• Online Press Center Best Practices: A Primer for Software Publishers
• Benchmarks: Key Highlights from Catalyst Resources’ UI Design for SaaS Survey, Part II of II
• Best Practices in SaaS Customer Service, Part III of III
• Cardfile: Online PR Center Resources

July 25th, 2011

• July 25th, 2011  Your Time is Up! What Do You Really Want? Getting to the Ask in the Sales Cycle
• Cool New Tools for E-Marketing
• Benchmarks: Key Highlights from Flexera’s Software Usage and the Impact of the Global Recession, Part I of II
• Content Rights in the Cloud
• Cardfile: Cloud Content Legal Rights Resources

August 25th, 2011

•  DonorCommunity: Doing Good in SaaS
• Spiking Web Traffic with Online Polls
• Benchmarks: Key Highlights from Flexera’s Software Usage and the Impact of the Global Recession, Part II of II.
• SaaS: Channel Blockage and Steering: Lessons in Expectations.
• Cardfile: Higher End Online Survey Resources

September 25th, 2011

• Will SaaS and Virtualization Eat the Desktop and Transform IT?
• Advisory Board: SaaS and the Outsourcing Paradigm Shift
• Benchmarks: Key Highlights from Software Venture Capital Investments-Q2, 2011
• Benchmarks: General and Administrative, 2010
• SaaS: Four SaaS Integrated Business Analytics Systems to Consider.
• Cardfile: Google+ Resources

October 25th, 2011

• Summary Results from the Softletter 2011/12 SaaS Survey, Part I of III
• Advisory Board: Hot Vapor

November 25th, 2011

• Summary Results from the Softletter 2011/12 SaaS Survey, Part II of III
• Advisory Board: Pinterest, Part I of II

December 25th, 2011

• Summary Results from the Softletter 2011/12 SaaS Survey, Part III of III
• Advisory Board: Pinterest, Part II of II