Open Source Explodes Enterprise Procurement

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Open source gives startups an opportunity to shoulder big vendors aside by leveraging the cloud to disrupt traditional relationships, says Martin Casado, a pioneering software-defined networking entrepreneur turned venture capitalist.

“It turns out one of the most difficult things for a startup to do is actually go to market,” said Casado, a general partner at Andreessen Horowitz, in a presentation. “The incumbents have sewn up the go to market space.”

Incumbent vendors have literally decades of relationships with enterprise customers, predating the Internet. These relationships transcend an individual salesperson — a startup can’t disrupt the relationship simply by hiring key salespeople. …

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