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GTM vs Open Source

GTM vs Open Source

A short talk with practical observations and opinions about startups and open source projects.

Gareth Rushgrove

October 21, 2021
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  1. GTM vs Open
    Source
    Observations and opinions
    Gareth Rushgrove @garethr

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  2. Gareth Rushgrove
    VP Product, Snyk

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  3. Not a talk about
    open source
    software licensing
    *

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  4. Open Source: Still not a business model
    Launch new
    open source
    project
    It becomes
    wildly popular
    Profit

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  5. Profit
    Launch a
    new
    business
    Launch a
    new
    product
    It becomes
    wildly
    popular

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  6. Launch a
    new open
    source
    project
    It becomes
    wildly
    popular
    Profit
    Launch a
    new
    business
    Launch a
    new
    product
    It becomes
    wildly
    popular

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  7. “open source is a channel. Open source
    is a way that you, in a business sense, get
    the software out to the people, the
    people use the software, and then they
    become a channel, which [companies]
    eventually try to turn into money.”
    Adam Jacobs
    @adamhjk

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  8. Launch a
    new open
    source
    project
    It becomes
    wildly
    popular
    Profit
    Launch a
    new
    business
    Launch a
    new
    product
    It becomes
    wildly
    popular
    Decisions
    made here
    Have a big
    impact here
    And
    decisions
    made here

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  9. 1. Open source is optional
    2. Naming is hard
    3. Team organisation
    4. Analytics
    5. Self-competition
    This talk

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  10. Launch a
    new open
    source
    project
    It becomes
    wildly
    popular
    Profit
    Launch a
    new
    business
    Launch a
    new
    product
    It becomes
    wildly
    popular
    1. Should you even open source?

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  11. 2. What to name things?
    Company, product, project
    Same name for the
    company, product and
    project
    Same name for the
    company and product,
    different name for the
    project
    Different names for the
    company and
    product/project

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  12. 3. How to organise your teams?
    Everyone
    To start with it’s easy

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  13. How not to organise your teams
    Open Source
    team
    SaaS team
    Avoiding early misaligned incentives

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  14. 4. What to do about analytics?
    People complain
    on GitHub when
    something
    doesn’t work
    Open source project
    We have real time
    data on every user
    interaction and
    insights into what
    is and isn’t
    working
    Every SaaS vendors
    “ “

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  15. Interesting example: Homebrew

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  16. Interesting example: Hashicorp Checkpoint
    Your version of Terraform is out of date! The latest version
    is 1.0.0. You can update by downloading from https://www.terraform.io/downloads.html

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  17. 5. Avoid or embrace self-competition?
    All of our open
    source users will
    become paying
    customers!
    What you may think
    Status: Closed
    lost. Competition:
    Our damn open
    source project!
    Your future sales reps
    “ “

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  18. Think holistically
    about open
    source projects

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  19. Think about what
    long term success
    looks like

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  20. Questions?
    @garethr

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