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Random freezes, missing sound and display glitches usually trace back to one bad driver. Find and replace yours safely.Free scan · under a minuteIn a November 3, 2009 interview with CIO senior editor Thomas Wailgum, NetSuite CFO Jim McGeever explained why he joined selected sales calls, how he viewed integrated business applications, and why he thought criticism of software as a service (SaaS) missed the direction of the market. His answers also describe how NetSuite sought to grow customers beyond accounting and how Larry Ellison’s name helped the company early on.
1. Why would a CFO join a sales call?
McGeever said he joined selected customer calls, sometimes demonstrating NetSuite early in the process and sometimes returning near the end. His contribution was not simply to add an executive’s title to a meeting: he could connect the product to the way a business operated.
He found that especially useful when speaking with software companies. For example, he could discuss operational details such as amortizing commissions and explain how NetSuite had changed its own process. His account casts CFO participation as a credibility tool grounded in practical experience.
2. What did McGeever mean by a business application?
He contrasted two approaches. In the older model, departments used separate applications and business-intelligence tools sat on top of them to assemble information. In the newer model he described, an integrated suite brought those functions together and made information available in real time.
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1Scan for outdated or missing drivers - takes under a minute2Repair Windows errors before they cause bigger problems3Fix the driver behind crashes, sound loss and screen glitchesThat difference mattered to financial visibility. Rather than waiting weeks for a close to understand the business, he said a company could check cash collected the previous day or even that morning. This was McGeever’s description of the model NetSuite represented, not an independently measured comparison of every business system.
3. How did NetSuite expand customers from accounting?
McGeever said NetSuite generated more incremental revenue from its installed base than from new business. He described an expansion path that began with back-office accounting and added other functions as a customer’s needs grew.
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- Start with accounting. A customer uses the system for back-office financial work.
- Add adjacent operations. The customer may extend use to shipping, salespeople, or support personnel.
- Add commissions. A commissions module is another example he gave of expanding the account.
His explanation for why additions could be easier and quicker to implement was that the accounting system already held relevant employee, customer, and vendor data. The interview describes NetSuite’s sales approach and McGeever’s account of customer behavior; it does not provide a quantified adoption rate or implementation timeline.
4. What did Larry Ellison contribute to NetSuite?
McGeever described Ellison’s association as an enormous positive in NetSuite’s early days because it gave the company credibility. He said sales teams once mentioned Ellison frequently. Later, as NetSuite established its own brand, they no longer needed to lead with his name.
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5. What did McGeever say about SaaS criticism?
The interviewer asked about Lawson’s 2008 prediction that SaaS would collapse within two years. McGeever dismissed the prediction as evidence of a fundamental misunderstanding of where the industry was going. He said he used quotations from Lawson and SAP in presentations to rebut SaaS myths, and believed the criticism helped NetSuite by giving its sales pitch a contrast with incumbent skepticism.
His response reflects the argument of a NetSuite executive in 2009, not a neutral assessment of every SaaS product or a forecast validated by the interview. The piece contains qualitative claims rather than an independently published market statistic.
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What the interview captures
Together, McGeever’s answers outline a 2009 cloud-ERP pitch: connect operational and financial data in one system, expand from accounting into related functions, use executive expertise in sales, and treat skepticism about SaaS as an opportunity to explain the model. The interview is a historical snapshot of NetSuite’s positioning at the time, not a guide to current ownership, pricing, features, or program terms.
Read the original CIO interview, “5 Questions with NetSuite’s CFO,” published November 3, 2009.
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