We are fine on prem, pay big $$ license fees, but not enough. They want that sweet SaaS revenue.
I would be wary of pushing this, being a non-SaaS platform could be an advantage here.
As a large company, what are the things you are more than happy to pay for with on-prem?
The reason I’m asking: this feels like the largest issue with cloud saas, which is one of the more popular implementations of open-core for B2B. Not saying Splunk is open-core, but it’s related to above/dbt cloud discussion.
Enterprise customers have the highest propensity to pay, but don’t need or want their cloud offering.
Mid-tier customers actually prefer a managed service by their cloud provider, aws/gcp/azure, because it strikes a balance between easy AND it works within their vpc/iam/devops. But this cuts off open-core companies main revenue, so they start making ELv2 licenses (elastic, airbyte, etc) which makes things harder on mid-tier.
Small customers are the ones who love saas the most, but have the least ability to pay, need simpler tools over complex ones, and will probably grow out of being a customer…
I’m curious if there are any companies which are: source code available, commercial license, allow you to fork/modify the source code, only offer on-prem (no cloud saas offering), want the mega-clouds to offer a managed service. BUT the commercial license requires any companies over 250 employees or $X revenue (docker desktop style) to pay a yearly license fee.
Here's how we are thinking of it. We think it's important for a successful security program to first have high quality data and this is why we want help every organization build structured security data lakes to power their analysis using our open source project. The Matano security lake can sit alongside their SIEM and be incrementally adopted for a data sources that wouldn't be feasible to analyze otherwise.
Our larger goal as a company though is to build a complete platform that allows a security data lake to fully replace traditional SIEM -- including a UI and collaborative features that give you that great feedback loop for fast iteration in detection engineering and threat hunting as you mentioned. Stay tuned I think you will be excited by what we are building!