Click here to close now.

Welcome!

Eclipse Authors: Ken Fogel, Sematext Blog, Marcin Warpechowski, Trevor Parsons, Michael Meiner

Related Topics: Open Source

Open Source: Blog Post

The Key to OpenDaylight Adoption: Salespeople

Open source adoption

The primary indicator of success is success. That is to say that the number one thing people look to as a predictor of future performance is past performance. In the product space, this means that things like adoption are important as much for what it signals to other people as they are for bottom line revenues. And this is true even in the open source world.

As SDN speeds its way towards mainstream adoption, this means that projects like OpenDaylight will need to establish early on that they are not only deployable but also deployed.

Open source adoption

People frequently point to Linux as an example of an open source project that has seen wide adoption. But even Linux adoption did not happen overnight. It took more than a decade to see growth. And if you look at RedHat as an indicator of when that growth spawned commercial success, you have to extend all the way out to 2012 before the first $1B fiscal year.

The point here is not that Linux was not successful but rather that it took time to become successful. And the more success there was, the more success there tends to be. The rise of RedHat has enabled an acceleration of Linux deployments, in part because of an improved support model but in part because it represents a visible measure of commercial viability.

OpenDaylight and adoption timelines

Now consider that Linux was largely unknown and had virtually no expectations around it when it was created. There was no market that was waiting for it to hit. There were not industry players banking on its commercial success. There was not an entire technology movement underway dependent in part on the rise of a vendor-neutral platform.

The conditions under which OpenDaylight has been incubated are markedly different. And that means the expectations are different. Imagine how OpenDaylight would be evaluated if it took more than a decade to reach any kind of adoption. The pundits would not be kind, the customers would not be happy, and the companies expecting OpenDaylight to contribute to their commercial success would not be satisfied. OpenDaylight simply has to accelerate adoption.

What the bulls would say

Those bullish on OpenDaylight will tell you that conditions are certainly different. Open source is a better understood beast than it was in the early 90s. The lessons learned by those that championed Linux should result in faster adoption for projects that follow, and having the very group responsible for Linux (the Linux Foundation) at the helm only makes those lessons easier to put to use. There is an entire consortium of industry giants and would-be giant slayers who are building products and an ecosystem around OpenDaylight. Marketing efforts are helping drive awareness in both the vendor and user communities.

There are absolutely reasons to believe that adoption will happen faster than it did the first go-around.

What the bears would say

But there is a case to be made for the bears as well. SDN is more than a new technology; it’s a new architecture. Migration between architectures is far more disruptive, and thus more risky. The only way to mitigate risk is to move even slower, waiting for others to pave the way. And with a much lower volume of customers to pull from, this means that there will be fewer success stories early on and less overall experience to rely on. On top of that, while the consortium of companies is building products, they continue to sling their legacy portfolios that compete with the very thing they are collaborating on. Can they possibly be expected to push forward aggressively?

The missing ingredient

So what is missing for OpenDaylight to be successful?

In a word, deployments. But how do solutions get deployed? In the networking world at least, the answer is that they are pushed by the people building and ultimately selling them. Whether that’s the vendor itself or the resellers working on its behalf, there is someone on the end of the sales cycle who is explaining to the customer why and how they should deploy the solution.

Who is going to do that for OpenDaylight?

Right now, the answer is unclear. The most obvious answer is that OpenDaylight needs a RedHat to help speed deployments. In the OpenDaylight case, RedHat seems like the likely company to be RedHat. They are already OpenDaylight contributors, and they understand the business model well enough that they should be able to take a page from their own playbook.

But RedHat doesn’t own the networking channel or have the networking street cred. It’s not that they cannot be successful, but it will take more than RedHat to sell OpenDaylight.

Of course, the individual vendors all have a stake in OpenDaylight as well. Maybe they will make up the salesforce? Perhaps. But there is a challenge here. OpenDaylight is not really a revenue generator (at least not right away and not directly). Individual salespeople are compensated on the revenue they bring in. They don’t have a personal incentive to promote an open source project. More tactically, even if they wanted to, they aren’t fully trained on how it works and how they ought to be selling it. And even then, whatever they do know will be specific to the context in which the rest of their product catalog functions. A huge part of the value of OpenDaylight is that it works in heterogeneous environments and has technologies contributed from a bunch of different players. No salesperson is ever going to promote those aspects as aggressively as their own products.

What is needed?

If the problem is similar to a sales problem, then the solution will resemble a sales solution. Adoption will hinge on marketing to drive awareness and field enablement to drive sales capability. The first one is already being done with great effect, but the second one is missing. It’s hard to enable a salesforce that doesn’t really exist.

My suspicion is that the very thing that makes OpenDaylight powerful from a development perspective will swoop in to help out here: namely, the open source community. If community members who are leading adoption become active ambassadors for OpenDaylight, they can take the role of a Systems Engineer (SE) and help speed along deployments.

Engagements will be a little bit tough. Pairing ambassadors with active opportunities is non-trivial because it requires the customer to seek counsel from an ambassador they do not know while being presumably in a sales cycle that is led by vendors who are pushing alternative solutions. Fortunately, the biggest thing OpenDaylight can help do here is right up its alley: provide transparency. If customers are active in registering OpenDaylight opportunities, the Linux Foundation can pair ambassadors with those seeking guidance.

The bottom line

The industry needs a neutral point of control, and having every company reinvent and maintain a common platform is silly. Open source is a great way to advance the industry while limiting overlapping investment on the vendor side. But for adoption to take place, adoption has to happen. OpenDaylight can do something to solve this chicken-and-egg problem. Ultimately, if OpenDaylight is successful at providing opportunity transparency to its community, everyone benefits.

[Today’s fun fact: A group of geese on the ground is a gaggle, but a group of geese in the air is a skein. This is to flocking hard to remember.]

The post The key to OpenDaylight adoption: salespeople appeared first on Plexxi.

Read the original blog entry...

More Stories By Michael Bushong

The best marketing efforts leverage deep technology understanding with a highly-approachable means of communicating. Plexxi's Vice President of Marketing Michael Bushong has acquired these skills having spent 12 years at Juniper Networks where he led product management, product strategy and product marketing organizations for Juniper's flagship operating system, Junos. Michael spent the last several years at Juniper leading their SDN efforts across both service provider and enterprise markets. Prior to Juniper, Michael spent time at database supplier Sybase, and ASIC design tool companies Synopsis and Magma Design Automation. Michael's undergraduate work at the University of California Berkeley in advanced fluid mechanics and heat transfer lend new meaning to the marketing phrase "This isn't rocket science."

@ThingsExpo Stories
Analytics is the foundation of smart data and now, with the ability to run Hadoop directly on smart storage systems like Cloudian HyperStore, enterprises will gain huge business advantages in terms of scalability, efficiency and cost savings as they move closer to realizing the potential of the Internet of Things. In his session at 16th Cloud Expo, Paul Turner, technology evangelist and CMO at Cloudian, Inc., will discuss the revolutionary notion that the storage world is transitioning from mere Big Data to smart data. He will argue that today’s hybrid cloud storage solutions, with commodity...
Cloud data governance was previously an avoided function when cloud deployments were relatively small. With the rapid adoption in public cloud – both rogue and sanctioned, it’s not uncommon to find regulated data dumped into public cloud and unprotected. This is why enterprises and cloud providers alike need to embrace a cloud data governance function and map policies, processes and technology controls accordingly. In her session at 15th Cloud Expo, Evelyn de Souza, Data Privacy and Compliance Strategy Leader at Cisco Systems, will focus on how to set up a cloud data governance program and s...
Roberto Medrano, Executive Vice President at SOA Software, had reached 30,000 page views on his home page - http://RobertoMedrano.SYS-CON.com/ - on the SYS-CON family of online magazines, which includes Cloud Computing Journal, Internet of Things Journal, Big Data Journal, and SOA World Magazine. He is a recognized executive in the information technology fields of SOA, internet security, governance, and compliance. He has extensive experience with both start-ups and large companies, having been involved at the beginning of four IT industries: EDA, Open Systems, Computer Security and now SOA.
The industrial software market has treated data with the mentality of “collect everything now, worry about how to use it later.” We now find ourselves buried in data, with the pervasive connectivity of the (Industrial) Internet of Things only piling on more numbers. There’s too much data and not enough information. In his session at @ThingsExpo, Bob Gates, Global Marketing Director, GE’s Intelligent Platforms business, to discuss how realizing the power of IoT, software developers are now focused on understanding how industrial data can create intelligence for industrial operations. Imagine ...
Every innovation or invention was originally a daydream. You like to imagine a “what-if” scenario. And with all the attention being paid to the so-called Internet of Things (IoT) you don’t have to stretch the imagination too much to see how this may impact commercial and homeowners insurance. We’re beyond the point of accepting this as a leap of faith. The groundwork is laid. Now it’s just a matter of time. We can thank the inventors of smart thermostats for developing a practical business application that everyone can relate to. Gone are the salad days of smart home apps, the early chalkb...
We certainly live in interesting technological times. And no more interesting than the current competing IoT standards for connectivity. Various standards bodies, approaches, and ecosystems are vying for mindshare and positioning for a competitive edge. It is clear that when the dust settles, we will have new protocols, evolved protocols, that will change the way we interact with devices and infrastructure. We will also have evolved web protocols, like HTTP/2, that will be changing the very core of our infrastructures. At the same time, we have old approaches made new again like micro-services...
Operational Hadoop and the Lambda Architecture for Streaming Data Apache Hadoop is emerging as a distributed platform for handling large and fast incoming streams of data. Predictive maintenance, supply chain optimization, and Internet-of-Things analysis are examples where Hadoop provides the scalable storage, processing, and analytics platform to gain meaningful insights from granular data that is typically only valuable from a large-scale, aggregate view. One architecture useful for capturing and analyzing streaming data is the Lambda Architecture, representing a model of how to analyze rea...
Docker is an excellent platform for organizations interested in running microservices. It offers portability and consistency between development and production environments, quick provisioning times, and a simple way to isolate services. In his session at DevOps Summit at 16th Cloud Expo, Shannon Williams, co-founder of Rancher Labs, will walk through these and other benefits of using Docker to run microservices, and provide an overview of RancherOS, a minimalist distribution of Linux designed expressly to run Docker. He will also discuss Rancher, an orchestration and service discovery platf...
SYS-CON Events announced today that Vitria Technology, Inc. will exhibit at SYS-CON’s @ThingsExpo, which will take place on June 9-11, 2015, at the Javits Center in New York City, NY. Vitria will showcase the company’s new IoT Analytics Platform through live demonstrations at booth #330. Vitria’s IoT Analytics Platform, fully integrated and powered by an operational intelligence engine, enables customers to rapidly build and operationalize advanced analytics to deliver timely business outcomes for use cases across the industrial, enterprise, and consumer segments.
Today’s enterprise is being driven by disruptive competitive and human capital requirements to provide enterprise application access through not only desktops, but also mobile devices. To retrofit existing programs across all these devices using traditional programming methods is very costly and time consuming – often prohibitively so. In his session at @ThingsExpo, Jesse Shiah, CEO, President, and Co-Founder of AgilePoint Inc., discussed how you can create applications that run on all mobile devices as well as laptops and desktops using a visual drag-and-drop application – and eForms-buildi...
Containers and microservices have become topics of intense interest throughout the cloud developer and enterprise IT communities. Accordingly, attendees at the upcoming 16th Cloud Expo at the Javits Center in New York June 9-11 will find fresh new content in a new track called PaaS | Containers & Microservices Containers are not being considered for the first time by the cloud community, but a current era of re-consideration has pushed them to the top of the cloud agenda. With the launch of Docker's initial release in March of 2013, interest was revved up several notches. Then late last...
SYS-CON Events announced today that Dyn, the worldwide leader in Internet Performance, will exhibit at SYS-CON's 16th International Cloud Expo®, which will take place on June 9-11, 2015, at the Javits Center in New York City, NY. Dyn is a cloud-based Internet Performance company. Dyn helps companies monitor, control, and optimize online infrastructure for an exceptional end-user experience. Through a world-class network and unrivaled, objective intelligence into Internet conditions, Dyn ensures traffic gets delivered faster, safer, and more reliably than ever.
CommVault has announced that top industry technology visionaries have joined its leadership team. The addition of leaders from companies such as Oracle, SAP, Microsoft, Cisco, PwC and EMC signals the continuation of CommVault Next, the company's business transformation for sales, go-to-market strategies, pricing and packaging and technology innovation. The company also announced that it had realigned its structure to create business units to more directly match how customers evaluate, deploy, operate, and purchase technology.
In their session at @ThingsExpo, Shyam Varan Nath, Principal Architect at GE, and Ibrahim Gokcen, who leads GE's advanced IoT analytics, focused on the Internet of Things / Industrial Internet and how to make it operational for business end-users. Learn about the challenges posed by machine and sensor data and how to marry it with enterprise data. They also discussed the tips and tricks to provide the Industrial Internet as an end-user consumable service using Big Data Analytics and Industrial Cloud.
The explosion of connected devices / sensors is creating an ever-expanding set of new and valuable data. In parallel the emerging capability of Big Data technologies to store, access, analyze, and react to this data is producing changes in business models under the umbrella of the Internet of Things (IoT). In particular within the Insurance industry, IoT appears positioned to enable deep changes by altering relationships between insurers, distributors, and the insured. In his session at @ThingsExpo, Michael Sick, a Senior Manager and Big Data Architect within Ernst and Young's Financial Servi...
Performance is the intersection of power, agility, control, and choice. If you value performance, and more specifically consistent performance, you need to look beyond simple virtualized compute. Many factors need to be considered to create a truly performant environment. In his General Session at 15th Cloud Expo, Harold Hannon, Sr. Software Architect at SoftLayer, discussed how to take advantage of a multitude of compute options and platform features to make cloud the cornerstone of your online presence.
Even as cloud and managed services grow increasingly central to business strategy and performance, challenges remain. The biggest sticking point for companies seeking to capitalize on the cloud is data security. Keeping data safe is an issue in any computing environment, and it has been a focus since the earliest days of the cloud revolution. Understandably so: a lot can go wrong when you allow valuable information to live outside the firewall. Recent revelations about government snooping, along with a steady stream of well-publicized data breaches, only add to the uncertainty
The explosion of connected devices / sensors is creating an ever-expanding set of new and valuable data. In parallel the emerging capability of Big Data technologies to store, access, analyze, and react to this data is producing changes in business models under the umbrella of the Internet of Things (IoT). In particular within the Insurance industry, IoT appears positioned to enable deep changes by altering relationships between insurers, distributors, and the insured. In his session at @ThingsExpo, Michael Sick, a Senior Manager and Big Data Architect within Ernst and Young's Financial Servi...
PubNub on Monday has announced that it is partnering with IBM to bring its sophisticated real-time data streaming and messaging capabilities to Bluemix, IBM’s cloud development platform. “Today’s app and connected devices require an always-on connection, but building a secure, scalable solution from the ground up is time consuming, resource intensive, and error-prone,” said Todd Greene, CEO of PubNub. “PubNub enables web, mobile and IoT developers building apps on IBM Bluemix to quickly add scalable realtime functionality with minimal effort and cost.”
The Internet of Things (IoT) is rapidly in the process of breaking from its heretofore relatively obscure enterprise applications (such as plant floor control and supply chain management) and going mainstream into the consumer space. More and more creative folks are interconnecting everyday products such as household items, mobile devices, appliances and cars, and unleashing new and imaginative scenarios. We are seeing a lot of excitement around applications in home automation, personal fitness, and in-car entertainment and this excitement will bleed into other areas. On the commercial side, m...