a concrete example of consulting and process reingeneering supported by FOSS-only The talk is the story of a linux&FOSS-addicted fan, facing the business wold. Will be inspected the usual problems with the startup, the correct approach to survive first years. The mix between technical, consultant and commercial skills. Then will be inspected when companies call for free software, and which are the needs and the correct answers that only free software can give.

1. pasini@open-one.it
Free Open Source Software Business Models:
consulting and process reingeneering supported by FOSS-only
Giorgio Pasini Ruffoni
Lug – BS activist from 1997
CEO @ Open One Consulting
Telegram: @prgiorgio
Email: pasini@open-one.it

2. pasini@open-one.it
We come from LUG’S ,
we are the Linux experts,
we are the best.
BUT…..

3. pasini@open-one.it
Difficulties:
- the commercial part
- licenses model “pay-per number” to "pay as a service" on cloud
system
- Competition: Linux System administrators and network managers
against the rest of proprietary software with much marketing power
and much lobbying power
- High level management consultant proposing their "business
partners" with non-free softwares
- You survived only with a friendly IT manager who knows the
advantages of FOSS and the underlying philosophy ..

4. pasini@open-one.it
CONSULTANT APPROACH
Evolution to SECOND APPROACH:
- Entering companies by consultant into company’s process re-engineering
(or today as "company digitalization" or “innovation manager”) consultant.
You need Studies on industrial Engineering and management to drive
correctly developer's energy.
The topic: Business process reingeneering to help Company grow.
That's the world of high-end customer applications like ERP, MRP, MES Systems
(now also 'industry 4.0' government-names programs).

5. pasini@open-one.it
CONSULTANT APPROACH
Approach working perfectly with FOSS:
The software is highly interoperable,
many Company search you for high customizable products.
FOSS is perfect for high-customization requests, as it is 'open' as tech, but also 'open'
as accessible and inter operable.
The key must be also having open 'assistance contract'.

6. pasini@open-one.it
COPANIES
NEEDS FOSS!
Approach working perfectly with FOSS:
LEGAL ISSUES with previous vendor – > they really have
read the software licenses,
they understand the threat and they search for FOSS
(that's so good).
- 'low cost' ready-as-is 0 cost softwares (poor approach -
that's not so good)
- 'high customizable' and without 'vendor lock-ins' software,
searching for freedom.

7. pasini@open-one.it
Start building!
- searching for an FOSS platform to start with and to build on
(example: http://wiki.adempiere.net/ADempiere_ERP )
- with the help of some customer-sponsor, creating
extensions modules to reach Italian standard (example:
accounting or market-specific processes design)
- focusing on creating pre-configured demo-company for
specific markets (ex, metalworking market, agribusiness
market, pest control market, ...)

8. pasini@open-one.it
After ERP FOSS project
into a Company:
- Companies always asking for new developments
- Easy software integration with already-existent Company
infrastructures
- You can be married to the Company so that the IT structure grows
up with the Company growing
- No limits with technology as is it FOSS, and that is a no-limit for
the customer company to build and grow
- An very honest approach helps long-term relationship and
assures continuos income and working requests.
- Do NOT include non FOSS software: you’ll be threaten in the long
period.

9. pasini@open-one.it
Free Open Source Software Business Models:
consulting and process reingeneering supported by FOSS-only
Giorgio Pasini Ruffoni
Lug – BS activist from 1997
CEO @ Open One Consulting
Telegram: @prgiorgio
Email: pasini@open-one.it
Thank you!