<transcript><audio_86>you know a like maintenance support quality control and also they have their own builds that they sell and that lies somewhere in between software and services right but they're not doing the</transcript><transcript><audio_87>open core upsell the way a lot of the other companies are I'm just going to answer a couple of the comments here let's see at what point it changes from open-source software that you can use</transcript><transcript><audio_88>free to product you use to make a profit well so that depends on where you're gonna set the line between these things so let's talk a little bit about more about how you do this and I'm pausing a long time on this open core slide</transcript><transcript><audio_89>because this is what most people want to do in business these days although there are all those other models so if you wanted to play a business like this you have to figure out what the dividing line is between your open core and your</transcript><transcript><audio_90>proprietary upsell models and also there may be more more than two buckets so what we've what I've demonstrated on this slide in a very simplistic way is essentially a two bucket model so you've</transcript><transcript><audio_91>got your core under Apache to say and you've got your add-ons under your proprietary license and because you are the developer at least of the add-ons you get to decide where this dividing line is so</transcript><transcript><audio_92>you have to make a decision about what people will buy and so you'll get money for it and therefore that will be the maximum benefit to your business whereas</transcript> you know a like maintenance support quality control and also they have their own builds that they sell and that lies somewhere in between software and services right but they're not doing the open core upsell the way a lot of the other companies are I'm just going to answer a couple of the comments here let's see at what point it changes from open-source software that you can use free to product you use to make a profit well so that depends on where you're gonna set the line between these things so let's talk a little bit about more about how you do this and I'm pausing a long time on this open core slide because this is what most people want to do in business these days although there are all those other models so if you wanted to play a business like this you have to figure out what the dividing line is between your open core and your proprietary upsell models and also there may be more more than two buckets so what we've what I've demonstrated on this slide in a very simplistic way is essentially a two bucket model so you've got your core under Apache to say and you've got your add-ons under your proprietary license and because you are the developer at least of the add-ons you get to decide where this dividing line is so you have to make a decision about what people will buy and so you'll get money for it and therefore that will be the maximum benefit to your business whereas
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