four secrets of a successful open source business
DESCRIPTION
Presented by CEO, Miguel Valdes at the 2012 Open Source Convention (OSCON). This presentation outlines the areas necessary for creating and running a stellar Open Source business.TRANSCRIPT
The Four Secrets of a
Successful Open
Source Business
Miguel Valdés-Faura BonitaSoft CEO & Co-Founder
08/08/2012 1
What makes a Successful Open Source Business?
There are four secrets:
The Market Analysis
The Democratization Process
Community Management
A High-Volume Sales Machine
The Market Analysis
Is your market mature and fully evangelized?
What is your value proposition… besides being open
source?
How your business model is going to be disruptive?
Can you expand your opportunity?
Do your homework. What is your opportunity?
1-Day Deployment
Cost Effectiveness
Low risk Connectivity
Extensibility
5
Costs 10 times less than traditional
software
Quick time to value
Access to source code Easy to connect
to external and internal systems
Improvements from thousands of
contributors
Define your differentiators
The Democratization Process
7
Bring your Solution to the masses… Stay away from the elite
Democratization is:
Creating options
Offering alternatives
Challenging the status quo
Disrupting traditional pricing models
Shake things up
08/08/2012 8
Create great software
Build an active community
High volume business
Develop partnerships (Do not be open source exclusive)
Viral marketing: get the word out!
How do you do it?
Community Management
Invest in a dedicated community manager or team
Identify product extension points or contributions
Work on content that encourages technology and product
adoption
Develop product tools or features that foster contributions
Best practices for community management
Monitor and participate in your forums & analyze
discussions
Highlight active community members and get their
feedback
Engage in other communities
Best practices for community management
A High-Volume Sales
Machine
Define your key performance indicators (KPIs)
Acquire technology that allows you to track
Constantly monitor performance
Make adjustments quickly
08/08/2012 13
0
2000
4000
6000
8000
10000
12000
14000
Feb Mar Apr May June July August Sept Oct Nov Dec Jan-12 Feb-12 Mar-12 Apr-12 May-12 June-12
Measurement
14
Define your revenue model
The result
#1 Growing BPM vendor
1.5 million downloads
20,000 community members
400 customers
June 2009
• BonitaSoft is founded
• €4,5M Series A: Ventech & Auriga
•100k downloads • Bonita project creation
• INRIA Labs (France)
• Open Sourced
• 100 customers
• +500k downloads
• New offices in France,
US and China
• €8M Series B: Serena, Ventech & Auriga
• 250 customers
• +1M downloads
March 2001 December 2010 October 2011
BonitaSoft Is:
+60k product
downloads
every month
+10.000 leads
every month
+250k website
visitors every month
1 new customer every
business day
50% -50% deals new
business vs upselling
every quarter
400 customers in 50
different countries
+300 connectors to
enterprise & cloud
systems
+50 System Integrators
partners in 30
countries
+35.000 discussions in
community forums
THANK YOU!
18 October 10, 2010