On Fri, Nov 22, 2002 at 01:28:05AM -0500, Russell Hires wrote:
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> Hello,
>
> How do I sell Free software to a large company? I work at a call center, and
> I want to convince the Powers-That-Be to use Zope in place of the webserver
> they are currently using (which is probably IIS), and PostgreSQL as the
> backend database.
>
<snip>
1. It's not a year between updates (to plug holes and improve
functionality), but weeks or days.
2. You have better access to the developers than you do with monolithic
corporations.
3. Licensing fees (which may or may not be a consideration). You might
also suggest the feared and reviled BSA/Microsoft licensing
stormtroopers. (I don't begrudge these people their licensing fees. I
just don't like their gestapo tactics in collecting them.)
4. Major corporations and other entities use this stuff. You'll have to
find out who yourself; I don't know.
5. It's less prone to crashing, and even if it weren't, that would
likely get fixed promptly.
6. The code _can_ be maintained in house, if you go in for that sort of
thing.
7. Microsoft support? 'Nuff said.
I'm not sure any of these would work, but I would avoid the "free"
angle. It doesn't seem to sell well unless the suits are really
cheapskates, or they're spending a _lot_. You might consider asking
_them_ what they want out of software, and what gripes _they_ have, and
then use those things as buttons to push for OSS. Unfortunately, suits
typically don't know or care much about what software they run, but they
tend to be allergic to change.
I haven't lived in the Dilbert world for a long time, but I'd guess that
suits are like sheep. You have to cut _their_ risk, and get someone they
respect to recommend it. That's why these folks use consultants so much.
If the consultant recommends something and it tanks, it's not their
fault-- the consultants recommended it. Linux consulting companies are
good for this. If they make a convincing case, you get the solution you
want, management's happy, Linux makes money, and management can avoid
the "free" angle because they get to pay the consultants for the
solution. Plus they get support. ;-}
Paul
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