Channeling Open Source in Europe: Ranga Rangachari

GroundWork – deliver IT operations management software built on open source

• Opportunities for retention and growth

• switch from existing closed source solutions (extensibility)
• service opportunities

• dramatically different from traditional software: value add becomes a huge differentiator, no role for “box pushers”
• no “one size fits all”
• don’t stay too focused on the “initial license revenue”, think 3-5 years customer life cycle
• 90% of customers with annual-based contract
• don’t get fooled by downloads, try to have information, but NO follow-up with people! they have to come back by their own

• training
• certification
• annual-subscription for the prof. model

Cross-posted on ecenter solutions blog.