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Appendix
App. 1: Overview: Methods applied .......................................................................196
App. 2: Overview software industry-specific business model components (original component terms) ........................................................................197
App. 3: Mapping of Software Value Chain versions ...............................................198
App. 4: Product segment comparison of Google Inc. and Apple Inc. by Scholz (2012, p. 33) ..............................................................................................199
App. 5: Software Industry Survey: Variables applied .............................................200
App. 6: Relevant questions of German Software Industry Survey 2012 ................201
App. 7: Sample firms of firm performance study 2 .................................................211
App. 8: Sample firms of firm performance study 3 .................................................212
App. 9: Sample firms of M&A performance study ..................................................213
App, 10: Example of CAR calculation ......................................................................214
App. 11: Exemplary mapping between software business model tool and empirical data from German Software Industry Survey 2012 ....................215
App. 12: Introduction to software business model tool ............................................215
App. 13: Software business model tool: Example of Apple iOS vs. Google Android ......................................................................................................216
App. 14: Dissemination activities .............................................................................217
M. Schief, Business Models in the Software Industry,DOI 10.1007/978-3-658-04352-0, © Springer Fachmedien Wiesbaden 2014
196 Appendix
App. 1: Overview: Methods applied
3.1
3.2
3.3
4.1
4.2
4.3
56
Exp
ert I
nter
view
sx
xx
Del
phi S
tudy
xC
ase
Stu
dyx
Exp
ert C
lass
ifica
tion
xx
xFi
nanc
ial D
atab
ase
Ret
rieva
lx
xx
Larg
e S
cale
Indu
stry
Sur
vey
xx
Dat
a C
lean
sing
xx
xx
xD
escr
iptiv
e A
nalys
isx
xx
xx
xx
xC
odin
g A
gree
men
t Ana
lysis
xx
xC
orre
latio
n A
nalys
isx
xx
xV
ecto
r Com
paris
onx
xH
AC
Clu
ster
ing
xM
ultip
le O
LS R
egre
ssio
n A
nalys
isx
xx
xS
igni
fican
ce T
ests
xx
xx
Eve
nt S
tudy
xC
AR
Ana
lysis
xA
AR
Ana
lysis
xC
AA
R A
nalys
isx
Cha
pter
/Sec
tion
Dat
a C
olle
ctio
n
Dat
a An
alys
is
Met
hod
Appendix 197
App. 2: Overview software industry-specific business model components (original component terms)
Raj
ala
et a
l.B
onac
cors
i et a
l.K
ontio
Raj
ala
&
Wes
terlu
ndR
önkk
ö &
Val
tako
ski
Valta
kosk
i &
Rön
kkö
Raj
ala
et a
l.
2003
2004
2005
2009
2008
2010
2012
Com
pone
nt 1
Pro
duct
Stra
tegy
Val
ue C
hain
Deg
ree
of
Pro
duct
izat
ion
Leve
l of i
nvol
vem
ent
in c
usto
mer
re
latio
nshi
psO
wn
prod
uct
Offe
ring
Val
ue
Pro
posi
tion
or
Offe
ring
Com
pone
nt 2
Cus
tom
er-s
peci
ficIn
stal
latio
nS
hare
of p
ure
prod
uct
busi
ness
Leve
l of
hom
oege
neity
(i.e
. st
anda
rdiz
atio
n)O
pen
sour
ceA
ctiv
ities
Res
ourc
es
Com
pone
nt 3
Sta
ndar
dize
dS
uppo
rtC
onte
ntV
alue
Net
wok
Rel
atio
nshi
ps
Com
pone
nt 4
Dis
tribu
tion
Stra
tegy
Mai
nten
ance
Sof
twar
e de
velo
pmen
tR
even
ue lo
gic
Rev
enue
Mod
el
Com
pone
nt 5
Cen
traliz
edD
evel
opm
ent o
f ad
hoc
solu
tions
Sof
twar
e en
gine
erin
g se
rvic
e (e
.g. t
estin
g)Li
cens
ing
and
Cop
yrig
hts
Com
pone
nt 6
De-
cent
raliz
edD
istri
butio
nTe
chni
cal c
onsu
lting
Com
pone
nt 7
Rev
enue
Log
icM
arke
ting
of
softw
are
prod
uced
by
oth
er c
ompa
nies
Bus
ines
s co
nsul
ting
Com
pone
nt 8
Effo
rt-, c
ost-,
or
valu
e-ba
sed
pric
ing
Con
sulti
ngIn
tegr
atio
n
Com
pone
nt 9
Lice
nse
sale
s an
d ro
yalti
esTr
aini
ngTr
aini
ng
Com
pone
nt 1
0R
even
ue s
harin
gR
&D
Cus
tom
izat
ion
Com
pone
nt 1
1H
ybrid
mod
els
and
loss
-lead
er p
ricin
gP
rodu
ct T
ype
Use
r sup
port
Com
pone
nt 1
2O
ther
, e.g
. med
ia
mod
elE
-com
mer
ce
solu
tions
Upd
ates
and
upg
rade
s
Com
pone
nt 1
3S
ervi
ces
and
impl
emen
tatio
nM
anag
emen
t A
pplic
atio
nsH
ostin
g an
d in
frast
ruct
ure
Com
pone
nt 1
4C
ompl
exS
oftw
are
for o
ffice
au
tom
atio
nU
ser c
omm
unity
Com
pone
nt 1
5S
tand
ardi
zed
Mul
timed
ia3r
d pa
rty p
rodu
cts
Com
pone
nt 1
6C
onte
nt
Man
agem
ent
Sys
tem
Com
pone
nt 1
7W
eb s
ites,
por
tals
, ho
stin
gC
ompo
nent
18
Ope
n S
ourc
e
198 Appendix
App. 3: Mapping of Software Value Chain versions
Activity # Activity Name Modification Activity Name Activity #1 Research wording Product Research 12 Development wording Product Development 33 Production wording Production and Packaging 54 Marketing - Marketing 65 Implementation - Implementation 76 Operations - Operations 107 Maintenance8 Support9 Education wording Training and Certification 8
10 Replacement - Replacement 11included into Development User Documentation 4
deleted Component Procurement 2
split into two activities
Software Value Chain proposed by Pussep et al. (2012b)
9
Software Value Chain proposed by Pussep et al. (2011)
Maintenance and Support
Appendix 199
App. 4: Product segment comparison of Google Inc. and Apple Inc. by Scholz (2012, p. 33)
200 Appendix
App. 5: Software Industry Survey: Variables applied
Component Applied Variables CommentValue Proposition x*Investment Horizon x*Value Chain xDegree of Vertical Integration x# of Cooperation Partners not part of Sofware Industry SurveySales Volume xRevenue Source x*Pricing Assessment Base xPayment Flow Structure xRevenue Distribution Model not part of Sofware Industry SurveySoftware Stack Layer x*Platform xLicense Model xDegree of Standardisazion x*Key Cost Driver x*Localization xTarget Customer xTarget Industry xTarget User xChannel xImplementation Effort xOperating Model xMaintenance Model xSupport Model xReplacement Strategy x
* operationalization adjusted compared to software business model framework
Dow
nstre
amU
sage
Software Industry Survey
Stra
tegy
Rev
enue
Ups
tream
Appendix 211
App. 7: Sample firms of firm performance study 2
Firm ID Firm Name Regression Firm ID Firm Name Regression1 Microsoft x 51 Xerox x2 IBM x 52 Nuance Communications x3 Oracle x 53 TIBCO x4 SAP x 54 Fiserv x5 EMC x 55 Comverse x6 Symantec x 56 Kronos 7 HP x 57 ADP x8 CA x 58 Ansys x9 Intuit x 59 Amdocs x
10 Adobe x 60 Lawson x11 Apple x 61 Progress Software x12 Fujitsu x 62 Informatica x13 Sage 63 Intergraph 14 SAS 64 NCR x15 BMC Software x 65 VeriSign x16 Cisco Systems x 66 Attachmate 17 NEC x 67 CSC18 Hitachi x 68 Kaspersky Laboratory 19 Autodesk x 69 Teradata x20 McAffee 70 TOTVS x21 Infor Global Solutions 71 Logica 22 Dassault Systèmes 72 Agfa HealthCare x23 Citrix Systems x 73 Acision 24 Salesforce.com x 74 Samsung SDS 25 Synopsys x 75 Fair Isaac (FICO) x26 Sun Microsystems 76 Pitney Bowes x27 TrendMicro 77 Unit 4 Agresso x28 SunGard 78 Accenture29 Cerner x 79 Bentley 30 McKesson Technology Solutions x 80 The MathWorks 31 Check Point Software x 81 NCS 32 NetApp x 82 Epic Systems x33 Software AG x 83 MicroStrategy x34 Misys x 84 Meditech 35 Novell 85 Constellation Software 36 PTC x 86 ACI Worldwide x37 Sybase 87 Websense x38 Mentor Graphics x 88 Wincor Nixdorf x39 Quest Software x 89 Exact Software x40 Amazon 90 F5 Networks x41 Autonomy x 91 JDA Software x42 Open Text x 92 Northrop Grumman Information Systems 43 Compuware x 93 Micro Focus x44 Cadence Design Systems x 94 Epicor x45 Red Hat x 95 Aspen Technology x46 Fidelity National Information Services x 96 Neusoft 47 Ricoh 97 iSoft 48 Google x 98 Fujisoft 49 Sterling Commerce 99 Concur Technologies x50 ESRI 100 Jack Henry & Associates x
212 Appendix
App. 8: Sample firms of firm performance study 3
Firm ID Firm Name Regression Firm ID Firm Name Regression1 INTERNATIONAL BUSINESS MACHINES CORP - IBM x 61 MEDASSETS, INC.2 MICROSOFT CORP x 62 PROGRESS SOFTWARE CORP x3 ORACLE CORP 63 NAVARRE CORP x4 SAP AG x 64 ASIAINFO-LINKAGE, INC. x5 SAIC, INC. 65 PREMIERE GLOBAL SERVICES, INC. x6 SYMANTEC CORP x 66 IROBOT CORPORATION x7 COGNIZANT TECHNOLOGY SOLUTIONS CORP 67 FORTINET INC x8 NCR CORP x 68 ACI WORLDWIDE, INC. x9 CA, INC. x 69 ANCESTRY.COM INC. x
10 FISERV INC x 70 DIGITAL RIVER INC11 ADOBE SYSTEMS INC x 71 COMPUTER TASK GROUP INC12 UNISYS CORP x 72 TELECOMMUNICATION SYSTEMS INC x13 INTUIT INC x 73 DATALINK CORP x14 ELECTRONIC ARTS INC x 74 BLACKBAUD, INC. x15 AMDOCS LIMITED x 75 SS&C TECHNOLOGIES HOLDINGS, INC. x16 ALLIANCE DATA SYSTEMS CORP x 76 WEBSENSE INC17 TERADATA CORPORATION x 77 INTERSECTIONS INC. x18 SALESFORCE.COM, INC. x 78 QUALITY SYSTEMS INC x19 CONVERGYS CORP x 79 DEALERTRACK HOLDINGS, INC. x20 CITRIX SYSTEMS INC x 80 CONCUR TECHNOLOGIES INC x21 CERNER CORP x 81 MISTRAS GROUP, INC. x22 LENDER PROCESSING SERVICES, INC. x 82 REALNETWORKS INC23 BMC SOFTWARE INC x 83 MANHATTAN ASSOCIATES INC x24 AUTODESK INC x 84 ADVENT SOFTWARE INC x25 TOTAL SYSTEM SERVICES INC 85 QLIK TECHNOLOGIES INC x26 COMVERSE TECHNOLOGY INC 86 CommVault Systems, Inc x27 SYNOPSYS INC x 87 IXIA x28 ALLSCRIPTS HEALTHCARE SOLUTIONS INC x 88 NETSCOUT SYSTEMS INC x29 CORELOGIC, INC. x 89 EPIQ SYSTEMS INC x30 SYKES ENTERPRISES INC x 90 NETWORK ENGINES INC31 PARAMETRIC TECHNOLOGY CORP x 91 DYNAMICS RESEARCH CORP32 ACXIOM CORP x 92 ULTIMATE SOFTWARE GROUP INC x33 F5 NETWORKS INC x 93 ROSETTA STONE INC x34 CADENCE DESIGN SYSTEMS INC 94 PERFICIENT INC x35 CHECK POINT SOFTWARE TECHNOLOGIES LIMITED 95 REALPAGE INC x36 BLACK BOX CORP x 96 INTERNAP NETWORK SERVICES CORP x37 SAPIENT CORP x 97 TIVO INC x38 RACKSPACE HOSTING, INC. x 98 TALEO CORPORATION x39 NATIONAL INSTRUMENTS CORP x 99 3D SYSTEMS CORPORATION x40 MENTOR GRAPHICS CORP 100 PAR TECHNOLOGY CORP x41 MICROS SYSTEMS INC x 101 SYNCHRONOSS TECHNOLOGIES, INC. x42 CIBER INC x 102 OMNICELL, INC.43 HENRY JACK & ASSOCIATES INC x 103 VIRTUSA CORPORATION44 COMPUWARE CORPORATION x 104 VANCEINFO TECHNOLOGIES INC. x45 TIBCO SOFTWARE INC x 105 CONSTANT CONTACT, INC. x46 RED HAT INC x 106 Emtec, Inc.47 EPLUS INC 107 RETALIX LTD x48 QUEST SOFTWARE INC 108 WAYSIDE TECHNOLOGY GROUP, INC. x49 INFORMATICA CORP x 109 WEB.COM GROUP, INC. x50 iGate Corporation 110 SOLARWINDS, INC. x51 VERISIGN INC 111 ASPEN TECHNOLOGY INC x52 CSG SYSTEMS INTERNATIONAL INC 112 CAMELOT INFORMATION SYSTEMS INC. x53 FACTSET RESEARCH SYSTEMS INC x 113 BOTTOMLINE TECHNOLOGIES INC x54 ANSYS INC x 114 MEDIDATA SOLUTIONS, INC. x55 SOLERA HOLDINGS, INC. 115 LUMINEX CORP x56 JDA SOFTWARE GROUP INC x 116 INTRALINKS HOLDINGS, INC. x57 THQ INC 117 DIALOGIC, INC.58 SYNTEL INC x 118 COMPUTER PROGRAMS AND SYSTEMS, INC. x59 WNS (HOLDINGS) LIMITED 119 LIMELIGHT NETWORKS, INC. x60 FAIR ISAAC CORPORATION x 120 SOURCEFIRE, INC. x
Appendix 213
App. 9: Sample firms of M&A performance study
M&
A ID
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Appendix 215
App. 11: Exemplary mapping between software business model tool and empirical data from German Software Industry Survey 2012
App. 12: Introduction to software business model tool
Choice Options Software Industry Survey, Question 15c
Usage Based Answer option: 1
Hybrid Combination Answer options: 2-4
Usage Independent Answer option: 5
Pric
ing
Ass
essm
ent
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e
Appendix 217
App. 14: Dissemination activities
Title Activity/Event/Journal Place Date"The Impact of Software Business Model Characteristics on Firm Performance"
International Conference on Software Business Potsdam 12 June 2013
"Software Business Model Determinants of Performance - Insights from Germany"
21th European Conference on Information Systems Utrecht 6 June 2013
“Cooperation and M&A Strategies”Lecture at Technische Universität Darmstadt, course "Software & Internet Economics"
Darmstadt 11 December 2012
“Business Models for Software Providers”
Lecture at Technische Universität Darmstadt, course "Software & Internet Economics"
Darmstadt 4 December 2012
“Software Business Model Wizard”Application of concept and tool at Utrecht University, course "Netherware"
Utrecht 3 December 2012
“Business Models in the Software Industry”
Business Model Workshop at Universität Mannheim Mannheim 2 October 2012
“Business Models in the Software Industry” Software Economics Group Munich 27 July 2012
"Performance of Business Models: Empirical Insights from the Software Industry"
20th European Conference on Information Systems Barcelona 12 June 2012
“Business Models in the Software Industry”
45th Hawaiian Conference on System Sciences (HICSS 2012) Maui 4. January 2012
“Empirical Performance of Business Models in the Software Industry: Research Design and First Insights”
Doctoral colloquium Darmstadt 13 December 2011
“The Relation between Dynamic Business Models and Business Cases”
5th European Conference on Information Management and Evaluation (ECIME 2011), Best Paper Award
Como 09 September 2011
“Mergers & Acquisitions in der Softwareindustrie” Research colloquium 2011 Neckarsulm 27.-29 January 2011
“Mergers & Acquisitions in der Softwareindustrie – State of the Art und Forschungsdesign”
Doctoral colloquium Darmstadt 16 November 2010
"The Impact of Software Business Model Characteristics on Firm and M&A Performance"
Presentation at McKinsey Business Technology Award Kitzbühel 6 September 2013
"Gratis-Tools für Softwareprofis" Referenced in article of German computer journal "Computerwoche" Munich 13 May 2013
"Auf in die Schlacht"Referenced in article of German business journal "WirtschaftsWoche"
Düsseldorf 30 March 2013
“Software Business Model Wizard” Presentation at CeBIT Lab Talk 2013 Hannover 6 March 2013
“Software Business Model Wizard” CeBIT 2013, booth of Federal Ministry of Education and Research Hannover 5 March 2013
“Software Industry Survey 2012” Chamber of Commerce Darmstadt 5. December 2012
“Software Business Models – Optimize your Business DNA” Innovation contest Kaiserslautern 8. November 2012
“Software Industry Survey 2012” Lünendonk Workshop Darmstadt 26 October 2012
“Software Business Model Wizard” Future Business Conference St. Leon-Rot 25 September 2012
“Geschäftsmodelle für die Softwareindustrie”
Lecture in the scope of the certificate training course “emergent software”
Darmstadt 13 July 2012
“Software Industry Survey” Lünendonk Workshop Darmstadt 12 April 2012
“Software Business Model Wizard” CeBIT 2012, booth of Softwarecluster Hannover 6 March 2012
Aca
dem
iaP
ract
ice
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