From mboxrd@z Thu Jan 1 00:00:00 1970 Return-Path: Date: Sat, 18 Aug 2007 23:40:28 +0300 From: Michael Shigorin To: smoke-room@lists.altlinux.org Message-ID: <20070818204028.GQ24364@osdn.org.ua> Mail-Followup-To: smoke-room@lists.altlinux.org Mime-Version: 1.0 Content-Type: text/plain; charset=koi8-r Content-Disposition: inline Content-Transfer-Encoding: 8bit User-Agent: Mutt/1.4.2.1i Subject: [room] =?koi8-r?b?QWxmcmVzY286ICLTz8bUIMTPzNbFziDQ0s/EwdfB1Ngg?= =?koi8-r?b?08XC0SDTwc0i?= X-BeenThere: smoke-room@lists.altlinux.org X-Mailman-Version: 2.1.9rc1 Precedence: list Reply-To: shigorin@gmail.com, =?koi8-r?b?y9XM2NTV0s7ZyiDPxtTP0MnL?= List-Id: =?koi8-r?b?y9XM2NTV0s7ZyiDPxtTP0MnL?= List-Unsubscribe: , List-Archive: List-Post: List-Help: List-Subscribe: , X-List-Received-Date: Sat, 18 Aug 2007 20:40:30 -0000 Archived-At: List-Archive: Здравствуйте. Довольно интересное (хоть и бурно разбавленная "you know what") интервью с мужиком из Alfresco насчёт различных моделей продажи в том числе (по ходу обсуждения выводов из их опроса своих клиентов и наблюдения за разными случаями их появления): http://www.linuxworld.com/cgi-bin/mailto/x_linux.cgi?pagetosend=/export/home/httpd/linuxworld/news/2007/081607-matt-asay-interview.html "...lot of companies evaluating on Windows, because that happens to be what is sitting on the developer's desktop. But then going live and going into production with Linux, that's very consistent across the board with every open source company with which I'm familiar. And then this affinity for other open source pieces of the infrastructure that go with your open source application again. I see this in all the companies that I talk to." "But generally speaking, the software has to sell itself. We don't have anybody out knocking on doors trying to drum up business. All leads come to us. And it means the software really has to be good and has to stand on its own. It has to be easy to install, easy to understand. Documentation has to be good. We have to be able to get the customer off the ground without our assistance, and then we come in to provide that extra value to make sure that they get the most out of the software. But it's very different from the proprietary model where you hire an expensive sales force to go out and knock on doors. The customer never gets to touch the software and really see what it can do and whether it will be good for them until they've paid. So all the risk gets shifted onto the buyer, which is, I think, a wrong model. Depending on the day I might even go so far as to say an immoral model of how to do business. But I'm somewhat biased in matters like that, so take that with a grain of salt." "...I think, it's better for customers to buy into a model that says you know what, you paid zero for the software--you find out on your own whether it's going to work for you or not, and if you buy, you're buying support, or you're buying some extra value that we're providing." "In the software world we don't like the thought of having to really break our backs for the customer, but that's what we should be doing. That's what virtually every industry on the planet has to do. You have to serve the customer, and software has gotten a free ride for too long in my opinion." "One of the problems with open source is that suddenly your customers know a heck of a lot about your product and you can't BS anymore. You have to train the sales people to just be very candid about what the product can and can't do because the customer will find out really quickly if you're lying. ... I think it means you need to have more of these solutions engineers or sales engineers than you do of sales people." И там ещё в конце менее релевантный, но интересный цифрами рассказ о переезде модели лицензирования * с 80% MPL+attribution / 20% proprietary на 100% MPL+attribution; * потом на GPLv2 в мотивации и результатах (второй шаг добавил 50% продаж). PS: кто угодил в Bcc: -- просьба не удивляться. :) -- ---- WBR, Michael Shigorin ------ Linux.Kiev http://www.linux.kiev.ua/