Our products are Open Source, but I think we're still more "old enterprise" than "new enterprise" by the model presented early in the article. Yes, a single individual can download and install the product for free, and yes we want to try and eventually convert (some|most) of those users to purchases of subscription - but that's not the main way we anticipate selling our stuff. Why? Because the products are complex and will require a measure of top-down support and adoption to provide the most value anyway (at least in most organizations).

So even though we're Open Source (and I mean real Open Source, as in "ALv2 license, open bug tracker, code on GitHub, open mailing lists, the whole bit"), we still expect that direct sales through sales-people will be our primary avenue to gain paying customers.

We're Fogbeam Labs - we provide software that helps people make better and faster decisions by putting relevant knowledge at their fingertips. http://www.fogbeam.com