This is just a hypothesis at this point, but my experience with Lineo, Novell, Alfresco, and the companies I advise is pushing me toward the following:
An open source company's sales model should be "low-touch" until the point that companies are buying your product more for its intrinsic qualities than because it's cheap/open source.I need to figure out a more concise way of saying that, but wanted to get it up on the web so that others could see if it matches up with their experience.
The thought behind that statement is this: When companies are willing to pay parity or a premium for your product, it means they're no longer primarily interested in you because you're open source. Some companies will download your product solely because it's open source. They may initially be interested because they think they want an open source widget, and your product fits that bill. For such interest, a low-touch, inside sales approach is …
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