Software Executive Magazine

February/March 2018

Software Executive magazine helps software executives grow their businesses by showcasing the business best practices of our readers, executives from established and innovative software companies.

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Contents 8 The List 10 By The Numbers 12 Opinions & Challenges 11 Companies To Watch SOFTWAREEXECUTIVEMAG.COM FEBRUARY/MARCH 2018 4 Welcome to Software Executive @SoftwareExecMag w w w. S o f t w a r e E xe c u t i v e M a g . c o m Framework: F E B R UA R Y / M A R C H 2 0 1 8 V O L . 2 N O. 1 14 Cover Story: VEND This global software company's partnership strategy relies on metrics, incentives, and engagement — not just a pile of press releases. SOFTWARE EXECUTIVE (ISSN: 2574-3295) Vol. 2, No. 1. This magazine is published by VertMarkets, Inc. at Knowledge Park, 5340 Fryling Road, Suite 300, Erie, PA 16510-4672. Phone (814) 897-9000, Fax (814) 899-5587. Copyright 2017 by Peterson Partnership. All rights reserved. Printed in the USA. SUBSCRIPTION RATES For qualified readers in the U.S. and Canada: $0. For non-qualified readers in the U.S. and all other countries: $197 for one year. POSTMASTER Send address corrections (Form 3579) to Software Executive, Knowledge Park, 5340 Fryling Road, Suite 300, Erie, PA 16510-4672. 5 Contributors 6 Viewpoint 7 Editorial Advisory Board/ Ask The Board Index: 29 EXECUTIVE PROFILE Peter Jackson, Bluescape 20 Five SaaS Sales Suggestions An AI software sales visionary talks funding growth, learning from mistakes, training, pricing, demo strategies, and more. 24 Engineering A Niche Startup Any mature software company can learn from this startup's approach to customer feedback and streamlined operations. Follow Us: 30 SCALING & GROWING Leveraging Partnerships To Scale Your Company 32 SCALING & GROWING Sales Tax For SaaS: An Update 36 DEVELOPER RESOURCES What Software Companies Get Wrong About DevOps 38 SELLING & MARKETING Why Choosing A Smaller Niche Is The Best Business Decision You'll Ever Make 40 CHANNEL STRATEGIES 5 Questions To Ask Prospective Partners To Reach Revenue Objectives 42 LEADERSHIP LESSONS The Intersection Of Joy, Skill, And Need

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