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This study aims to identify the competencies of small- and medium-sized enterprises’ (SMEs) entrepreneurs in the software sector and the perceived level of attainment in each competency. It also examines whether these competencies and their levels affect business turnover and growth (in terms of business scale and duration).

To accomplish this purpose, the study took a quantitative approach, involving a survey of 33 SME entrepreneurs, which was then processed using statistical tests, including chi-square test, Kruskal–Wallis test and ordinal regression.

There were four findings of the study. Firstly, software SME entrepreneurs need 17 competencies, with high levels of soft competencies being required and average levels of technical competencies. Secondly, there are significant differences in perceived levels of customer service orientation (p = 0.089) depending on the scale of the business and in perceived levels of project management (p = 0.087) depending on the duration of the business. Thirdly, customer service orientation (p = 0.031) and project management (p = 0.01) both have a significant influence on business revenues. Fourthly, there were significant gaps in perceived levels of competency (p < 0.05) in achievement orientation, customer service orientation and project management.

There is existing research that conducts competency mappings at the managerial level in large-scale organizations; however, this sort of research in relation to SME entrepreneurs is still lacking. The present study seeks to fill this gap. It also maps integrated entrepreneurial competencies, including soft and technical competencies; a focus that is lacking in previous studies.

This study aims to develop a model for coordination and communication overhead in distributed software development through case study analysis in the Indian outsourcing software industry. The model is based on business knowledge, which can be classified as domain, regulatory, strategic, business process and operation process knowledge as per existing literature.

Double case study method was used to verify an existing knowledge–management framework of software development from the literature. The stakeholders of both the cases were interviewed, and project documents were verified to reach conclusions.

The findings supported the business knowledge classification from the literature. The concept can be used to analyze the software project in a distributed environment.

The research work findings are based only on two case studies. The study findings cannot be generalized and should be used as a learning tool. There can be large variations of project characteristics with differences in business knowledge requirements. The research shows the importance of business knowledge transfer in global software development.

Projects managers in the distributed software development environment can use the findings in project planning and work allocation for better control over cost and schedule, etc.

There is little research works attempted to study the business knowledge classification in the global software industry making the research novel.

The purpose of the paper is to find out the knowledge requirements and its effect on both onsite and offshore project work division for development, re-engineering and maintenance projects in Indian outsourcing software industry in different phases of software development.

This study employs an expert interview approach in Indian software industry to find out knowledge requirement for project execution and division of work between onsite and offshore locations. The requisite data were collected through expert interviews and direct observations.

The study found that the development projects require higher level of domain, strategic, business process and operation process knowledge in comparison to re-engineering and maintenance projects. So there is a need of higher onsite presence in development projects. The maintenance work is taken up at the offshore location in a phase-wise manner.

The implication of the study is in the development of a broad framework of knowledge requirements and work division in on-shore and offshore locations for Indian software outsourcing projects. As the study is based on expert opinion in the context of India, it cannot be generalized for outsourcing scenarios elsewhere.

The software project manager can use the findings to get more insight into the project and divide the software team between onsite and offshore location.

The study is novel, as there is little attempt at finding the knowledge requirement to execute various kinds of business software development in outsourcing environment in the context of India.

This paper aims to explore the expertise level required in various kinds of business knowledge such as regulatory, domain, strategic, operation process and, business process to execute globally distributed software projects for development, re-engineering and maintenance projects in the Indian outsourcing software industry.

This study adopted a questionnaire survey method to collect the expert responses for a knowledge management framework which is suggested in the literature for software development work. The questionnaire survey findings were verified by expert interviews.

The research shows that there is a lot of similarity between re-engineering and maintenance projects for different kinds of business knowledge expertise requirements for execution. The development projects require higher expertise in all the business knowledge for execution.

The research work studies the business knowledge required for the execution of development, re-engineering and maintenance projects in Indian outsourcing software projects. However, the project’s characteristics can vary drastically for a single kind of project. So the study cannot be generalized and instead should be used as a tool for learning.

The research findings can be used by software project managers to get insight into project planning, which can help the division of work between the onsite, offshore team and individual work allocation.

The research is novel as there are very few previous attempts to find the business expertise needed to execute various kinds of software projects in the Indian outsourcing industry.

Organizations worldwide are adopting software as a service (SaaS) applications, where they pay a subscription fee to gain access rather than buying the software. The extant models on software acquisition processes, several of which are based on organizational buying behavior, do not sufficiently explain how SaaS application acquisition decisions are made. This study aims to investigate the acquisition process organizations follow for SaaS software, the changes to the roles of the Chief Information Officer (CIO) and the business user and also looks at the impact of SaaS on the proliferation of unauthorized software systems.

The authors used exploratory research using the grounded theory approach based on 18 in-depth interviews conducted with respondents who have studied with enterprise software delivered on-premise and as SaaS in different roles such as sales, consulting, CIO, information technology (IT) management and product development.

The authors identified a need to classify the SaaS software and developed a framework that uses software specificity and its strategic importance to the organization to classify SaaS applications. The aforementioned framework is used to explain how software evaluation processes have changed for different kinds of SaaS applications. The authors also found that the CIO’s and the business users’ have changed substantially in SaaS application evaluations and found evidence to show that shadow IT will be restricted to some classes of SaaS applications.

By focusing on the changes to the roles and responsibilities of the members of the buying center, this paper provides unique insights into how the acquisition process of SaaS is different from the extant models used to explain enterprise software acquisitions. An understanding of how information search is conducted by the business users will help software vendors to target business users better.

The aim of this paper is to make an attempt to find good values of onsite–offshore team strength; number of hours of communication between business users and onsite team and between onsite and offshore team to reduce cost and improve schedule for re-engineering projects in global software development environment.

The system dynamics technique is used for simulation model construction and policy run experimentation. The experts from Indian software outsourcing industry were consulted for model construction, validation and analysis of policy run results in both co-located and distributed software development environment.

The study results show that there is a drop in the overall team productivity in outsourcing environment by considering the offshore options. But the project cost can be reduced by employing the offshore team for coding and testing work only with minimal training for imparting business knowledge. The research results show that there is a potential to save project cost by being flexible in project schedule.

The study found that there could be substantial cost saving for re-engineering projects with a loss of project schedule when an appropriate onsite–offshore combination is used. The quality and productivity drop, however, were rather small for such combinations. The cost savings are high when re-engineering work is sent to offshore location entirely after completion of requirement analysis work at onsite location and providing training to offshore team in business knowledge The research findings show that there is potential to make large cost savings by being flexible in project schedule for re-engineering projects.

The software project manager can use the model results to divide the software team between onsite and offshore location during various phases of software development in distributed environment.

The study is novel as there is little attempt at finding the team distribution between onsite and offshore location in global software development environment.

The purpose of this paper is to increase the knowledge of brand building in software SMEs.

The empirical method used is a multi‐case study. Data were collected from 20 companies in the software industry through in‐depth interviews. The data were analyzed using systematic coding and categorization of qualitative evidence.

The study identified five special characteristics of brand building in software SMEs, relating to goals and perceived benefits of brand building; resources in brand building; external and internal cooperation in brand building; means and communication in brand building; and the process of product brand building and its connection to software product development.

The scientific contribution of this empirical study relates to two aspects of brand management: branding in software business and branding in SMEs. A vast amount of literature exists on “brands”, “software business” and “SMEs”, but there is very little on “branding in software business” or “branding in SMEs”. Unarguably, there are two significant knowledge gaps in the literature, and they relate to branding in software and SME industries. Both theoretical and managerial knowledge is needed. This study corresponds to this need by increasing the knowledge of brand building in software SMEs with an empirical study. The present study is characterized by the general limitations of a case study. The results lack statistical reliability, they apply primarily in the case companies examined, and no direct generalizations should be made without further quantitative study.

Directors of SMEs often think that branding is just for big companies, but small companies with limited resources can brand their products and services as well. However, the means of branding are often different. The present study encourages SMEs to systematically think of the potential advantages of branding for their business, and develop creative, targeted, and affordable approaches for brand building.

The present empirical study makes an original contribution to the literature by increasing the knowledge of branding in the context of both SMEs and software business.

The purpose of this paper is to address the need of a reengineering of the software development process in a Mexican technology services company. In general, the main risk faced by small- and medium-sized software developers (SMEs) is the inability to meet delivery times or to adjust to project requirements, whether through lack of follow-up on the critical activities of the development process or through an inadequate distribution of workloads among members of the project team.

The methodology used to carry out the reengineering of the software development process is Hammer and Champy, which consists of six stages: introduction to the current situation of the company and the need for change; identification of the business processes; selection of the business process to be redesigned; understanding of the process selected; proposal for reengineering the business process selected; and the results of the comparison between the current situation of the process and the proposed reengineering of the process through the use of Business Process Model and Notation (BPMN 2.0).

Based on the results, the paper shows the importance of the analysis and implementation of the reengineering in a software development company. It describes step-by-step how to apply the methodology of Hammer and Champy in a business process through simulated scenarios, using BPMN 2.0. By carrying out the implementation of the proposed reengineering, the company would therefore save 45.12 percent of costs, 41.17 percent of time, and a better distribution of resources, at the same time guaranteeing the satisfaction of its clients.

The study addresses the current needs of small- and medium-sized software developers, providing a step-by-step guide to the implementation of a process reengineering methodology, performing an analysis and modeling of processes in BPMN 2.0 and providing results through a simulation of the critical process, with the aim to observe the flow of activities and the significant improvements that would be achieved by implementing the reengineering proposal. This simulation schema allows business owners to observe the potential of the changes and to verify the positive impact they would have on the company before beginning to make operational changes in the organization.

The purpose of this paper is to study sustainability of the global business model of software outsourcing with perspective of Indian vendors.

In order to obtain results as per the stated purpose, the authors have done an extensive literature review search in the e‐journals databases: ABI/INFORM Complete, EBSCO Business Source Complete, Emerald Management Xtra and Science Direct. Over and above these databases and journals, NASSCOM reports, survey and some books were also referred for literature review. Finally 59 references listed at the end of the paper were used for the stated purpose.

The paper studies trends in software industry and outsourcing models, which Indian vendors are offering to their global clients. Each model is evaluated analytically for its advantages and shortcomings subsequently the paper concludes by stating the need for a sustainable global business model in software outsourcing from Indian perspective.

The paper studies business of software at a global level and subsequently narrows its focus on the models being provided by the Indian vendors. It identifies need for a sustainable model to be used by the Indian vendors; the limitation of the paper is it concludes with the need identification and is from an Indian vendor perspective. The needs identified can be further used as a basis for hypothesis formulation, questionnaire design, data survey and analysis so that blue print of the proposed model can finally emerge, also the study can be expanded to include global vendors.

The following paper analytically studies current trends in global business of software sourcing, and identifies pros and cons of the models adopted by Indian vendors. It identifies the need for a sustainable global business model for software outsourcing; in case the need is fulfilled it will definitely add value to India as a software sourcing destination and lead to more revenue generation which will eventually culminate into a large‐scale and long term economic and social impact. The study also has several research and public policy formulation implications.

The paper is completely original work of the authors where the value addition is clearly seen by studying the advantages and shortcomings of the existing models of software outsourcing adopted by Indian vendors and identifying the need for sustainability therein.

The purpose of this paper is to investigate the development of software pricing, following the advent of cloud-based business intelligence & analytics (BI & A) Software. A value-based conceptual software model is developed to ignite and structure further research.

A two-step research approach is applied. In step one, the available literature is screened and evaluated, and this is followed by ten semi-structured expert interviews. With that input, a conceptual software pricing model is designed. In step two, this model is validated and refined through discussions with representatives of the five leading business intelligence suites.

The paper sheds light on the value perception of customers and suggests a clear focus on the interaction between customers and vendors, and less on technical issues. The developed customer-centric, value-based pricing framework helps to improve pricing techniques and strategies.

The research is focused on the pricing strategy of software houses and excludes differentiations of technical specifications and functionalities.

The research can support practitioners in the field of BI & A in rethinking their pricing methods. Placing the customer at center stage can lead to lower customer churn rates, higher customer satisfaction and more pricing flexibility.

This empirical study reveals the importance of a customer-centric pricing approach in the specific case of BI & A. It can also be applied to other fast-developing sectors of the software industry.