The Rise of Open Adoption Software, OAS

2020-02-27 159浏览

  • 1.The Rise of Open Adoption Software, OAS
  • 2.What is Open Adoption Software (OAS)? a definition open · adoption · software /ˈōpən/ noun software that 1. is openly built by a network of developers, end users and ecosystem partners; 2. is openly and freely adopted by frontline developers who can become potential customers; 3. is embracing of proprietary, valued-added bits to help users get the most out of their software; 4. is now the foundation for how enterprises think about IT
  • 3.what’s giving rise to OAS?
  • 4.A change in requirements and attitudes there’s a real shift in how end users think about and adopt technology developer power need for speed (& control) everything’s web-scale innovation through networks users are taking an “openfirst” view of the world, driven by a newly empowered front line developer who pulls bestof-breed solutions off the shelf IT leaders need to move faster than traditional vendors allow, while having the freedom to touch and modify code on the go — minimizing unknown dependencies the requirements of today’s global, web-scale applications dwarf the capabilities of traditional software vendors; many open projects are founded from these exact challenges with scale powerful contributor networks and web-based communities are driving steep innovation curves. open projects spring up around critical-mass pain points and attract thousands of contributors
  • 5.A redrawing of the enterprise IT stack Application Data Management Mgmt, Security, Analytics Application Data Management Storage, Networking, Compute, Web Server Storage, Networking, Compute, Web Server Mgmt, Security, Analytics we’re seeing a floor to ceiling remodel using open adoption software (OAS)
  • 6.Break open tech and non-tech companies alike and you’ll find they both adopt and contribute to open technologies Hundreds of billions in equity value built on the backs of open adoption software and technology. These CTOs and CIOs are all thinking “open first”
  • 7.can OAS vendors be real companies?
  • 8.Enjoying steeper adoption curve open adoption software spreads much faster than proprietary counterparts Users/Downloads/Installs Downloads* of 750,000 Not all users are created equally; but OAS can rapidly find itself in mission-critical production environments, without ever having to talk to a procurement department 400,000 paid customer count** 200,000 3300 1400 2010 2011 2012 2009 2300 2010 2011 * Github & public estimates **Splunk S-1
  • 9.OAS companies are scaling quickly* from founding, to $100m ARR — they don’t look dissimilar from their software counterparts CRM Cloudera WDAY Acquia Github Tenable Mulesoft SPLK $100m ARR NOW y0 y1 y2 y3 y4 y5 y6 y7 y8 y9 y10 *Source:filing company 10-Ks, Accel estimates, press release mentions
  • 10.By the numbers OAS vendors receiving meaningful VC support over the past few years 30+ $7b+ unique venture capital firms investing in OAS companies last 3 years 200+ cumulative venture dollars in OAS companies, 2016 ** unique OAS technology startups that raised funding over last decade 11 $20b+ OAS companies valued above $1b** est. private + public equity value of OAS companies today (excl Red Hat) *Black Duck OPENHUB Project Statistics **Accel, Crunchbase, Mattermark, Tracxn 10
  • 11.OAS:the next wave in software Market Reach/Innovation more widely distributed and driving greater IT value than anything before it Mainframe Application/Client Server SaaS Open Adoption Software Each phase enjoyed easier deployment and end-user distribution
  • 12.how are OAS companies constructed? (answer:it’s different, but luckily, there are some good frameworks emerging…)
  • 13.A later starting line OAS companies start well after market proof points have emerged traditional saas/proprietary software timeline start company identify customer pain points build products iterate towards product-market fit scale go-to-market drive customer success retention/ expansion harvest early community adoption retain + expand open adoption software timeline create an open project to solve critical technology pain build community of like-minded developers determine customer interest in similar pain points / TAM start company build value-added products
  • 14.Three P’s of OAS companies as we’ve seen, almost all OAS companies follow these three “phases” en route to independence PhaseI:Project Phase II:Product Phase III:Profit Community Definition & Packaging Scale & Go-to-Market How do we build a highenergy, organic community, while ourselves becoming the leading voice/brand behind the project? How do we leverage inbound support/services engagements to help define product requirements and core customer needs? How are we filtering through our community adoption to hone in on mature users, while going to market with our proprietary, value-added products? Series A, B, C Series C, D+ Founding, Seed, Series A Nail all three phases in sequence to build a long-term, durable business 14
  • 15.Each phase has its own set of inputs… PhaseI:Project Phase III:Profit $ Investments Phase II:Product Open Dev Product Dev Sales Marketing R&D:'>D: