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I think Hashicorp[0] has nailed down the open source enterprise model perfectly.

Where they make open source software for enterprise and provide services to support.

[0]: https://www.hashicorp.com

I love Hashicorp products, however, all of their pricing behind "Contact Sales" is a major turn off.


I don't want to be the subject of a constant dripping of emails, calls, and missings from a sales person who is constant to get their numbers and puts me in their sales automation pipeline.

Give me a ballpark estimate, I can go to whomever is needed, and we can go from there: I've never ran into a case where "I don't know" how much this costs is an appropriate answer to give a manager.

I agree, but since so many companies still do this, the math must work out such that having sales staff work out the prices results in higher profits even including lost sales to people like yourself who won't jump through the hoops.

The polar opposite of this would be Atlassian, who publishes every price and doesn't negotiate at all. At least it's easy to deal with...

> Atlassian [...] doesn't negotiate at all.

Untrue if you license multiple products from them at scale.

It is quite hard to A/B test. And the sales people making the bonus is often part of setting the strategy.

> since so many companies still do this, the math must work out

survivorship bias

"How much is it?"

"How much you got?"

Pretty much this. Not Hashicorp, but another vendor I was speaking to initial gave me a $10,000 a month quote that we got knocked down to $500 a month after some negotiating.

This has been my experience with I'd say 80% of the "Enterprise SAAS" outfits I've interacted with.

Was it Confluent?

It’s likely because they give different pricing based on who’s asking, which is normal for products that aren’t commodities.

Have to agree with you. At least their site says "Get Pricing" vs just "Pricing" and it says "Contact Us".

Hashicorp is one of those companies I want to support, but all of their pricing and enterprise details are behind a "Contact sales" button, so it is really hard to get to know their offerings and their pricing.

I understand we might be too small to matter for them if we aren't ready to dump thousands of dollars per month into their bankaccount, but it does makes me cautious about what is going to happen with them when their investment money runs out.

I really dislike when companies don't put pricing on their website. 1. I need to spend hours or days just to understand if I should consider it or walk away 2. Feels like they may give different price to different customers and we have to negotiate price like on asian market 3. If price is kept in secret who know what else is hidden from us

They barely have any revenue and they're struggling.

It's probably one of the next companies to be acquired in the coming years.

I'm one of the founders of HashiCorp. We don't publicly talk about exact numbers, but we broke through 9-figures last year, and a very low % of that is support (its mostly enterprise software). That also isn't using any accounting tricks (such as a ton of multi-year deals). We're doing very well. We're in no talks to be acquired, either.

I can't prove any of this, you'd have to take my word for it! I guess if we ever go public in N years (not saying we are, but _if_), you'll see for yourself on historical results. :)

Congrats on the success! Given your enterprise traction, though, how do you guys intend to avoid the problem Elastic is facing from AWS?

Fantastic to hear you’re still crushing it.

HashiCorp is doing VERY well revenue-wise. They are not struggling. Where did you hear they are struggling?

(I have no affiliation with HashiCorp.)

Instead of taking either of your words for it, are there any actual direct sources on Hashicorp's earnings?

The only source I found was https://www.hashicorp.com/blog/2017-year-in-review which just says the company "can be successful", not that it is making money.


From Mitchell himself - at the very least they are growing very quickly. For all the complaining about "pricing pages", I think hashicorp is doing the right thing. Focus on selling to the big dogs who can give you a sustainable business and don't cloud your pipeline with smaller shops who wish to shop around.

Hashi should honestly set up a donations page, we'd love to throw them some money because we use their entire suite, but the pricing is clearly geared towards whales.

Do you have inside knowledge of this? I wouldn't be surprised; open-source enterprise software is incredibly hard, but Terraform Enterprise for example is a really solid offering and not to expensive. It is actually very doable even for small (< 5 people) startups.

I have always wondered what this enterprise support means? So if a big company starts using vagrant, they would dole out 100k for a support contract? I find this hard to believe but what do I know.

You would be amazed at the spread between big companies who decide "we won't pay $20 for support for something critical!" and other companies who decide "OMG, we can't run /bin/bash without a support contract and someone to yell at if it goes wrong!"

My enterprise company wont even get us Postman Premium to the tune of ~$150 per seat per year...

So here we are slacking postman collections back and forth on our current year mac books.

Did you consider to create testing app to simulate customer experience? I can be a single html+js file in a git, for each major feature

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