The document discusses the rise of Open Adoption Software (OAS). It defines OAS as software that is openly built by developers and partners, freely adopted by frontline developers, and embraces proprietary additions. The key drivers of OAS include powerful contributor networks, the need for speed and control, and users taking an "open-first" view. Many companies are now using OAS to remodel their IT stacks from the floor to the ceiling. OAS companies can enjoy rapid adoption through communities and become valued at billions, serving both tech and non-tech companies. The document outlines the typical phases and funding stages of OAS companies.
Performance of Microservice frameworks on different JVMsMaarten Smeets
A lot is happening in world of JVMs lately. Oracle changed its support policy roadmap for the Oracle JDK. GraalVM has been open sourced. AdoptOpenJDK provides binaries and is supported by (among others) Azul Systems, IBM and Microsoft. Large software vendors provide their own supported OpenJDK distributions such as Amazon (Coretto), RedHat and SAP. Next to OpenJDK there are also different JVM implementations such as Eclipse OpenJ9, Azul Systems Zing and GraalVM (which allows creation of native images). Other variables include different versions of the JDK used and whether you are running the JDK directly on the OS or within a container. Next to that, JVMs support different garbage collection algorithms which influence your application behavior. There are many options for running your Java application and choosing the right ones matters! Performance is often an important factor to take into consideration when choosing your JVM. How do the different JVMs compare with respect to performance when running different Microservice implementations? Does a specific framework provide best performance on a specific JVM implementation? I've performed elaborate measures of (among other things) start-up times, response times, CPU usage, memory usage, garbage collection behavior for these different JVMs with several different frameworks such as Reactive Spring Boot, regular Spring Boot, MicroProfile, Quarkus, Vert.x, Akka. During this presentation I will describe the test setup used and will show you some remarkable differences between the different JVM implementations and Microservice frameworks. Also differences between running a JAR or a native image are shown and the effects of running inside a container. This will help choosing the JVM with the right characteristics for your specific use-case!
If the market for your product or service is taking off, you’re likely experiencing an influx of new entrants. Customers, potential employees and investors—who in the early days didn’t understand your product or were skeptical it would succeed—now tell you that “everyone’s doing that” and want to know “what’s different about you?”
In this presentation, you'll learn how to refine your target market definition and improve your positioning, so you can help your company grow in a crowded market.
This is a selection of slides from Cloudera's 2008 pitch deck to raise a $5 million Series A. Accel wound up winning the deal and became the initial investor in the company.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
Open Source Software Development by TLV PartnersRoy Leiser
Our insights about Open Source software development. Trends, leading brands and practices, success stories, important Exists, Pros and Cons and much more.
During the past few years open source has transformed the tech industry. According to Gartner's survey 85% of companies currently use open source software. In this presentation we will examine what open source is? What are the pros and cons for software developers? How big is the market? How can one make money developing an open source product and which business models companies use? If it doesn’t work – is it possible to witch from and to OS?
This presentation was created in Aug 2013.
Performance of Microservice frameworks on different JVMsMaarten Smeets
A lot is happening in world of JVMs lately. Oracle changed its support policy roadmap for the Oracle JDK. GraalVM has been open sourced. AdoptOpenJDK provides binaries and is supported by (among others) Azul Systems, IBM and Microsoft. Large software vendors provide their own supported OpenJDK distributions such as Amazon (Coretto), RedHat and SAP. Next to OpenJDK there are also different JVM implementations such as Eclipse OpenJ9, Azul Systems Zing and GraalVM (which allows creation of native images). Other variables include different versions of the JDK used and whether you are running the JDK directly on the OS or within a container. Next to that, JVMs support different garbage collection algorithms which influence your application behavior. There are many options for running your Java application and choosing the right ones matters! Performance is often an important factor to take into consideration when choosing your JVM. How do the different JVMs compare with respect to performance when running different Microservice implementations? Does a specific framework provide best performance on a specific JVM implementation? I've performed elaborate measures of (among other things) start-up times, response times, CPU usage, memory usage, garbage collection behavior for these different JVMs with several different frameworks such as Reactive Spring Boot, regular Spring Boot, MicroProfile, Quarkus, Vert.x, Akka. During this presentation I will describe the test setup used and will show you some remarkable differences between the different JVM implementations and Microservice frameworks. Also differences between running a JAR or a native image are shown and the effects of running inside a container. This will help choosing the JVM with the right characteristics for your specific use-case!
If the market for your product or service is taking off, you’re likely experiencing an influx of new entrants. Customers, potential employees and investors—who in the early days didn’t understand your product or were skeptical it would succeed—now tell you that “everyone’s doing that” and want to know “what’s different about you?”
In this presentation, you'll learn how to refine your target market definition and improve your positioning, so you can help your company grow in a crowded market.
This is a selection of slides from Cloudera's 2008 pitch deck to raise a $5 million Series A. Accel wound up winning the deal and became the initial investor in the company.
Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both).
Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney.
Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.
Open Source Software Development by TLV PartnersRoy Leiser
Our insights about Open Source software development. Trends, leading brands and practices, success stories, important Exists, Pros and Cons and much more.
During the past few years open source has transformed the tech industry. According to Gartner's survey 85% of companies currently use open source software. In this presentation we will examine what open source is? What are the pros and cons for software developers? How big is the market? How can one make money developing an open source product and which business models companies use? If it doesn’t work – is it possible to witch from and to OS?
This presentation was created in Aug 2013.
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The presentation was delivered at LinuxCon and ContainerCon in Tokyo, Japan in July 2016.
How To Create A Billion $ Category: Mark Organ's Dreamforce '13 KeynoteInfluitive
Why just a build a company when you can create a whole new category instead? That’s the question that Influitive founder and CEO Mark Organ explored in his packed Founders Forum session at Dreamforce 2013.
Here’s one really good reason: category creators tend to grow revenue 4x faster and grow market cap 6x faster than those companies that enter a category later on.
Based on Mark’s experience building marketing automation category creator Eloqua, what he’s learned so far as Influitive (http://influitive.com) carves out a brand new category – advocate marketing – a little over a decade later, and his observations on why other powerful category creators, including Salesforce.com, Tesla and Keurig, have been so successful, his presentation proposes a whole new framework for category creation.
*Enhanced with new content and optimized for SlideShare*
Original recorded presentation: http://youtu.be/Pw_mTsKB1R4?t=1s
This presentation contains an overview about things to keep in mind when trying to build a community. As one of the first slides already states: you cannot create a community, it is already there. However you can help the community better in several ways. Therefore a model of the different phases of a member in a community is used. Based on this model several actions are defined which a community manager could take to help the community. The last few slides contain an overview of several well known social media cases.
What Open Source Is and How Your Nonprofit Can BenefitTechSoup
Open source software allows anyone to freely read, study, modify and redistribute a software’s source code with little restriction other than that free access is maintained. For a nonprofit, open source represents a fantastic opportunity to tap into some of the best technology out there, to engage with entirely new allies, and to reduce long-term technology costs for an organization.
Join the Case Foundation’s VP of Interactive Strategies, John Jones, for a webinar where he will cover the following topics:
- Discuss what open source is
- How some nonprofits have been able to employ it to advance their work
- How you may apply those lessons to your own organization
- In addition, John will share some of the open source work the Case Foundation has been leading, which will include a demo of an open source project the Case Foundation has released.
Curious about FINOS programs and membership benefits? Want to learn more on how you can contribute to the organization that is bringing open source to financial services and fintech? And most importantly, want to know what's in it for you, whether you are large financial institution, a large or small fintech tech or data vendor or an individual? Check out this deck and start contributing today!
An introduction to Symphony Softwar Foundation, community, projects, open source and open standards focused initiatives for innovation in financial services and fintech.
For more information check out:
Website: http://symphony.foundation
Wiki: https://symphonyoss.atlassian.net/wiki/
Github: https://github.com/symphonyoss/
Presentation given at the TYPO3 Conference, Asia, in Phnom Penh on 17 August 2012. The aim was to raise awareness among web developers and web entrepreneurs about novel entrepreneurship facilities such as online outsourcing, crowdsourcing, and crowdfunding services.
How to Build a Billion Dollar SaaS Category - Achievers Tech Talks Feb 2014Mark Organ
Why just a build a company when you can create a whole new category instead? That’s the question that Influitive founder and CEO Mark Organ explored in his packed Achievers Tech Talk discussion on Feb 18, 2014.
Here’s one really good reason: category creators tend to grow revenue 4x faster and grow market cap 6x faster than those companies that enter a category later on.
Based on Mark’s experience building marketing automation category creator Eloqua, what he’s learned so far as Influitive (http://influitive.com) carves out a brand new category – advocate marketing – a little over a decade later, and his observations on why other powerful category creators, including Salesforce.com, Tesla and Keurig, have been so successful, his presentation proposes a whole new framework for category creation.
*Enhanced with new content and optimized for SlideShare*
Original recorded presentation at Dreamforce 2013: http://youtu.be/Pw_mTsKB1R4?t=1s
This presentation is about engaging mainstream users for OSS ecosystem sustainability. Open source is becoming mainstream but there are still looming uncertainties about the sustainability of its ecosystem made of some keystone projects and many SMEs. The user is the missing component of the OSS ecosystem’s sustainability. We must put the user back into the equation.
This presentation introduces the Market Readiness Levels index, the OW2 OSS Good Governance initiative and the ReachOut beta-testing platform. three initiatives leveraging the resources and experience of OW2’s European community of open source projects with the ambition to engage mainstream users and make them more comfortable and more committed to the long-term term sustainability and success of the European open source ecosystem.
DAN Brand Accelerator: Client Pitch KeynoteJason Newport
Here is the Brand Accelerator pitch deck I began using to pitch current clients more than two years ago. I refined as we advanced through each phase once clients had signed on and we adjusted as necessary. I pitched this to more than twenty clients, all household brand names -- an converted each of them. Not a single brand declined to move forward.
Rise of the Open Source Program Office for LinuxCon 2016Gil Yehuda
Open Source Program Offices collaborate on open source, policy, governance, and github to help developers improve successful outcomes for open source strategy. We describe why OSPOs are emerging, how they work, and what this means to the open source industry. We highlight a Linux Foundation sponsored collaboration called the TODOGroup where program office directors are meeting to coordinate efforts and ideas.
The presentation was delivered at LinuxCon and ContainerCon in Tokyo, Japan in July 2016.
How To Create A Billion $ Category: Mark Organ's Dreamforce '13 KeynoteInfluitive
Why just a build a company when you can create a whole new category instead? That’s the question that Influitive founder and CEO Mark Organ explored in his packed Founders Forum session at Dreamforce 2013.
Here’s one really good reason: category creators tend to grow revenue 4x faster and grow market cap 6x faster than those companies that enter a category later on.
Based on Mark’s experience building marketing automation category creator Eloqua, what he’s learned so far as Influitive (http://influitive.com) carves out a brand new category – advocate marketing – a little over a decade later, and his observations on why other powerful category creators, including Salesforce.com, Tesla and Keurig, have been so successful, his presentation proposes a whole new framework for category creation.
*Enhanced with new content and optimized for SlideShare*
Original recorded presentation: http://youtu.be/Pw_mTsKB1R4?t=1s
This presentation contains an overview about things to keep in mind when trying to build a community. As one of the first slides already states: you cannot create a community, it is already there. However you can help the community better in several ways. Therefore a model of the different phases of a member in a community is used. Based on this model several actions are defined which a community manager could take to help the community. The last few slides contain an overview of several well known social media cases.
What Open Source Is and How Your Nonprofit Can BenefitTechSoup
Open source software allows anyone to freely read, study, modify and redistribute a software’s source code with little restriction other than that free access is maintained. For a nonprofit, open source represents a fantastic opportunity to tap into some of the best technology out there, to engage with entirely new allies, and to reduce long-term technology costs for an organization.
Join the Case Foundation’s VP of Interactive Strategies, John Jones, for a webinar where he will cover the following topics:
- Discuss what open source is
- How some nonprofits have been able to employ it to advance their work
- How you may apply those lessons to your own organization
- In addition, John will share some of the open source work the Case Foundation has been leading, which will include a demo of an open source project the Case Foundation has released.
Curious about FINOS programs and membership benefits? Want to learn more on how you can contribute to the organization that is bringing open source to financial services and fintech? And most importantly, want to know what's in it for you, whether you are large financial institution, a large or small fintech tech or data vendor or an individual? Check out this deck and start contributing today!
An introduction to Symphony Softwar Foundation, community, projects, open source and open standards focused initiatives for innovation in financial services and fintech.
For more information check out:
Website: http://symphony.foundation
Wiki: https://symphonyoss.atlassian.net/wiki/
Github: https://github.com/symphonyoss/
Presentation given at the TYPO3 Conference, Asia, in Phnom Penh on 17 August 2012. The aim was to raise awareness among web developers and web entrepreneurs about novel entrepreneurship facilities such as online outsourcing, crowdsourcing, and crowdfunding services.
How to Build a Billion Dollar SaaS Category - Achievers Tech Talks Feb 2014Mark Organ
Why just a build a company when you can create a whole new category instead? That’s the question that Influitive founder and CEO Mark Organ explored in his packed Achievers Tech Talk discussion on Feb 18, 2014.
Here’s one really good reason: category creators tend to grow revenue 4x faster and grow market cap 6x faster than those companies that enter a category later on.
Based on Mark’s experience building marketing automation category creator Eloqua, what he’s learned so far as Influitive (http://influitive.com) carves out a brand new category – advocate marketing – a little over a decade later, and his observations on why other powerful category creators, including Salesforce.com, Tesla and Keurig, have been so successful, his presentation proposes a whole new framework for category creation.
*Enhanced with new content and optimized for SlideShare*
Original recorded presentation at Dreamforce 2013: http://youtu.be/Pw_mTsKB1R4?t=1s
This presentation is about engaging mainstream users for OSS ecosystem sustainability. Open source is becoming mainstream but there are still looming uncertainties about the sustainability of its ecosystem made of some keystone projects and many SMEs. The user is the missing component of the OSS ecosystem’s sustainability. We must put the user back into the equation.
This presentation introduces the Market Readiness Levels index, the OW2 OSS Good Governance initiative and the ReachOut beta-testing platform. three initiatives leveraging the resources and experience of OW2’s European community of open source projects with the ambition to engage mainstream users and make them more comfortable and more committed to the long-term term sustainability and success of the European open source ecosystem.
Similar to The Rise of Open Adoption Software (OAS) (20)
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2. What is Open Adoption Software (OAS)?
open · adoption · software
/ˈōpən/ noun
software that
1. is openly built by a network of developers, end users and ecosystem partners;
2. is openly and freely adopted by frontline developers who can become potential
customers;
3. is embracing of proprietary, valued-added bits to help users get the most out of their
software;
4. is now the foundation for how enterprises think about IT
a definition
4. A change in requirements and attitudes
there’s a real shift in how end users think about and adopt technology
innovation through
networks
developer power everything’s web-scaleneed for speed (& control)
powerful contributor
networks and web-based
communities are driving
steep innovation curves.
open projects spring up
around critical-mass pain
points and attract
thousands of contributors
users are taking an “open-
first” view of the world,
driven by a newly
empowered front line
developer who pulls best-
of-breed solutions off the
shelf
the requirements of today’s
global, web-scale applications
dwarf the capabilities of
traditional software vendors;
many open projects are
founded from these exact
challenges with scale
IT leaders need to move
faster than traditional
vendors allow, while
having the freedom to
touch and modify code on
the go — minimizing
unknown dependencies
5. Mgmt,Security,Analytics
A redrawing of the enterprise IT stack
Storage, Networking, Compute, Web Server
Data Management
Application
Storage, Networking, Compute, Web Server
Data Management
Application
we’re seeing a floor to ceiling remodel using open adoption software (OAS)
Mgmt,Security,Analytics
6. Break open tech and non-tech companies alike
and you’ll find they both adopt and contribute to open technologies
Hundreds of billions in equity value built on the backs of open adoption software and technology.
These CTOs and CIOs are all thinking “open first”
8. Enjoying steeper adoption curve
paid customer count**
Downloads* of
2010 2011 2012
200,000
400,000
750,000
3300
201120102009
2300
1400
* Github & public estimates
**Splunk S-1
Not all users are created equally; but OAS
can rapidly find itself in mission-critical
production environments, without ever
having to talk to a procurement department
Users/Downloads/Installs
open adoption software spreads much faster than proprietary counterparts
9. Mulesoft
OAS companies are scaling quickly*
from founding, to $100m ARR — they don’t look dissimilar from their software counterparts
y0 y1 y2 y3 y4 y5 y6 y7 y8 y9 y10
WDAY SPLKCRM
Cloudera
$100m
ARR
Acquia
*Source: filing company 10-Ks, Accel estimates, press release mentions
Github
Tenable
NOW
10. $20b+est. private + public
equity value of OAS
companies today
(excl Red Hat)
200+
11OAS companies valued
above $1b**
*Black Duck OPENHUB Project Statistics
**Accel, Crunchbase, Mattermark, Tracxn
10
**
unique OAS technology
startups that raised
funding over last decade
30+
unique venture capital
firms investing in OAS
companies last 3 years
$7b+
cumulative venture
dollars in OAS
companies, 2016
By the numbers
OAS vendors receiving meaningful VC support over the past few years
11. OAS: the next wave in software
Application/Client ServerMainframe SaaS Open Adoption Software
MarketReach/Innovation
Each phase enjoyed easier deployment and end-user distribution
more widely distributed and driving greater IT value than anything before it
12. how are OAS companies constructed?
(answer: it’s different, but luckily, there are some good frameworks emerging…)
13. A later starting line
traditional saas/proprietary software timeline
start company
identify customer
pain points
build products
iterate towards
product-market fit
scale
go-to-market
drive customer
success
retention/
expansion
open adoption software timeline
create an open
project to solve
critical technology
pain
build community
of like-minded
developers
determine customer
interest in similar
pain points /
TAM
start company
build value-added
products
harvest early
community adoption
retain +
expand
OAS companies start well after market proof points have emerged
14. Phase II: Product
Definition & Packaging
Nail all three phases in sequence to build a long-term, durable business
Phase I: Project
Community
14
Phase III: Profit
Scale & Go-to-Market
How do we build a high-
energy, organic community,
while ourselves becoming the
leading voice/brand behind
the project?
How do we leverage inbound
support/services
engagements to help define
product requirements and
core customer needs?
How are we filtering through
our community adoption to
hone in on mature users,
while going to market with
our proprietary, value-added
products?
Three P’s of OAS companies
almost all OAS companies follow these three “phases” en route to independence
Founding, Seed, Series A Series A, B, C Series C, D+
15. Phase II: ProductPhase I: Project Phase III: Profit
Open Dev Product Dev Sales Marketing Open Dev Product Dev Sales Marketing Open Dev Product Dev Sales Marketing
$Investments
R&D: heavy community development phase
• Ignite the contributor base (deep and wide) through open
development
• Become the defacto project steward: are we the driving
technical voice in the community?
S&M: brand marketing
• Grassroots, developer evangelism via content, forums
and Slack
• Sharing new use cases — what’s possible now that
wasn’t before?
• Aim to be leading brand and authority associated with
the open project (eponymous)
15
R&D: ramping product development + support
• Centralize key contributors within your org
• Leverage inbound service and support requests from early
adopters to help organize broader community efforts and
shape a shared roadmap
• Identify customer pain points that can be solved with
value-added proprietary products
S&M: building the pipeline, ramping sales efforts
• Sustained community marketing and use-case evangelism
• Marketing starts going beyond front-line developers, to
include key business stakeholders
• Service and support requests form the basis of an early
sales pipeline for value-added products
• Crisp view of what a production customer looks like
R&D: product development at scale
• Open development reaching steady state
• Major efforts around proprietary products that extend
the value of the underlying project
• Deepening hooks with prevailing cloud vendors
• Building out necessary integrations with partners
S&M: sales effort at scale
• Beginnings of a repeatable sales playbook
• Targeting accounts that are production-ready and have
expansion opportunity
• Marketing becomes more business-centric and
solutions-oriented
• Verticalizing sales efforts to sell project + products
against industry needs
Each phase has its own set of inputs…
16. Go To Market: “selling” (TAM) vs. “harvesting” (TAC)
“Selling” motion = concerted
outbound effort to find customer n+1
… and get them to deploy product
Repeat sales / Referrals
Prospecting via TAM
Initiate Contact
Identify Needs
Present Offer
Manage Objections
Close Sale
Traditional Enterprise SW Sales Process
Total Addressable Community (TAC)
User Acquisition Cost (UAC)
User Conversion Cost (UCC)
active project users
deployed in production
Subset of Paying
Customers
What’s Different for OAS
“Harvesting” motion = sorting through highest
priority opportunities among of community of
existing users
18. Being “open” is not the be all, end all
still need great teams, strong execution, and a large market — not all projects will become companies!
To come out on the other side, focus on the core inputs to OAS company
building
Big markets
Strong teams
3 P’s
Funding
Mission-critical
use cases
Hadoop
Mule
Mongo
Drupal
Cassandra
d3.js
Chef
Puppet
Salt
Kafka
Budget
19. The cloud plays a BIG part here!
public clouds will power a lion share of OAS — find differentiated and unique areas to add value!
Cloud vendors will offer plain-vanilla
distributions out of the box; developers
can quickly spin up, and other non-
power customers get many simple
needs met
Power customers with complex
workflows and critical LOB applications
will elect for pure-play vendor
distributions, paying for capability and
control
As applications deepen and become
more mission-critical, customers
purchase products to further drive-value
— well beyond scope and reach of the
public cloud players
Bare-bones project, offered as-a-
Pure-play distributions from OAS vendors
Value-added products from OAS vendors
Director
AnyPoint
Developertoenterprise
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