William Morgan is the CEO of Buoyant, creators of Linkerd, the world's fastest, lightest service mesh.
Buoyant was founded in 2015 with the mission of making the fundamental tools for software reliability and security accessible to every engineer in the world. Buoyant pioneered the service mesh category with Linkerd, but didn’t stop there. The team donated the project to the Cloud Native Computing Foundation (CNCF) and even achieved graduate status.
Challenge: Trying to Answer “Who is Using Linkerd?”
Today, Buoyant's software powers critical production infrastructure for leading organizations around the world. Like most open source projects, it was unclear which organizations were actually using Linkerd.
The question, however, posed an important problem for Bouyant. Knowing which companies use Linkerd means knowing how to better support their community and help target who would most benefit from their commercial products like Bouyant Cloud.
Solution: Fast Delivery of Concrete Information
Scarf Gateway provided a solution for Bouyant. Rather than continuing to distribute their Docker images to users from a domain they don't control or have observability into, they use Scarf to make their containers available from their own `cr.l5d.io` domain. Scarf is then able to provide best-in-class visibility to all container downloads from this domain. This helps them understand which companies download and use Linkerd, and identify which organizations are potential customers of Buoyant Cloud.
When an open source project has significant traction, its reach and impact are often much the GitHub stars or even raw downloads might suggest. As Willam found: “There are a huge number of companies using Linkerd that we were not aware of! [Scarf] helped reinforce that the people they were seeing in their community forums, such as their Linkerd Slack, were just the tip of the iceberg.”
Throughout the technology industry, companies are increasingly choosing to build their core software products as open source, as the power of a community-centric approach is becoming increasingly clear. Of course, no choice is without its tradeoffs.
William wrapped it up succinctly: “Building a modern open source business is tricky because you have to balance the desires of the community (who largely don't want to be sold anything) and the fact that in order to keep funding the open source project, you need to sell something to someone. I'd recommend Scarf to anyone who is tasked with finding that balance today.”
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At the All Things Open conference, Emily Omier, a seasoned positioning consultant, sat down with Avi Press (Founder and CEO, Scarf) and Matt Yonkovit (The HOSS, Scarf) to discuss how to message, position, and validate your open source product on The Hacking Open Source Business Podcast. You can watch the full episode below or continue reading for a recap.
On the Hacking Open Source Business podcast, Joseph Jacks aka JJ (Founder, OSS Capital) joins Avi Press (Founder and CEO, Scarf) and Matt Yonkovit (The HOSS, Scarf) to share what you need to know before starting a commercial open source software (COSS) company and how you can set yourself and your project apart in a way that attracts investor funding. As an investor who exclusively focuses on open source startups, JJ provides a VC perspective on what he looks for when evaluating investment opportunities.