Story of a successfull business model based on Eclipse EclipseCon – Santa Clara - 2011 03 24 Etienne JULIOT [email_address]
How we make cash with free?
Our Goal: Find a new way For ModelDriven
Our initial strategy Generation for free Pay for migration
TurnOver VS Investissment? $$ t
Our initial strategy
 
 
Hi Bob. Do you need some help? <ul><li>Coaching
Taylor made Generator
Training on Acceleo
And now, how to have plenty Bobs? </li></ul>
 
 
Competition with major? Not with the same advantages
Some solutions <ul><li>Create a community (not on the engine, but on the modules)
Be compatible with lots of modelers
Hire only very good engineers
Be focus
Create a trademark
Create something new
Use FOSS channels </li><ul><li>JUG
Eclipse IWG
R&D Projects </li></ul></ul>
Hybrid Business Models: real choice for Bob <ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it fo...
Hybrid Business Models <ul><ul><li>Obeo Network </li><ul><li>Social Network
Best practices + advanced docs
Module sharing </li></ul></ul></ul><ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </u...
Hybrid Business Models <ul><ul><li>Training
Support (on his specific case)
Expertise
Acceleo Premium </li><ul><li>Support
Traceability </li></ul><li>Long term support </li></ul></ul><ul>Do it by yourself </ul><ul>You want to be independant </ul...
Hybrid Business Models <ul><li>Taylor made Projet </li><ul><li>&quot;We are doing airplane, not source code generators&quot;
&quot;If we search a subcontractor, the best will surely be the creator of the technology&quot; </li></ul><li>Exemples of ...
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Story of a successfull business model based on eclipse

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These slides has been shown at EclipseCon, 2011 03 25

Creating a business model on Free Software is a complex task. Most of free software vendors rely on a support and maintenance strategy which is easy to sell for application servers with 24x24 constraints, but which is more complex to sell for tooling.

There isn't any ready-to-use solution but this talk will explain how Obeo find its own way to rely on a business model which allow the company to grow from scratch to 50 experts, without any investor nor funding.
This talk will illustrates our choice to target several kinds of usage:

use generation for free, pay for migration
selling reverse engineering by a cost relative to number of line of code
propose the choice between write complex source code or use a chargeable configurator to create GMF diagrams
subcontract taylor-made projects, but with several level of autonomy (only training, coaching, full project realisation, ...)
always go further to innovation and enlarge our scope from developement to Enteprise Architecture with Togaf
help users across free newsgroup, commercial user support and long term support

We will explain how we use communities and eco-system to promote our project and indirectly our offer:

Eclipse Foundation can be an accelator for business and visibility, and how to use services proposed by the membership
Industrial working groups
R&D projects and funding
JUG and non-Eclipse communities

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  • My bio La taille d&apos;Obeo
  • The more the generation part is used, the more the migration is promoted If the generation part become a de facto standard, the migration system base on generation techno will be the natural complement It&apos;s easy to find the limit of FOSS
  • The more the generation part is used, the more the migration is promoted If the generation part become a de facto standard, the migration system base on generation techno will be the natural complement It&apos;s easy to find the limit of FOSS
  • Freedom of Choose ROI at every level Diversity of customers and revenu Learning curve with coaching
  • Freedom of Choose ROI at every level Diversity of customers and revenu Learning curve with coaching
  • How to finance : No VP nor large capital just turnover Find a progressive way
  • The more the generation part is used, the more the migration is promoted If the generation part become a de facto standard, the migration system base on generation techno will be the natural complement It&apos;s easy to find the limit of FOSS
  • The more the generation part is used, the more the migration is promoted If the generation part become a de facto standard, the migration system base on generation techno will be the natural complement It&apos;s easy to find the limit of FOSS
  • The more the generation part is used, the more the migration is promoted If the generation part become a de facto standard, the migration system base on generation techno will be the natural complement It&apos;s easy to find the limit of FOSS
  • My bio La taille d&apos;Obeo
  • Story of a successfull business model based on eclipse

    1. 1. Story of a successfull business model based on Eclipse EclipseCon – Santa Clara - 2011 03 24 Etienne JULIOT [email_address]
    2. 2. How we make cash with free?
    3. 3. Our Goal: Find a new way For ModelDriven
    4. 4. Our initial strategy Generation for free Pay for migration
    5. 5. TurnOver VS Investissment? $$ t
    6. 6. Our initial strategy
    7. 9. Hi Bob. Do you need some help? <ul><li>Coaching
    8. 10. Taylor made Generator
    9. 11. Training on Acceleo
    10. 12. And now, how to have plenty Bobs? </li></ul>
    11. 15. Competition with major? Not with the same advantages
    12. 16. Some solutions <ul><li>Create a community (not on the engine, but on the modules)
    13. 17. Be compatible with lots of modelers
    14. 18. Hire only very good engineers
    15. 19. Be focus
    16. 20. Create a trademark
    17. 21. Create something new
    18. 22. Use FOSS channels </li><ul><li>JUG
    19. 23. Eclipse IWG
    20. 24. R&D Projects </li></ul></ul>
    21. 25. Hybrid Business Models: real choice for Bob <ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </ul><ul>You want ready-to-use pack </ul>
    22. 26. Hybrid Business Models <ul><ul><li>Obeo Network </li><ul><li>Social Network
    23. 27. Best practices + advanced docs
    24. 28. Module sharing </li></ul></ul></ul><ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </ul><ul>You want ready-to-use pack </ul>
    25. 29. Hybrid Business Models <ul><ul><li>Training
    26. 30. Support (on his specific case)
    27. 31. Expertise
    28. 32. Acceleo Premium </li><ul><li>Support
    29. 33. Traceability </li></ul><li>Long term support </li></ul></ul><ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </ul><ul>You want ready-to-use pack </ul>
    30. 34. Hybrid Business Models <ul><li>Taylor made Projet </li><ul><li>&quot;We are doing airplane, not source code generators&quot;
    31. 35. &quot;If we search a subcontractor, the best will surely be the creator of the technology&quot; </li></ul><li>Exemples of projects </li><ul><li>Generators
    32. 36. EMF / GMF
    33. 37. Improvement on FOSS eclipse plug-ins </li></ul></ul><ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </ul><ul>You want ready-to-use pack </ul>
    34. 38. Hybrid Business Models <ul><li>Packages for </li><ul><li>JavaEE generation
    35. 39. System Engineering
    36. 40. ... </li></ul><li>Commercialisation </li><ul><li>Licenses + Maintenance
    37. 41. Subscription / Paas / Pay As You Go </li></ul></ul><ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </ul><ul>You want ready-to-use pack </ul>
    38. 42. Increase the scope <ul>Do it by yourself </ul><ul>You want to be independant </ul><ul>We do it for you </ul><ul>You want ready-to-use pack </ul>Code Generation Model Transformation Graphical Modeling Modeling Framework Model Comparison
    39. 43. Hey Bob, have think about maintenance and quality? Traceability for professional users
    40. 44. Bob, what about your legacy? Parse the code Define translation dictionnary Implement the translator Process iteratively
    41. 45. How we increase our turnover? $$ t Code Generation + Migration + DSL Designer Step 1: Done
    42. 46. How to address a large market?
    43. 47. One big issue: provide modeling adapted tool
    44. 48. Bob's colleagues have different needs
    45. 49. And they are business oriented (aka not Eclipse Commiter)
    46. 50. Our strategy Create your own designer
    47. 51. Bob like it, and want to answer several analysis features and want freedom Risk Analysis Information System UML2 TOGAF
    48. 52. But Bob wants to keep it simple Create plenty of business designers
    49. 53. But Bob wants to keep it simple
    50. 54. Our focus: do the technical job and lets Bob plays with his method and tooling
    51. 55. Welcome to new markets: architect for complex systems Enterprise Architecture System Engineering
    52. 56. Bob still has the choice: 1) do it by hand 2) use Obeo Designer Technology Effort Skill GEF + EMF 90 j Eclipse Low Level Frameworks GMF Tooling 30 j GMF expert Obeo Designer 5 j Business
    53. 57. IT Integrator Obeo Marketplace (Indigo) Promote third parties modules Give free access to promote Modeling usages and Bob joins Obeo Network
    54. 58. Thanks. <ul><li>Blog: http://www.mda4eclipse.com
    55. 59. Twitter: @ejuliot
    56. 60. Web Site : http://www.obeo.fr </li></ul>

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