Keys to Enterprise ISV Success in the Cloud

Sandhill.com published an article I wrote today called, “Eight Keys to Enterprise ISV Success in the Cloud.” They are:

  1. Don’t Treat SaaS as “Just Another Product” (with reference to this 2007 SaaS BI article from Ken Rudin)
  2. Don’t Underestimate the Importance of Executive Commitment
  3. Figure Out Compensation Early
  4. Encourage SaaS Independence (But Leverage Your Core Technology)
  5. Embrace Multitenancy and Agile Development
  6. Establish the Right Partnerships
  7. Know Your Metrics (a topic I used to write a lot about at LucidEra)
  8. Focus on Customer Success (if you haven’t read Marc Benioff’s Behind the Cloud, you should!)

My hope is that the post will generate some discussion. Recently my friend Lew Cirne wrote an interesting post on the topic called, “Old Dogs, New Tricks and SaaS.” It’s a slightly different take on the opportunity and threat…

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