I am sitting in the Geoffrey Moore keynote trying to keep up with his fast delivery. Moore ran through what he calls the Evolution of the Whole Product and how this evolution moves up the stack as products mature. It's really interesting when you consider that the majority of open source companies-even the successful ones haven't reached the platform stage.
Sorry for typos and grammar--typing fast.
1. Projects
Value Prop
Unique deliverables meeting custom specs
Customer Sponsor
Enterprises and Governments
CIO, etc
Strategic Return
Customer Reference
Puts new tech on the map
Builds a deep relationship with a valued customer
2. Solutions
Value Prop
Solve a segment specific problem that is not addressed effectively
Customer Sponsor
Vertical markets
Departmental manager
Strategic Return
Niche market leadership with high barriers to entry
3. Products
Value Prop
Provide an industry-standard capability with better price/performance than the competition
Customer Sponsor
Complex systems
Volume Operations
Technical Manager-sponsored by IT exec
Strategic Return
Capture market share in high-growth markets
4. Systems
Value Prop
Integrated offerings simplify a complex infrastructure that lower TCO and provide accountability
Customer Sponsor
Enterprises and govt
Functional IT exec
Strategic Return
Consolidate position in category, gaining leverage
Enabling mechanism for customer loyalty
5. Transactions and Consumables
Value Prop
On demand services provided via standardized interfaces requiring minimal customer engagement
Customer Sponsor
At core: enterprises and govt
At edge: consumers and end users
Strategic Return
Recurring revenue stream plus ongoing customer loyalty
Able to use advertising to monetize the transactions
6. The Platform Model
Value Prop
Systems infrastructre that absorbs legacy complexity and creates eco-system for next generation innovators
Customer Sponsor
Partners in the ecosystem who commit to the platform
Strategic Return
Inclusion in all systems that partners distribute
Very high barriers to entry
Where are we today?
Server Linux is inside the tornado
-Creates a draft for the desktop
Desktop Linux is in the bowling alley
-Desktop of choice for Living in Linux
-Growing number of communities doing just this
Tornado potential for Linux off the desktop
-Communications and mobility
According to Moore, Linux is not well suited to the product model (listed above) and really is not the right choice to compete with Microsoft on the desktop--Moore believes that the places where Linux will really shine will be mobile devices and things like Tv and embedded devices.
Posted by Dave Rosenberg on April 25, 2006 10:50 AM
