BIRT Strategy Update. Rich Guth VP and GM, Java Group

Transcription

1 BIRT Strategy Update Rich Guth VP and GM, Java Group 1

2 Agenda Eclipse BIRT Actuate s Open Source Initiatives Eclipse BIRT Growth The Java Group Charter Operations Building the Community: BIRT Exchange Engagement model Traffic, activity and conversion metrics Seeding the Market: The Sales Model Successes to date Go-to-market strategies 2

3 Actuate s Open Source Initiatives Founded Eclipse BIRT (Business Intelligence and Reporting Tools) Open Source Project BIRT becomes foundation for product line with Actuate 9 Exceeded 1 million BIRT downloads Exceeded 4 million BIRT downloads Actuate BIRT 1.0 BIRT 2.0 Launched BIRT Exchange BIRT 2.3 New products provide on-ramps for Open Source developers to commercial products Actuate BIRT, iportal and iserver Interactive Viewing and BusinessReport 3

4 BIRT Downloads Continue Their Climb 4.0 Cumulative BIRT Downloads Millions

5 BIRT Ohloh Sizing 5

6 The Growing Demand for BIRT Talent Number of Jobs Requiring BIRT Experience 6

7 BIRT: Eclipse Standard for RIA-based Business Application Development Goal: Use Open Source to grow the developer community and establish a dominant position in RIAs inside and outside the firewall BIRT is a key RIA development layer for Eclipse Top-level Eclipse project Over 4 million downloads BIRT Exchange BIRT is only product that can capture these markets 4.0MBIRT Eclipse Developers Java Developers PHP Developers Report Developers 7

8 The Actuate Java Group Attract, educate and nurture an active community of developers who: Become knowledgeable about and use Actuate s BIRT-based and e.spreadsheet product lines Over time create a future market for Actuate Enterprise products The Approach Build the Community Seed the Market Offer BIRT Exchange, the premier developer community site Sell value-add products and services to the BIRT Exchange community through a self-serve, low-touch channel 8

9 Build the Community Attract, educate and nurture developers Offer BIRT Exchange, the premier destination site for: BIRT and Spreadsheet report developers Members of Java RIA projects with reporting requirements The Approach Drive traffic Engage Educate Brand Proactively recruit developer registrations Provide developers a valuable-enough experience that they actively participate in the site and recommend the site to peers Educate developers about Actuate products and services and encourage their use Establish Actuate brand recognition in the community 9

10 Seed the Market Sell value-added products and services Sell value-add products and services to the BIRT Exchange community through a self-serve, low-touch channel The Approach Develop trusted as developers use BIRT Exchange and introduce them to relationships Actuate as a valuable technical partner Develop commercial relationships Provide realtime market intelligence by selling products, services, training and support to developers through a high-volume, primarily self-serve sales model on BIRT Exchange to product managers and engineers about the needs of developers and their influence on product direction for the low- and high-end of the market 10

11 Seed the Market Products, services and support we sell PRODUCTS Designers BIRT Designers BusinessReport Studio Interactive Viewer E.Spreadsheet Designers Information Object Designer Deployment Kit (iportal) BIRT Report Option e.spreadsheet Option ess Engine iserver Express BIRT Report Option e.spreadsheet Option SERVICES BIRT Training Regional Onsite Online Services BIRT Workshop BIRT Deployment Strategy BIRT Fast Start Package Best Practice BIRT Report Design BIRT Report Factory Support and Maintenance Open Source Support Incident-based support FY Maintenance (20%) 11

12 The Steps-Up from Eclipse BIRT Training Eclipse BIRT Support Actuate Designers Services Deployment Kit Interactive Viewer Business Report Studio and more to come iserver Enterprise iserver Express espreadsheet 12

13 Building the Community BIRT Exchange 13

14 BIRT Exchange Launched September

15 BIRT Exchange User Activity and Lead Capture Report Developers Eclipse Java PHP Web 15 All Users View demos Read forums Download docs Submit to DevShare Download trial Rate items Download DevShare items Post to forums Registered Users Watch webinar Search, sort, filter Leads 1 commercial software download or an open source Submit to Wiki Download open source Post comments download + 2 activities Lead record created BIRT Exchange activity captured daily SalesForce.com Engage via Telesales contacts Industry Benchmark 1% of downloads convert into paying customers

16 Marketing to Developers Provide technical value Establish a relationship Talk in their terms Develop trust Reach out subtly Treat their information with respect Wait for them to raise their hand If you violate any of these rules, they will spread the negative word online If you do it right, they will recommend you to colleagues and friends 16

17 Example of Doing it Right The BIRT Report 17

18 Driving Traffic to BIRT Exchange H08 % Growth Viral Community-Driven Total 69.9% 74.4% 6.4% Direct Entry Typed URL, bookmarked as favorite, forwarded link Organic Search Engines Google, Yahoo 47.8% 41.9% 22.1% 32.5% Effort and Goodwill-Driven Total 27.6% 22.4% 18.8% Partner Sites Actuate.com (bulk), Eclipse Foundation sites Directory Sites Links java-source.net, wikipedia.org, ohloh.ne Content Site references to BIRT Exchange eclipsezone.com, BIRT World blog % 17.7% 1.9% 1.1% 6.8% 3.6% Marketing-Driven Total % Paid Online Ads Serverside.com, Network World.com, ADT.com Paid Search Ads Google 0% 1.2%.4.1

19 Top-Level Conversion Statistics Assume that 1 out of 10 Eclipse BIRT downloads is a currently active developer BIRT Exchange metric Unique BE visitors in 2007 Unique BE visitors in 2008 Average monthly visitors to BE Q2 Registrations at end of 2007 Registrations to date Average monthly leads from BE Q2 Represents 4.9% of developers 21.2% of developers 4.3% of developers 0.3% of developers 1.7% of developers 1.2% of monthly visitors 19

20 BIRT Exchange Skyrocketing Growth in Visitors BIRT Exchange Visitors BIRT Exchange metric H08 Growth Average daily page views times Average daily visitors times Visitors to BIRT Exchange 14,583 74, times Registrants 1,022 4, times Leads from BIRT Exchange times 20

21 BIRT Exchange Site Activity Growing Rapidly BIRT Exchange Activity BIRT Exchange metric H08 Growth Number of forum posts 362 1, times Demo accesses 2,831 14, times DevShare accesses 19,974 71, times Commercial downloads 1,452 6, times 21

22 BIRT Exchange Usage Patterns Remain Strong BIRT Exchange Visitor Engagement BIRT Exchange metric H08 Percent of visitors registering 7% 6% Percent of registrants turning into leads 16% 19% Percent of visitors converting to leads 1% 1% Percent return visitors (raw) 24% 23% % of registrants with 5+ activities in 2+ visits over 6 months 23% 45% 22

23 Seeding the Market The Sales Model 23

24 Sales Transactions Across Industries Automotive Banking Computer Hardware Computer Software Construction Consulting Education Energy & Utilities Insurance Manufacturing Retail Services Travel-Transport Wholesale 24

25 Java Group Successes To Date Designer sales transactions increased 500% between Q1 and Q2 BIRT Deployment Kit Sales have had two-week sales cycles e.spreadsheet transactions doubled between Q1 and Q2 iserver Express Sales have closed in the same quarter as the initial download Self-serve evaluation tools reduce sales involvement Some evaluators have been using BIRT for 1-2 years, now looking to expand use Getting on standards lists through the combination of the open source and online and phone sales model Established model for expansion into non-english speaking countries Resellers with establish relationships with developers through their sale of other developer Tools Provide Translation Services (Brochures and Manuals) Have dedicated Actuate product line specialists 25

26 Go-to-Market Program Strategy Three kinds of lead programs Guaranteed programs Technical Media Properties Guaranteed impression programs Newsletters, banner ads, rentals Search engine marketing Paid ads on on Google, Yahoo et al Three kinds of offers Educational offers Technical papers, web seminars, DevShare tips and tricks Product offers Free software, trial versions, demos Community offers Promote value of BIRT Exchange Three goals Drive visitors to BIRT Exchange to nurture into leads < $3 per click Generate leads for sales to pursue < $50 per lead A combination of the two 26

27 A Wealth of Offers BIRT Latest Features Webinar 27

28 A Wealth of Offers Services, Support and Training 28

29 A Wealth of Offers Free Visual Report Designer 29

30 A Wealth of Offers Web Portal for Users to Create BIRT Reports 30

31 A Wealth of Offers Scheduling and Security iserver Express 31

32 Support the Open Source Community Sponsor, Exhibit and Present at Key Events Eclipse Conferences Eclipsecon Santa Clara, CA Eclipse World Reston, VA Eclipse Forum Europe Wiesbaden, Germany Eclipse Summit Europe Ludwigsburg, Germany Java Conferences JavaOne San Francisco, CA W-JAX Munich, Germany Javapolis Antwerp, Belgium Java Forum Stuttgart * Stuttgart, Germany 32 Related Conferences IBM Rational Software Development Conference Orlando, FL Plateau Insights Phoenix, AZ Olliance Open Source Think Tank Paris, France Dr. Dobbs Architecture and Design World * Chicago, IL * Presenting only

33 Actuate 10 Greatly Increases Our Lead Generation Offers Add end-user interactivity to BIRT reports Interactive Viewer as a component for Eclipse BIRT reports End-user report-writing portal for Eclipse BIRT reports Interactive Viewer Business Report Studio Deployment Kit Complete A10 product line for next-generation reporting Page Level Security for BIRT Reports Web 2.0 reporting vs. Banded Reporting More to come 33

34 BIRT Business On Track to Double in 2008 BIRT Business Exceeded four million total downloads of BIRT during Q2 Exceeded $2.5 million in BIRT related business in Q1 up from over $1 million in Q1 07 (Q2 figures in a few hours) Millions Cumulative BIRT Downloads BIRT 0 business expected to exceed $16 million

35 BIRT Strategy Update 35