July 20–24, 2015
Portland, OR

Selling open source 101

Henrik Ingo (MongoDB)
5:00pm–5:40pm Wednesday, 07/22/2015
Craft E145
Average rating: ****.
(4.00, 3 ratings)
Slides:   external link

Prerequisite Knowledge

The target audience is a sales manager or business manager / executive who wishes to understand how to sell to an open source user base. The session is also useful to open source "techies" who wish to learn more about the sales process, for example if you're an entrepreneur or a startup CEO who needs to manage sales people.


As open source has become mainstream and a business, many companies face a knowledge gap and may not even realize it: most executives and sales managers have no particular experience in the dynamics of open source. Unfortunately, most open source folks have no experience in sales either, so they are not capable of advising the other group.

This session will cover:

  • The sales funnel and how it is different for an open source company and a proprietary enterprise software company
  • What is a lead
  • Lead qualification for open source software
  • Pricing in a proprietary software company is a function of migration cost, while in an open source company it is a function of the value of the product
  • Growth projections and planning

This will be useful both to business people who wish to learn more about open source, and to open source people who wish to learn more about sales.

Photo of Henrik Ingo

Henrik Ingo


Henrik Ingo is a pre-sales solution architect at MongoDB. In addition to MongoDB, he has held similar roles at MySQL, Sun Microsystems, and MariaDB. He is active in many open source projects, and is the author of Open Life: The Philosophy of Open Source, a book on open source community ethics and business models.