Four Secrets of a Successful Open Source business

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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.

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Four Secrets of a Successful Open Source business

  1. 1. The Four Secrets of a Successful Open Source Business Miguel Valdés-Faura BonitaSoft CEO & Co-Founder08/08/2012 1
  2. 2. What makes a Successful Open Source Business? There are four secrets: The Market Analysis The Democratization Process Community Management A High-Volume Sales Machine
  3. 3. The Market Analysis
  4. 4. Do your homework. What is your opportunity?  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?
  5. 5. Define your differentiators Quick time to value 1-Day Deployment Costs 10 times less than traditional software Improvements from thousands of contributors Cost Extensibility Effectiveness Easy to connect Access to source code to external and internal systems Connectivity Low risk 5
  6. 6. The Democratization Process
  7. 7. Shake things up Democratization is:  Creating options  Offering alternatives  Challenging the status quo  Disrupting traditional pricing models Bring your Solution to the masses… Stay away from the elite 7
  8. 8. How do you do it? Create great software Build an active community High volume business Develop partnerships (Do not be open source exclusive) Viral marketing: get the word out! 08/08/2012 8
  9. 9. Community Management
  10. 10. Best practices for 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
  11. 11. 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
  12. 12. A High-Volume Sales Machine
  13. 13. Measurement  Define your key performance indicators (KPIs)  Acquire technology that allows you to track  Constantly monitor performance  Make adjustments quickly 14000 12000 10000 8000 6000 4000 2000 0 Feb Mar Apr May June July August Sept Oct Nov Dec Jan-12 Feb-12 Mar-12 Apr-12 May-12 June-12 08/08/2012 13
  14. 14. Define your revenue model 14
  15. 15. The result
  16. 16. #1 Growing BPM vendor • €8M Series B: Serena, Ventech & Auriga • 250 customers 1.5 million downloads • +1M downloads 20,000 community members • 100 customers • +500k downloads 400 customers • New offices in France, US and China • BonitaSoft is founded • €4,5M Series A: Ventech & Auriga •100k downloads • Bonita project creation • INRIA Labs (France) • Open Sourced March 2001 June 2009 December 2010 October 2011
  17. 17. BonitaSoft Is: +250k website 1 new customer every +300 connectors to visitors every month business day enterprise & cloud systems +60k product 50% -50% deals new +50 System Integrators downloads business vs upselling partners in 30 every month every quarter countries +10.000 leads 400 customers in 50 +35.000 discussions in every month different countries community forums
  18. 18. THANK YOU! October 10, 2010 18

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