GTM vs Open Source

Transcript

1. GTM vs Open Source Observations and opinions Gareth Rushgrove @garethr

2. Gareth Rushgrove VP Product, Snyk

3. Not a talk about open source software licensing *

4. Open Source: Still not a business model Launch new open

   source project It becomes wildly popular Profit

5. Profit Launch a new business Launch a new product It

   becomes wildly popular

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

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

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

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

9. 1. Open source is optional 2. Naming is hard 3.

   Team organisation 4. Analytics 5. Self-competition This talk

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?

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

12. 3. How to organise your teams? Everyone To start with

    it’s easy

13. How not to organise your teams Open Source team SaaS

    team Avoiding early misaligned incentives

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 “ “

15. Interesting example: Homebrew

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

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 “ “

18. Think holistically about open source projects

19. Think about what long term success looks like

20. Questions? @garethr