The document discusses commercializing open source software using an open core strategy. An open core strategy involves making core functionality open source to drive grassroots adoption among developers, while offering premium commercial features and services. The author has experience working for open source vendors and believes open core is often the best approach if a company wants to maximize business value from open source. The document provides an overview of open core strategies and considerations for when they may or may not be applicable.

1. Commercializing
Open Source Software
with an Open Core Strategy
Premium:
Commercial
Differentiation
Core:
Open source
Copyright: Andrew Lampitt, 2018 | Do not reproduce without explicit permission
Author: Andrew Lampitt (LinkedIn)
May 17, 2018

2. Topics
● About the author, perspective, and services
● Open Core Strategy
● Is open source even relevant in a cloud world?
● Why do customers choose open source?
● What are some offers to such customers?
● Why do vendors deliver open source products ?
● Spectrum of licenses
● What are ways to drive a pure open source business?
● Why not a business with pure open source?
● Pro’s and Con’s
● Examples
● Traps
● Elements of success
● Responding to FUD
Copyright: Andrew Lampitt, 2018 | Do not reproduce without explicit permission 2
Feel free to reach me on LinkedIn if you
have questions and want to discuss the
full deck covering these topics.
Andrew Lampitt
https://www.linkedin.com/in/alampitt/

3. About the author, perspective, and services
● Author
○ I worked for commercial open source vendors Jaspersoft and DataStax, and I partnered with
others including MySQL, Talend, MongoDB, and Cloudera.
○ My background is product marketing and strategic alliances for enterprise software vendors
eventually acquired by SAP, Oracle, and TIBCO
● Perspective
○ Perhaps this discussion is somewhat moot since the market is moving to cloud services.
○ I am not a staunch proponent of either open source or proprietary software. They both have their
roles.
○ Having said this, if an open source approach is determined by a company, and if it is desired to
maximize the business value, I lean towards advising open core as being the right approach.
● Services
○ I specialize in product marketing, business development, strategy, and strategic alliances for
early-stage startups as well as new initiatives at larger companies. I typically serve companies with
cloud and/or enterprise data focuses.
Andrew Lampitt, May 15, 2018
Copyright: Andrew Lampitt, 2018 | Do not reproduce without explicit permission 3

4. Open Core Strategy
What is it?
Freemium licensing with an open source core to drive bottom-up grassroots adoption, ie, developer adoption
Why use it?
If an open source approach makes sense, this is the most proven model to be scalable enough to support a business
When to use it?
Typically, a very high volume market is required. Drive adoption amongst developers who seek:
● Great control and scrutiny over the code, particularly for an approach with an innovative approach that represents a totally new way
of solving a problem
● Low risk in deployment without licensing concerns.
When not to use it?
Low volume markets and end-user applications or tools where the code is irrelevant
Copyright: Andrew Lampitt, 2018 | Do not reproduce without explicit permission 4