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So, what about the JBoss-style pay for services/support/training model? It's clear from Benchmark Capital's portfolio that they're on-board with this -- Terrac
by ShabbyDoo 17y ago
So, what about the JBoss-style pay for services/support/training model? It's clear from Benchmark Capital's portfolio that they're on-board with this -- Terracotta, Hyperic, SpringSource, Pentaho, etc.
Is this a viable model for a start-up? I introduced a piece of JBoss software at a Fortune 500 company, and they paid $45K/year in support without much thought or a salesperson even visiting. And, they were delighted by how inexpensive it was!
- dshah 17y agoYes, I think this is a viable model. Essentially, what folks like JBoss are doing is reducing the cost of acquisition by leveraging lighter-weight distribution techniques.
- ShabbyDoo 17y agoI've been in roles where sales reps from various OS companies, and I've been asking them about their sales processes. I think that most sales are of the "we tried it, liked it, are using it, and now we want a support contract" sort. However, I think that JBoss often goes into large organizations where the maintenance fees on Weblogic, etc. exceed the annual support costs for their OS replacements. I'm also told that OS offerings like Hyperic do well because operations groups have more money to spend than development groups, and their asses are on the line to keep stuff working.