Founder and Managing Director at ISVfocus.com Limited
Cologne Area, Germany
- Current
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- Founder and Managing Director at ISVfocus.com Limited
- Past
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- VP International Business Development at Delta Software Technology GmbH
- VP Strategy and Marketing at Dynasty Technologies Inc
- VP Strategy at Dynasty Technologies Inc
- Founder at Attitude Software
- VP Product Development at IBSI Case Development GmbH (Delta)
- Principal Consultant at Synapse Computer Services plc
- Senior Consultant at CMG Computer Management Group Ltd
- Senior Analyst Programmer at Mullens & Co
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Andrew Biss’s Summary
I am a proven IT and business professional with more than 25 years experience of the international enterprise software business. My key qualities are the ability to execute, to deliver quality results and to get things done.
I initially worked as an application developer, quickly progressing into project and team management roles. From there I moved into management roles and gained more experience in the “business of software”. Having now run three companies, I know why cash is king and what is important in planning and running a business.
I have an obsession for details and can focus in on the key things that need to be achieved to move a company to the next level, while being in control of the on-going activities. My colleagues always comment on the depth of my knowledge and that I am able to keep up with developments in the field. Competitive analysis and positioning are two of my strengths.
I am an ambitious self-starter, preferring to work in focused organisations where I can make an impact and contribute directly to results. I have worked on-site and remotely with resellers, distributors and partners around the world and can quickly build a professional business relationship.
Throughout my career I have worked with enterprise business applications and complex software that is sold and supported in a different way to consumer products.
I have recruited staff over the years, and I also know how to restructure the personnel when organisational changes or cost pressure requires a reduction in force. I know how to attract, build and retain solid people who work effectively and have fun at the same time.
Having lived and worked abroad for more than 15 years I am comfortable working with international teams in a distributed, networked environment.
Andrew Biss’s Specialties:
Software Marketing, Business Strategy, International Business Development, International Channel Development, Partner Relations, Software Development Technologies, Application Development
Andrew Biss’s Experience
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Founder and Managing Director
ISVfocus.com Limited
(Computer Software industry)
May 2007 — Present (2 years 3 months)
Founded ISVfocus.com to look at impact of moving to the web and downward price pressure from open source.
Created the isvsurvival.com blog on moving from on-premise and perpetual software licensing to cloud computing and “Software as a Service” (SaaS). The focus needs to be on creating and keeping trust, and then on the operational part of the business. It is the running costs that decide the profitability of a SaaS business; technology no longer matters.
Created the paastalk.com blog to support software companies in properly approaching the SaaS business. As SaaS companies develop and deploy their applications “in the cloud”, why are development tools not in the same environment? The market now calls this idea “Platform as a Service” (PaaS).
Advised a large Indian outsourcing company on approaching ISVs in Germany on moving existing application products to SaaS.
Acting as COO for start-up raising VC funding to bring a core banking solution to market. -
VP International Business Development
Delta Software Technology GmbH
(Computer Software industry)
July 2002 — April 2007 (4 years 10 months)
Joined Delta Software Technologies GmbH as VP International Business Development to drive new business and set up strategic partnerships.
Designed and implemented strategy to move away from traditional development focus towards a software products business.
Worked closely with resellers in UK, Germany, Switzerland, Austria and France to relaunch their business and create a plan for growth, focusing on larger banks and insurance companies.
Founded Delta Software Technology Italia S.r.l. in Turin and submitted a joint bid with CSC for the “INPS” project to modernise Italy’s pension administration and payment system.
Presented at international conferences and raised the visibility of the company with updated positioning, branding, web presence, product packaging and a focus on product quality.
Introduced the “Solution Selling” process for prospecting and sales management to resellers with custom training materials and real-time support. -
VP Strategy and Marketing
Dynasty Technologies Inc
(Computer Software industry)
August 2000 — April 2002 (1 year 9 months)
Deeply involved in strategic investment in web application development tools specialist ViewSoft, Inc. (Provo, Utah). Dynasty invested $2M in cash for 20%, plus a further 8% from swapping 2% of Dynasty for the 8% stake owned by HP in ViewSoft. Citrix Systems, Inc. acquired ViewSoft for $32M in July 1999.
Pitched Dynasty to VCs in Houston, Europe and Japan. Wrote business plans and supporting documents for a successful $5M funding round.
Appointed VP Strategy and Marketing and drove strategic shift to promote applications developed using the DDE through Dynasty’s international sales channel. The main application partner was CAD IT (Italy) with SIBAC Core Banking which was conceived to target a large, profitable vertical market.
Managed relationship with key AI vendors Hugin Expert A/S and Dezide ApS (Denmark), and Hi-Flier (Italy). Presented AI-based solutions at industry conferences and to development partners. -
VP Strategy
Dynasty Technologies Inc
(Computer Software industry)
September 1996 — July 2000 (3 years 11 months)
Joined Dynasty in Paris as head of customer service for the Dynasty Development Environment, a patented application framework used to build enterprise-class transactional applications. Responsible for all customers worldwide (15 countries, except USA).
Managed support team based in Paris, working closely with international resellers. Performed cost-benefit analysis role in international sales opportunities.
Took over the International CTO role, working with key customers, major resellers and technology partners. Moved back to the UK, stepping in at short notice in 2000 to manage the User Conference in Cannes.
Took leadership role in partnership with IBM to bring DDE to IBM mainframe platform. Pitched new target to potential partners in Australia and South Africa; presented at industry events. Managed development partner project with Enterprise S.p.A. in Rome.
Moved to Germany to be closer to key customers. Appointed Director of Strategic Projects and then VP of Strategy. -
Founder
Attitude Software
(Computer Software industry)
September 1994 — August 1996 (2 years)
Founded Attitude Software in the UK to focus on Windows-based application development and object-oriented design.
Performed quality assurance review of PC-based development product for German software tools company. Translated standards manual from German to English for BMW. -
VP Product Development
IBSI Case Development GmbH (Delta)
(Computer Software industry)
January 1988 — August 1994 (6 years 8 months)
Joined Delta Software International Ltd 1988 to manage the IBM mainframe team for the Delta/ADS enterprise application development tool. Delta/ADS was the market leader in its niche in Europe and was used by many large banks and insurance companies.
Moved to Germany in 1990 to join Delta Software GmbH after managing the UK development organisation and working with development teams in Germany and Switzerland.
Appointed Development Group Manager for German development team. In 1991 this team was spun-out of Delta Software GmbH into a separate company, IBSI CASE Development GmbH, following Delta’s acquisition by IBSI (a big Delta/ADS user in France).
Managed a team of 20 with a turnover of €2 million for IBSI CASE Development GmbH; profit and loss, hire and fire responsibility. Drove the technical strategy and supported international sales. Assumed VP Product Development position in 1993 with transfer of all Delta/ADS development to IBSI CASE Development GmbH. -
Principal Consultant
Synapse Computer Services plc
(Computer Software industry)
January 1985 — December 1987 (3 years)
Worked with the managing director to start-up a new application development division for the leading independent provider of systems programming services for IBM mainframes.
Managed 4 people on project for the Equity & Law insurance company to develop a replacement Broker Funds management application within a tight timescale of six months.
Consulted on development projects for M&G Investments, The Salvation Army, Harrods, Desoutter, Cullinet, Hitachi and TRW. -
Senior Consultant
CMG Computer Management Group Ltd
(Computer Software industry)
January 1982 — December 1984 (3 years)
Managed 20 people on two year project for the Municipal Mutual insurance company to develop a new life assurance application.
Worked as senior developer on reinsurance project for SwissRe. -
Senior Analyst Programmer
Mullens & Co
(Financial Services industry)
January 1980 — December 1981 (2 years)
Developed actuarial systems for the Equity Research department of this leading City of London stockbroker, with a special focus on investment trusts and gilts.
