GTM vs Open Source - Speaker Deck

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GTM vs Open Source Observations and opinions Gareth Rushgrove @garethr

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Gareth Rushgrove VP Product, Snyk

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Not a talk about open source software licensing *

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

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

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

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

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

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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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Interesting example: Homebrew

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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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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 “ “