I’ll be talking about ways of driving revenue that are not so obvious and not so talked and written about so please join me. I’m Steffano Maffulli and I am Community Manager at Funambol. When it comes to business models, open source developers can relate to Tom Cruise in the infamous “Show me the Money!” scene from Jerry Maguire: On the 28th I’ll be illustrating the most popular dual-licensing and services models of open source companies, and discuss their applicability to other projects. I’ll also discuss how Software as a Service (SaaS) is both a major opportunity for commercial open source projects as well as a challenge. The talk shares the experience of how Funambol, a popular mobile open source project, has adapted its business model over time to uniquely make money from mobile service providers, while not attempting to monetize its developers or users, yet still gaining significant value from its community. The talk will be of interest to anyone trying to figure out a successful business model for mobile open source.

1. “ Show Me The Money” Stefano Maffulli Community Manager Funambol This document is licensed under the Creative Commons BY-SA 3.0 license. © 2009 Dirk Riehle, Stefano Maffulli http://dirkriehle.com. Some Rights Reserved.

3. The bad news The IT market is exiting its worst year ever with spending dropping a projected 5.2 percent from 2008 to 2009. 2010 is about balancing the focus on cost, risk and growth . For more than 50 percent of CIOs, the IT budget will be zero percent or less in growth terms. It will only slowly improve in 2011.

4. The good news

5. More good news IDC's latest studies, "Asia/Pacific (Excluding Japan) Open Source Software Adoption in 2009" … reveal that organizations have started to evaluate open source software (OSS) as a viable alternative while they are trying to find ways to reduce their operational expenses.

6. Where is the money?

7. At least some of it!

8. A bit of history Richard Stallman 1985 Linus Torvalds 1996 Eric Raymond et al. Open Source Initiative 2001

12. Money is in Open Source. But how to get it out of there if further copies cannot be stopped?

19. Revenue Streams / Business Models Three macro business models Three macro sources of revenues “ Pure Free/Libre” “ Added Value” “ Dual licensing” Indirect revenues Direct revenues (mostly) Mixed direct and indirect revenues More Respect of users freedoms Less

30. Contact Stefano Maffulli maffulli@Funambol.com http://www.funambol.com

32. Document license: CC-BY-SA 3.0 unported You are free: to Share — to copy, distribute and transmit the work to Remix — to adapt the work Under the following conditions: Attribution — You must attribute the work in the manner specified by the author or licensor (but not in any way that suggests that they endorse you or your use of the work). Share Alike — If you alter, transform, or build upon this work, you may distribute the resulting work only under the same, similar or a compatible license. http: //creativecommons .org/licenses/by-sa/3.0/ © 2009 Dirk Riehle and Stefano Maffulli Photo © Ben Fournier, John Leach http://www.flickr.com/photos/destruct_photo_design/3267960065/ http://geekz.co.uk/lovesraymond/