Closing an Open-Source Deal Through Your Systems Integrator

"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..."

Complete Story

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