Detlev J. Hoch - Secrets of software success: management insights from 100 software firms around the world
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Secrets of software success: management insights from 100 software firms around the world
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Secrets of Software Success : Management Insights From 100 Software Firms Around the World
author
:
Hoch, Detlev J.
publisher
:
Harvard Business School Press
isbn10 | asin
:
1578511054
print isbn13
:
9781578511051
ebook isbn13
:
9780585118581
language
:
English
subject
Computer software industry--Management--Case studies, Success in business--Case studies.
publication date
:
2000
lcc
:
HD9696.63.A2S43 2000eb
ddc
:
005.3/068
subject
:
Computer software industry--Management--Case studies, Success in business--Case studies.
Page i
Advance Praise for SECRETS of SOFTWARE SUCCESS
"By recounting stories of individual companies' successes, Secrets of Software Success highlights valuable management insights for winning in the software industry." Dr. Erwin Knigs, CEO and President, Software AG, Darmstadt
"Secrets of Software Success is important reading for software professionals, entrepreneurs, CIOs, and CEOs. The authors lucidly present insights into what makes companies successful." S. Ramadorai, CEO, Tata Consultancy Services, India
"A timely book for any leader interested in creating and sustaining success in these extraordinary times, Secrets of Software Success reveals how pioneering companies are transforming our world by delighting customers, managing growth, and building talented teams in a rapidly changing global environment." Doug Burgum, Chairman and CEO, Great Plains
Page iii
Secrets of Software Success
Management Insights from 100 Software Firms around the World
Detlev J. Hoch Cyriac R. Roeding Gert Purkert Sandro K. Lindner with Ralph Mller
Harvard Business School Press Boston, Massachusetts
Page iv
Secrets of Software Success: Management Insights from 100 Software Firms around the World Detlev J. Hoch, Cyriac R. Roeding, Gert Purkert, Sandro K. Lindner, Ralph Mller
With special thanks to: Dirk Berensmann, Rainer Gawlick, Thomas Hoch, Claudia Schopf, Rupert Sttzle
Many of the designations used by manufacturers and sellers to distinguish their products are claimed as trademarks. Where those designations appear in this book and Harvard Business School Press was aware of a trademark claim, the designations have been printed in initial capital letters.
Copyright 2000 McKinsey & Company, Inc. All rights reserved Printed in the United States of America 03 02 01 00 99 5 4 3 2 1
Library of Congress Cataloging-in-Publication Data Secrets of software success: management insights from 100 software firms around the world / Detlev J. Hoch... [et al.]. p. cm. Includes index. ISBN 1-57851-105-4 (alk. paper) 1. Computer software industryManagementCase studies. 2. Success in businessCase studies. I. Hoch, Detlev J., 1954 HD9696.63.A2S43 1999 99-18402 005.3'068dc21 CIP
The paper used in this publication meets the requirements of the National Information and Standards Organization as stipulated in Permanence of Paper for Publications and Documents in Libraries and Archives Z39.48-1992.
Page v
Contents
Foreword by F. Warren McFarlan and Hermann Krallmann
vii
Preface
xi
Acknowledgments
xv
1 "It's Like Riding a Bull"
1
2 A New Business Called "Software"
25
3 Exceptional Software Leaders ARE the Rule
49
4 Winning the War for Software Talent
67
5 Software Development: Completing a Mission Impossible
93
6 Marketing Gods Make Software Kings
121
7 Professional Software Services: Experts at Marketing Trust
159
8 Grow Your Partners to Grow Yourself
179
9 The Landscape of the Future
215
10 Staying on the Bull
241
Appendix I. The Scope and Methodology of the Survey
253
Appendix II. Software History: An Overview
259
Notes
273
Index
297
About the Authors
311
Page vii
Foreword
At the cusp of the twenty-first century, we have entered the fifth decade of the Information Age. It is now clear that information technology, like earlier technologies such as railroads, electricity, and telecommunications, is transforming society profoundly and changing fundamentally the nature of work, the types of products available, and service expectations. It was more than a century before the full impact of those earlier technologies was felt, and when the effect was complete, society and commerce were deeply changed. So it also will be with information technology.
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