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2011 | Buch

Keynote: Engineering Challenges of New Business Models in Software Kapitel lesen Erstes Kapitel lesen

Software Business

Second International Conference, ICSOB 2011, Brussels, Belgium, June 8-10, 2011. Proceedings

herausgegeben von: Björn Regnell, Inge van de Weerd, Olga De Troyer

Verlag: Springer Berlin Heidelberg

Buchreihe : Lecture Notes in Business Information Processing

Enthalten in: Springer Professional "Wirtschaft+Technik" , Springer Professional "Technik" , Springer Professional "Wirtschaft"

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Über dieses Buch

This book contains the refereed proceedings of the Second International Conference on Software Business (ICSOB) held in Brussels, Belgium, in June 2011.

This year's conference theme "Managing Software Innovation for Tomorrow's Business" reflects the specific challenges in the research domain of software business. The 14 papers accepted for ICSOB were selected from 27 submissions covering topics like software ecosystems, usage of open source software, software as a service, and software product and project management. The volume is completed by a short summary of the keynote and the two workshops (EPIC 2011 "Third Workshop on Leveraging Empirical Research Results for Software Business," and IWSECO 2011 "Third International Workshop on Software Ecosystems") preceding the main conference.

Inhaltsverzeichnis

Frontmatter

Part 1 Keynote

Keynote: Engineering Challenges of New Business Models in Software
Abstract
The software engineering research agenda has largely emerged from experience of software development in the context of established software business models. Thus, principally bespoke software development or more rarely ’product’ software development - unitary software delivered under a product licensing agreement to a market. The reshaping of the software business through the introduction of new ways of ’delivering’ software with associated business models must necessarily lead us to reconsider the software engineering agenda. Thus applications offered ’as a service’, ’apps’ with associated ’channels’, ’appliances’, fine-grain software services and so on each have associated with them unique engineering challenges which need to be addressed.
Anthony Finkelstein

Part 2 Research Papers

How to Sell SaaS: A Model for Main Factors of Marketing and Selling Software-as-a-Service
Abstract
Software-as-a-Service providers have been growing fast while the contemporary research literature has neglected analysis of their business-critical marketing and sales processes. In this paper we collect the key factors characterizing how to market and sell SaaS to business customers into an eight dimensional model. We also use an explorative multi-case study to observe six SaaS providers and validate the model. The interviewed providers emphasized use of the Internet for marketing communication while personal direct sale was the dominating sales approach. Customer acquisition cost was the key performance indicator for marketing and sales while customer lifetime value and churn were the KPIs in customer relationship management.
Pasi Tyrväinen, Joona Selin
Business Continuity Solutions for SaaS Customers
Abstract
Organizations are increasingly adopting SaaS-solutions in favor of traditional on-premise solutions, because of the advantages in terms of cost reduction, implementation time and scalability. Business continuity of these SaaS-solutions is often neglected, even when business processes that depend on the SaaS-solution are critical. This paper addresses business continuity for SaaS-solutions by identifying and evaluating different business continuity solutions to protect customers from the risk of their SaaS-provider going bankrupt. Two solutions; ‘SaaS-escrow’ and the ‘SaaS-guarantee-fund’, are evaluated in expert interviews and a survey. The conclusions of this research are that there is a need for SaaS business continuity solutions, SaaS continuity solutions are not frequently employed, and that the two solutions presented here are favored equally by a panel of business managers.
Tommy van de Zande, Slinger Jansen
Software Ecosystems: A Set of Management Practices for Platform Integrators in the Telecom Industry
Abstract
There is an emerging trend for software companies to adopt ecosystem strategies. A software ecosystem consists of an open technology platform with complementary components produced by several software companies or communities. By open innovation, ecosystems add value to the platform integrator’s core offerings, while causing management challenges. This paper investigates what management practices support platform integrators operating in software ecosystems. The set of management practices that is synthesised from the literature includes technology scouting, orchestration, software supply network management, and technology asset management. This paper gives a structured overview of the management practices and links them to the technology and innovation management processes. A case example shows how a platform integrator utilises these practices in the telecom industry.
Martti Viljainen, Marjo Kauppinen
Steering Insight: An Exploration of the Ruby Software Ecosystem
Abstract
Software products are part of a larger network of products, suppliers and partners, called a software ecosystem, working together in order to provide functionality for the users and generate profit for the vendors. Not much is known about the characteristics and relationships within such a software ecosystem. This paper presents an overview of the open source Ruby ecosystem and lists its elements, characteristics, descriptives, roles, cliques and relationships. Data is gathered using the Git decentralized source code management system and is analyzed using social network and statistical analysis techniques. Our analysis shows that the Ruby ecosystem exists out of a couple very distinctive roles developers fulfil. It also shows that within the Ruby ecosystem only a small ‘core’ of approximately 10% of all developers and gems (Ruby packages) are dominant within the ecosystem. At this point in time it appears that the rails community would benefit from motivating current developers to work together more, instead of supporting new developers or gems in order to get a healthy ecosystem.
Jaap Kabbedijk, Slinger Jansen
Study of the Competition between Proprietary Software Firms and Free/Libre Open Source Software Firms Using a Simulation Model
Abstract
In recent years, a very important structural change in the software industry took place, with an increasing number of firms that got involved in Free/Libre Open Source Software (FLOSS) development communities. FLOSS communities and products have been studied as complementary to proprietary software companies and products. In this paper we propone a business model for the software market, and in particular we analyze the competition between proprietary software firms and FLOSS firms. Our software market is a system where each agent is independent of each other in the choice about buying or selling software products or services. The proposed work aims to analyze the influence of FLOSS firms producing both software and services in vertical software markets, nowadays mostly dominated by large proprietary firms. The findings show that FLOSS firms are able to compete with proprietary firms, though in the end a monopoly or oligopoly of the latters emerges. The ousted FLOSS firms, however, survive longer than proprietary ones, when these are not able to compete in the market.
Luisanna Cocco, Katiuscia Mannaro, Giulio Concas, Michele Marchesi
Adoption of Open Source Software and Software-as-a- Service Models in the Telecommunication Industry
Abstract
A case research is carried out on adoption of open source software (OSS) and software-as-a-service (SaaS) in the telecommunication industry. The study was conducted to examine the types of software deployed as OSS and SaaS and the conditions of adopting OSS and SaaS. Findings of the case study indicate that industry-specific software is not developed as OSS or deployed in SaaS mode. Based on the findings, we also arrive at conclusion: Adoption is hindered by specificity of processes and technology interfaces.
Eetu Luoma, Nina Helander, Lauri Frank
Examining the Effects of Agile Methods and Process Maturity on Software Product Development Performance
Abstract
This paper examines the effects of agile methods and software process maturity on software product development performance. Through a mail survey, we obtained data from 72 small and medium-sized software firms that predominantly were not CMMI-certified. Findings from our partial least squares analysis suggest that the use of agile methods has a positive impact on product development efficiency and effectiveness, but CMMI practices do not have this effect. Our results suggest that software process improvement initiatives in software product firms create the highest benefits through first adopting agile methods and only then moving on to implementing CMMI-like process improvement initiatives.
Mikko Rönkkö, Juhana Peltonen, Christian Frühwirth
Online Distribution of Packaged Software
Abstract
Increased bandwidth and user sophistication make it practical for software developers to sell and distribute packaged software to customers online. This paper develops a transaction cost model of the conditions under which software developers are more likely to distribute their packaged software online rather than through traditional channels. The model is tested using data from a survey of Canadian software firms. Almost three-quarters of the respondents use the Internet at least in part to distribute their products. Firms are more likely to distribute their packaged software online in less diverse markets and where channel volume is increasing rapidly. However, the results are not consistent with other conditions posited to be associated with online distribution. Implications for understanding how the Internet is changing the transaction costs of distributing digital products are discussed.
Shuangzeng Hu, Rod B. McNaughton
Scenarios on Adoption of Open Source Software in the Communications Software Industry
Abstract
We examine the trends and developments affecting the adoption of open source software in the communications software industry. Based on expert interviews and scenario analysis, four alternative and possibly co-existing scenarios are derived. The analysis suggests that communication service providers will mostly deploy open source software in infrastructure software. Alternative developments include use of open source software in launching new services and in cloud computing. The present study is relevant particularly for technology managers considering open source strategies.
Eetu Luoma, Mikko Riepula, Lauri Frank
Improving Quality and Cost-Effectiveness in Enterprise Software Application Development: An Open, Holistic Approach for Project Monitoring and Control
Abstract
The availability of integrated software tools can help organizations to easily and quickly achieve higher maturity and capability levels in process improvement and change management initiatives, by effectively supporting easy data and information sharing. However, despite their usefulness, their implementation costs still often represent a not trivial constraint for their adoption. In order to overcome such constraints, Open Source Software (OSS) can represent the right solution. Among the plenty of OSS freely available on the Net, only a very reduced set deals with measurement and monitoring & control processes, which instead represent two core processes in well-known SPI models. This paper proposes a case study showing how to efficiently detect possible project improvements using a combination of software engineering measurement-related techniques supported by the OS platform Spago4Q, keeping the focus on the need of organizations to strengthen its historical data gathering process.
Luigi Buglione, Ernesto Damiani, Fulvio Frati, Sergio Oltolina, Gabriele Ruffatti
Transformations of a Solution Strategy: A Case Study
Abstract
Fast-paced and turbulent business environments force companies to make repeated decisions concerning their solution strategy. This paper presents a retrospective case study that investigated changes in the strategy of a successful SaaS solution provided by a medium-sized Finnish software company. The study concentrated on the following research question: “How did the solution strategy evolve during the life-cycle of the software solution?” The main finding of the study is that the solution strategy has undergone four distinct stages over nine years. The stages differed in terms of whether the focus was on existing or new services offered to potential or new customers. Each of the four stages contributed to sustaining the solution’s revenue growth in an increasingly competitive and maturing market. The study’s findings suggest that customers’ customers are crucial for growth opportunities, particularly once the original market has become mature.
Marko Komssi, Marjo Kauppinen, Matti Ropponen, Pirkka Palomäki
The Sun also Sets: Ending the Life of a Software Product
Abstract
Sunsetting a software product is a painful and frustrating process, whether it happens in times of crisis or in an organized and planned manner. It is surprising that little information is available on how to perform sunsetting and it appears to be a blind spot in software product management literature. This paper describes the sunsetting method and provides practitioners with a well-defined process of how software products must be taken out of development, maintenance, and finally use. With the sunsetting method, product managers will have as little trouble as possible based on the experiences of others. The process description is elaborated using a method description. Furthermore, three retrospective case studies have been conducted to evaluate the method.
Slinger Jansen, Karl Michael Popp, Peter Buxmann
Requirements Scoping Visualization for Project Management
Abstract
Determining requirements process efficiency, and measuring the corresponding monetary impacts, is a challenging but necessary aspect of project management. In this paper, we perform an independent analysis of scoping decisions from a large industrial project with the goal of providing visualizations that facilitate investigations of process efficiency, agility, and the effects of scoping decisions. The visualizations proposed in this paper can be used to analyze scoping dynamics and support process management decisions on a quantitative rather than a qualitative basis.
Krzysztof Wnuk, David Callele
Variability-Based Release Planning
Abstract
A release plan defines the short-term evolution of a software product in terms of development project scope. In practice, release planning is often based on just fragmentarily defined requirements. Current release planning approaches, however, assume that a requirements catalogue is available in the form of a complete flat list of requirements. This very early commitment to detail reduces the flexibility of a product manager when planning product development. This paper explores how variability modeling, a software product line technique, can be used to plan, communicate, and track the evolution of a single software. Variability modeling can reduce the number of decisions required for release planning and reduce the information needed for communicating with stakeholders. An industrial case motivates and exemplifies the approach.
Samuel Fricker, Susanne Schumacher

Part 3 Workshops

EPIC 2011: Third Workshop on Leveraging Empirical Research Results for Software Business Success
Abstract
For many companies, software development is their core business process. For this process to be economically viable, it is not enough that software companies deliver software products that satisfy customers´ written specification. Software businesses also deem other requirements important as to deliver in time and on budget, to increase developers´ satisfaction and to optimize their delivery processes and reduce waste.
Maya Daneva, Andrea Herrmann
IWSECO 2011: Third International Workshop on Software Ecosystems
Abstract
Software vendors no longer function as independent units, where all customers are end-users, where there are no suppliers, and where all software is built in-house. Instead, software vendors have become networked, i.e., software vendors are depending on (communities of) service and software component suppliers, value-added-resellers, and pro-active customers who build and share customizations. Software vendors now have to consider their strategic role in the software ecosystem to survive. With their role in the software ecosystem in mind, software vendors can become more successful by opening up their business, devising new business models, forging long-lasting relationships with partnership networks, and overcoming technical and social challenges that are part of these innovations. The focus of the first workshop was the definition of the research field. The second workshop’s focus was the ‘ideal’ architecture of a software platform. The third workshop on software ecosystems focuses on the management of software ecosystems, i.e., how a software vendor can manage its network of partners, developers, service deliverers, and other third parties that play a role in the software ecosystem.
Slinger Jansen, Jan Bosch, Faheem Ahmed, Piers Campbell
Backmatter
Metadaten
Titel
Software Business
herausgegeben von
Björn Regnell
Inge van de Weerd
Olga De Troyer
Copyright-Jahr
2011
Verlag
Springer Berlin Heidelberg
Electronic ISBN
978-3-642-21544-5
Print ISBN
978-3-642-21543-8
DOI
https://doi.org/10.1007/978-3-642-21544-5

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