Presented by CEO, Miguel Valdes at the 2012 Open Source Convention (OSCON). This presentation outlines the areas necessary for creating and running a stellar Open Source business.

1. The Four Secrets of a
Successful Open
Source Business
Miguel Valdés-Faura
BonitaSoft CEO & Co-Founder
08/08/2012 1

2. What makes a Successful Open Source Business?
There are four secrets:
The Market Analysis
The Democratization Process
Community Management
A High-Volume Sales Machine

3. The Market Analysis

4. Do your homework. What is your opportunity?
 Is your market mature and fully evangelized?
 What is your value proposition… besides being open
source?
 How your business model is going to be disruptive?
 Can you expand your opportunity?

5. Define your differentiators
Quick time to value
1-Day
Deployment
Costs 10 times less than traditional
software
Improvements from thousands of
contributors
Cost
Extensibility
Effectiveness
Easy to connect Access to source code
to external and internal systems
Connectivity Low risk
5

6. The Democratization Process

7. Shake things up
Democratization is:
 Creating options
 Offering alternatives
 Challenging the status quo
 Disrupting traditional pricing models
Bring your Solution to the masses… Stay away from the elite
7

8. How do you do it?
Create great software
Build an active community
High volume business
Develop partnerships (Do not be open source exclusive)
Viral marketing: get the word out!
08/08/2012 8

9. Community Management

10. Best practices for community management
 Invest in a dedicated community manager or team
 Identify product extension points or contributions
 Work on content that encourages technology and product
adoption
 Develop product tools or features that foster contributions

11. Best practices for community management
 Monitor and participate in your forums & analyze
discussions
 Highlight active community members and get their
feedback
 Engage in other communities

12. A High-Volume Sales
Machine

13. Measurement
 Define your key performance indicators (KPIs)
 Acquire technology that allows you to track
 Constantly monitor performance
 Make adjustments quickly
14000
12000
10000
8000
6000
4000
2000
0
Feb Mar Apr May June July August Sept Oct Nov Dec Jan-12 Feb-12 Mar-12 Apr-12 May-12 June-12
08/08/2012 13

14. Define your revenue model
14

15. The result

16. #1 Growing BPM vendor • €8M Series B: Serena, Ventech & Auriga
• 250 customers
1.5 million downloads • +1M downloads
20,000 community members • 100 customers
• +500k downloads
400 customers • New offices in France,
US and China
• BonitaSoft is founded
• €4,5M Series A: Ventech & Auriga
•100k downloads
• Bonita project creation
• INRIA Labs (France)
• Open Sourced
March 2001 June 2009 December 2010 October 2011

17. BonitaSoft Is:
+250k website 1 new customer every +300 connectors to
visitors every month business day enterprise & cloud
systems
+60k product 50% -50% deals new +50 System Integrators
downloads business vs upselling partners in 30
every month every quarter countries
+10.000 leads 400 customers in 50 +35.000 discussions in
every month different countries community forums

18. THANK YOU!
October 10, 2010
18