I'm flying back from Alfresco's quarterly management meeting, and looking through some of the data shared by the team. We're just one company in a rising tide of open source companies, so I'm not sure how much to infer from our numbers about open source, generally, but I thought I'd share, anyway. Perhaps the data will be useful for you, too, as you plan your own open source business.
A few points:
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Lead Generation. Alfresco's website (Downloads/product trials) drives 72% of our leads, and documentation drives another 21%. Cold calls from sales people, direct mail, email, Google Adwords, and other sources you might imagine...almost nothing. To be fair, we don't really do direct mail or email campaigns yet, so it's not surprising that these bring in few leads.
But we found (as SugarCRM and MySQL found before us) that PR, which leads to visits to our website …