1、MAKING MONEY ON OPENSTACK,Boris Renski zer0tweets,China and Russia are alike!,2,We love gymnastics!,3,We love chess!,4,and we love money!,5,6,When most people think of OpenStack, they imagine this,7,When I think of OpenStack, I imagine this,The four questions:,Is there $ in OpenStack? How much $ is
2、 there? Why is it easier to get than from “other stacks?” How do you get the $?,8,Is there $ is OpenStack?,9,Premise 1: cloud is BIG $,10,Premise 2: cloud will be open,why? because cloud pioneers show that open is the way! Enterprises will follow in time.,11,Premise 3: OpenStack won open cloud wars,
3、12,Average # of developers in an IRC channel as of 6/18,Premise 3: OpenStack won open cloud wars,OpenStack is the #2 FOSS foundation,13,The Linux Foundation = $9.6M Openstack = $6M Mozilla Foundation = $1.9M The Apache Foundation - $0.53M,Premise 3: OpenStack won open cloud wars,3. OpenStack is the
4、fastest growing open source project in history 180+ organizations, 3000+ developers,14,Summary,IaaS technology is disrupting a huge infrastructure software market Open source cloud is not a “cheap alternative” to proprietary, it is the dominant standard in IaaS market OpenStack is the unchallenged l
5、eader in open source IaaS,15,How much $ is there?,16,How big is OpenStack market?,Market: Total amount of IT spending influenced by OpenStack. Revenue Streams: Hardware, Software, Services,17,Services,Hardware,Software,Top down way to analyze,VMware owns 59% of the market VMware license revenue for
6、cloud infrastructure is 1.6B in 2011 Total market for cloud infrastructure software is 2.7B Including hardware and services $15B Growing at 30%,18,19,OpenStack is disrupting a $15B market. Nobody knows the exact market size, but everybody knows that the market is,Very Nice!,Why is it a better invest
7、ment then “other stacks?”,20,OpenStack was built for the community,OpenStack is the enabler for community innovation. Started by a community Developed by a community Marketed by a community With the goal of enabling participants to add value and build money,21,Alternatives are for the founding vendo
8、r,Alternatives, are vendor driven projects: Started by a single vendor Developed by a single vendor Marketed by a single vendor With the goal to create a veil of “no vendor lock-in”,22,How do you get the $?,23,The Ecosystem,24,Open but hard: Harder to deploy/adopt Easier to sell Low risk Low reward,
9、Proprietary but easy: Easy to adopt Harder to sell High risk High reward,System Integration,Support,Software,Hardware,Hardware Camp,25,Pros Aligned with enterprise buying patterns Can sell through channel Leveraged business model,Cons Hard to penetrate the market Significant upfront R&D investment,B
10、est price-performance with commodity components,iPhone of OpenStack,The Incumbents,Key Players,Software Camp,26,Pros Can be less R&D then appliance Hardware vendors can be a channel Leveraged business model,Easy to install OpenStack for everyone,OpenStack for the enterprise; VMWare killer,OpenStack
11、for massive scale / webscale,Swift for SaaS Vendors,Cons Enterprises are used buying VMWare, not cloud Still need to invest in brand; VARs dont create demand OpenStack is free, no?,Key Players,Support Camp,27,Pros Leveraged business model Full use of OpenStack momentum Aligned with how enterprises b
12、uy open source,We own mission critical apps,We own the cloud,Support is what we do,We own the enterprise,Cons Battle against incumbents Must have a brand Isnt trivial to just sell support,Key Players,SI Camp,28,Pros Start monetizing with minimal investment Learn while making money Full use of OpenSt
13、ack momentum,Small but smart; we know HA,#1 SI in the OpenStack Ecosystem,The Incumbents,Cons Business scales linearly Will commoditize long term,Key Players,“Its Complimentary” camp,29,OpenStack as an enabler for selling core product / service,The Mirantis Story,30,The Mirantis Way,31,Once upon a t
14、ime we were a software engineering company that did a little bit of everything.,The Mirantis Way,32,The day OpenStack was announced, we decided to research it further and build a private cloud for our internal IT,The Mirantis Way,33,We liked the technology so I called Mark Collier and asked how can
15、we get involved?,Mark Collier said “I dont know you so talk to Lauren Sell.”,Lauren said, I should do a MeetUp in the Bay Area,The Mirantis Way,34,We figured the MeetUp would look like this and reserved a small room.,But it ended up looking like this,The Mirantis Way,After the MeetUp the word got ou
16、t that we know OpenStack and people started calling us,35,Randy Bias from CloudScaling called and said he could use a partner,Ray OBrien from NASA called and said all his staff left to open OpenStack Startups,Some people from Nexenta that you dont know called and said they are interested in OpenStac
17、k,The Mirantis Way,36,So I came to our management and said: “How about we become an OpenStack company?”,They said: “No, its stupid. We are a cloud services company”,I said: “Cloud Services? That doesnt make sense!”,“Thats because you are stupid,” they repeated!,The Mirantis Way,37,So we called a pro
18、fessional marketing consultant Geva Perry,You should be an OpenStack company, and make a website that says so and buy some Google keywords and write some blogs about it and do more MeetUps!,“OK, if the professional said so, lets try it,” said the managers.,38,New Website,Old Website,Mirantis Today,39,Founding sponsor and influencer of the OpenStack foundation Largest OpenStack services company in the world 60 OpenStack consultants Two dozen OpenStack customers Growing at 100% a year,Thank You!Boris Renski zer0tweets,40,
