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

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Appendix 197

App. 2: Overview software industry-specific business model components (original component terms)

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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

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Appendix 201

App. 6: Relevant questions of German Software Industry Survey 2012

202 Appendix

Appendix 203

204 Appendix

Appendix 205

206 Appendix

Appendix 207

208 Appendix

Appendix 209

210 Appendix

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

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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

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e

216 Appendix

App. 13: Software business model tool: Example of Apple iOS vs. Google Android

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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