It is difficult for many closed source software vendors to embrace open source. Why is this so? After all, over the last years we have come to understand the many business benefits of employing open source as part of a software vendor’s strategy toolbox. In this presentation, I make a first attempt at answering this question (and also include a few remedies). In a nutshell,
open source is hard for closed source vendors, (1) because they have a different risk/reward profile than startups and have a higher fear around legal uncertainties, (2) because they would have to undergo substantial and painful organizational change, easily involving lay-offs, and (3) because current sales incentives are not set up to support cross-selling open source.
This presentation is an alpha release, which is to say, I doubt I’ve nailed it all. Please tell me what you think I’ve missed or where you dis/agree with my thoughts! Because of this, I maintain full copyright of the presentation. Later revisions will hopefully include your feedback (and give proper credits) and will be released under the Creative Commons BY-SA 3.0 license.
The presentation is available as a PDF file.