In an open-source business, a vendor’s biggest competition often derives from a freely available, “community” version of its product. By extension, an open-source vendor’s biggest competition comes from the systems integrators that provide implementation services around that vendor’s community software.
Crippling this competition–so tempting on the surface–tends to cripple all the benefits that come from it, including facilitated adoption of the software, and lower sales and marketing costs.
The question, then, is how to foster unfettered adoption of one’s open-source software while still preventing would-be partners from undermining one’s own ability to profit from the software.
Over the past two and a half years, my company, Alfresco, has struggled with this tension and has, I believe, come up with some winning strategies and policies. I share them here, in case they’re helpful to you in your own efforts to build an open-source business.
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