Selling and Supporting Open Source

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Selling and Supporting Open Source

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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

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