Selling and Supporting Open Source

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The official documentation is at: http://docs.alfresco.com

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• Sales
  
• Push the pull – it’s all about timing
  
  • Model downloads vs. sales model
    
  • Open source sales advantage somewhat disappears over time, but critical in the first 5 years
    
• Want to start light, with CEO doing the bulk of sales
  
  • Important for two reasons:
    
• Helps CEO fine-tune the business model by working on the front line
  
• Helps ensure permeability of company culture
  
• 2.5 – Also, open source is about personalities, so you want the big personalities very visible
  
• Inside sales next, with 2-3 sales engineers being fed by a single inside sales person
  
• Support
  
• The JBoss model
  
• Scaling the model
  

Open Source Book