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Re: [LUG] Marketing Linux

 

Henry Bremridge wrote:

>On Fri, Dec 02, 2005 at 06:35:27PM +0000, Rob Beard wrote:
>  
>
>>Henry Bremridge wrote:
>>
>>    
>>
>>>I don't know about USP's but I am involved in a small factory in India where
>>>we have just cancelled our anti-virus, anti-firewall licenses, and
>>>instead just used a debian server with antivirus, firewall and a strict
>>>whitelist for contacting outside sites.
>>>
>>>The cost of paying someone to come in and install the server was less
>>>than one year's license fees for the software and we are now trying to
>>>get the consultant to implement new (debian) software to help the office
>>>workload
>>>
>>>So I would have thought that there would be many small businesses
>>>(solicitors, architects, accountants etc etc) with a local network that
>>>could also use with switching to a linux server to:
>>>- Back up local data
>>>- Provide security system (firewall, antivirus)
>>>- Save money on Microsoft Server
>>>Then when the next worm hits, they will not see anything.....
>>>
>>> 
>>>
>>>      
>>>
>>Thats what I was thinking of.  I've mentioned before about SME Server. 
>>I originally started using this as I was looking for a free alternative
>>to Windows/Exchange.  I found that I could do exactly the same on an SME
>>Server with lower hardware specs than I could do with a Windows 2000
>>Small Business Server & Exchange 2000.
>>
>>For little cost (had most of the hardware already), I managed to get a
>>server which provided IMAP e-mail, Webmail, file storage, e-mail & file
>>anti-virus using Clam Antivirus (along with hourly updates - I don't
>>even think McAfee EPO Server does that) and also web proxying/content
>>filtering with Squid/Dans Guardian.
>>    
>>
>
>Spamassasin?
>  
>
Haven't actually tried that on my server yet.  I rarely get SPAM anyway,
most of it is blocked at the ISP.  I guess I could unblock it though and
try setting up Spamassasin.

>I would have thought that the biggest problem would be to get
>small-businesses to trust OpenSource. I mean "after all isn't it
>complicated, difficult, open to crackers, weird  etc etc etc"
>
>I am involved in the factory and even then the only way I could get
>Debian in was at the server end. Now that it is in, and the users are
>happy, there is talk of expanding it. The main selling point on
>expanding it is:
>- Security (antivirus, spyware, firewall)
>- System upgrades
>- Invisible to customers
>
>ie more time worrying about customers, production etc etc and no need to
>worry about the bloody computer. 
>
>The problem is getting that initial entry point. And that will probably
>involve getting to see the decision maker and selling the services on a
>return on investment basis. If you start with a cheap server that is
>invisable to everyone, then you will probably be able to cross-sell
>other services / systems in future
>
>  
>
Well I was thinking if I could send out a general mail-shot to try and
get a bit more custom, then once I have my foot in the door so to speak,
then start suggesting ways that they could improve things.  I could use
my SME Server as an example, I've never had any major problems with it. 
The only problem I think I've ever had was a hard drive crash, but that
was no fault of the software itself.  Windows on the other hand, well,
hmm, I lost about 40GB of data when I was using Windows 2000, hence
going over to Debian 3.1 on one of my servers.  Since upgrading that
server to Debian, I haven't looked back, it just works!

>You will certainly need a fully costed solution, and that needs to be
>less than what the customer currently uses. I think the following items
>also need to be included in the cost calculation.
>-   Will it work (yes)
>-   Will the company NEED you services or if there is a falling out, can
>    they use anyone. (yes, as long as you produce a manual showing what
>    has been done)
>-   Will the staff need training how to use it (no)
>-   Will the customers know anything (no)
>-   Does it need upgrading (all automatic)
>-   Does it break (no)
>
>ie will it be invisable? You could even put together a package in which
>the companies pay you at the end of the year if there are no problems
>
>What finally triggered the factory's move was:
>-   No new machines were needed. The accounting database was run off a
>    windows machine that frequently crashed, upsetting everybody. This
>    was migrated to the linux server, and surprise surprise has not
>    crashed since
>-   It removed all the headaches with incoming virus's, which meant that
>    staff in the office complained less about junk email
>-   We could set up an internal email system.
>  
>
I was thinking, once I've done a couple of jobs for the company, then
discuss their servers.  If they don't have any servers but would like to
make life easier (like central backups, central data storage, e-mail on
the server rather than on each PC), or if they have an old Novell or
Windows NT server, then I would suggest Linux.  I was thinking about the
giving back to the community, and maybe charging a small charge for the
media (say £10) and donate this back to the distro.  I feel like I've
been enjoying all this free software, I'd like to give something back
for it.  I would then say offer a basic support package in the price of
installation/setup where I would make say monthly visits to the company
and regular e-mails to make sure everything is working fine.

If they needed any further support (say 24x7 support) then I'd charge a
call out fee.

The other option I was thinking was offering service contracts, I've got
to do a bit more thinking about that though.  With it just being me
working on the business at the moment, I think offering 4 or 8 hour
responce times may stretch me a bit, but thats not to say if business
picks up enough I could take on some staff.

Rob


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