SpikeSource delivers a highly technical product (verified open source stacks) to a highly technical user (the enterprise developer). But explaining the business value to VP and CIO level decisionmakers posed a challenge. Their primary objection was “Why should we pay for open source software when we can download it for free?”
We crafted a brief webshow, based around the concept of “boardroom IT vs. basement IT” to explain how SpikeSource delivers business value. In the process, we showed how SpikeSource “makes free software affordable.” Several SpikeSource employees told us that after viewing the piece, they understood for the first time what the company did and why it mattered.