These slides has been shown at EclipseCon, 2011 03 25 Creating a business model on Free Software is a complex task. Most of free software vendors rely on a support and maintenance strategy which is easy to sell for application servers with 24x24 constraints, but which is more complex to sell for tooling. There isn't any ready-to-use solution but this talk will explain how Obeo find its own way to rely on a business model which allow the company to grow from scratch to 50 experts, without any investor nor funding. This talk will illustrates our choice to target several kinds of usage: use generation for free, pay for migration selling reverse engineering by a cost relative to number of line of code propose the choice between write complex source code or use a chargeable configurator to create GMF diagrams subcontract taylor-made projects, but with several level of autonomy (only training, coaching, full project realisation, ...) always go further to innovation and enlarge our scope from developement to Enteprise Architecture with Togaf help users across free newsgroup, commercial user support and long term support We will explain how we use communities and eco-system to promote our project and indirectly our offer: Eclipse Foundation can be an accelator for business and visibility, and how to use services proposed by the membership Industrial working groups R&D projects and funding JUG and non-Eclipse communities

1. Story of a successfull business model based on Eclipse EclipseCon – Santa Clara - 2011 03 24 Etienne JULIOT [email_address]

2. How we make cash with free?

3. Our Goal: Find a new way For ModelDriven

4. Our initial strategy Generation for free Pay for migration

5. TurnOver VS Investissment? $$ t

6. Our initial strategy

10. Taylor made Generator

11. Training on Acceleo

12. And now, how to have plenty Bobs?

15. Competition with major? Not with the same advantages

17. Be compatible with lots of modelers

18. Hire only very good engineers

19. Be focus

20. Create a trademark

21. Create something new

23. Eclipse IWG

24. R&D Projects

27. Best practices + advanced docs

30. Support (on his specific case)

31. Expertise

36. EMF / GMF

39. System Engineering

43. Hey Bob, have think about maintenance and quality? Traceability for professional users

44. Bob, what about your legacy? Parse the code Define translation dictionnary Implement the translator Process iteratively

45. How we increase our turnover? $$ t Code Generation + Migration + DSL Designer Step 1: Done

46. How to address a large market?

47. One big issue: provide modeling adapted tool

48. Bob's colleagues have different needs

49. And they are business oriented (aka not Eclipse Commiter)

50. Our strategy Create your own designer

51. Bob like it, and want to answer several analysis features and want freedom Risk Analysis Information System UML2 TOGAF

52. But Bob wants to keep it simple Create plenty of business designers

53. But Bob wants to keep it simple

54. Our focus: do the technical job and lets Bob plays with his method and tooling

55. Welcome to new markets: architect for complex systems Enterprise Architecture System Engineering

56. Bob still has the choice: 1) do it by hand 2) use Obeo Designer Technology Effort Skill GEF + EMF 90 j Eclipse Low Level Frameworks GMF Tooling 30 j GMF expert Obeo Designer 5 j Business

57. IT Integrator Obeo Marketplace (Indigo) Promote third parties modules Give free access to promote Modeling usages and Bob joins Obeo Network

59. Twitter: @ejuliot

60. Web Site : http://www.obeo.fr