Helping open source ‘cross the chasm’

Mark Brunelli writes “Columnist Bernard Golden explains what Linux and open source companies can do to entice those that tend to be late adopters of new technology. Click here to read the complete column at SearchEnterpriseLinux.com.

Geoffrey Moore asserts in his seminal book, Crossing the Chasm, that markets are segmented in terms of how rapidly customers adopt technologies. Early adopters eagerly jump on new offerings, while others wait for technologies to have plenty of momentum before using them.

That’s certainly been the case in the Linux and open source world, and it’s a problematic scenario. Most technology companies have to grow up to sell to those later market participants; grow up being defined as offering support, consulting, comprehensive marketing materials, partnerships, and so on. As many of us have found, growing up is painful and not much fun.”