Talk with John Roberts, CEO of SugarCRM, and he'll tell you that his website is one of his most valuable business tools. It's often the beginning point to a customer relationship and is also often the source of a deal closing. Few understand web strategy as well as SugarCRM.
JBoss might well be among that few. I was reading through an internal presentation from JBoss and continually find myself impressed by how well Marc, Rob, Bob, and the others grok'd the importance of the web to their business. JBoss knew who was hitting its website, what they were doing there, and how to nurture that initial interest into a sale.
Take a look at the slide to the right. IBM is the master of selling to the CIO and pushing its technology down into an enterprise. Open source generally works in the opposite fashion. You start with the developer/architect and "bottom-up" adoption of technology until it's pervasive enough to catch the CIO's attention...and her wallet.… Read more