知名開源公司上市造就億萬富翁，創始人不做CEO只想做碼農

{"type":"doc","content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"上週，亞馬遜雲服務遭遇重大故障，導致許多關聯的熱門網站服務癱瘓。這一事件迅速引發了關於“企業如何在數據和服務越來越依賴雲數據中心的時代最大限度地減少中斷影響”的熱議，大型企業是否可以依賴單一供應商，或者他們是否需要分散工作負載以防再次發生此類事件？"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"與此形成微妙對比的是，聚焦雲基礎設施的軟件企業 Hashicorp 也在上週"},{"type":"link","attrs":{"href":"https:\/\/www.hashicorp.com\/blog\/a-new-chapter-for-hashicorp","title":"xxx","type":null},"content":[{"type":"text","text":"上市"}]},{"type":"text","text":"了，Hashicorp講述的是多雲故事，公司提供的軟件可以幫助工程師在多個雲中設置資源。而亞馬遜則並不太提倡使用多個公共雲的想法，它更希望客戶堅持使用亞馬遜來滿足他們所有的雲計算需求。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"Hashicorp如今的市值超過150億美元，這數字令人感到興奮的同時，似乎也不讓人意外。Hashicorp的故事，或許只是當下開源公司IPO熱潮中的一個案例。多雲、雲基礎設施自動化越來越受到投資者的青睞，持續的疫情更是進一步加速了企業向雲轉型的步伐，或許不久的將來，還會有更多的“HashiCorp”登陸資本市場。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"始於開源和社區"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"HashiCorp由Mitchell Hashimoto和Armon Dadgar於2012年創立。Forbes預估，按IPO價格計算，Mitchell身價爲12億美元，Armon的股權價值15億美元，但約有12億美元通過慈善信託持有。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"image","attrs":{"src":"https:\/\/static001.geekbang.org\/infoq\/05\/05eba2a2eb9cd166934163ad4edc440b.png","alt":null,"title":null,"style":[{"key":"width","value":"75%"},{"key":"bordertype","value":"none"}],"href":null,"fromPaste":true,"pastePass":true}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":"center","origin":null},"content":[{"type":"text","marks":[{"type":"size","attrs":{"size":10}}],"text":"講臺上是公司CEO David McJannet（正中間）、公司聯合創始人 Mitchell Hashimoto（中左）和 Armon Dadgar（中右）"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"HashiCorp公司總部位於舊金山（儘管 90%的員工是遠程辦公），發展得益於其開源工具的日益普及，主要產品包括用於基礎設施配置的 Terraform、用於管理密碼的平臺 Vault、用於網絡管理的 Consul 以及調度程序和工作負載協調器 Nomad。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"總的來說，HashiCorp提供的軟件可幫助企業混合運行公有和私有云系統以及較舊的應用程序。與HashiCorp合作的主要雲基礎設施提供商包括阿里雲，亞馬遜旗下AWS、GoogleCloud、Microsoft Azure和VMware。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"image","attrs":{"src":"https:\/\/static001.geekbang.org\/infoq\/fa\/fa3573c0aca7de3cd60a60f25214452b.png","alt":null,"title":null,"style":[{"key":"width","value":"75%"},{"key":"bordertype","value":"none"}],"href":null,"fromPaste":true,"pastePass":true}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"HashiCorp聲稱其開源產品在2021財年被下載1億多次，預計大約 79% 的《財富》500 強公司下載了HashiCorp的工具。最近一個季度HashiCorp的銷售額增長了49%，達到8220萬美元。不過，由於公司加大了對銷售、市場和研發的投資，在此期間的淨虧損也從一年前的930萬美元擴大至2200萬美元。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"如同大多數的大學生創業故事，Mitchell和Armon兩人是在華盛頓大學相識。2012年創立的公司“總部”就在Armon家的客廳裏。直到2014年, 他倆仍然是這個公司中唯二的員工。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"不過，HashiCorp早期發展很慢。在最初幾年，Mitchell 和 Armon的日常就是寫代碼和分享代碼。第一個產品Vagrant第一年的下載量只有100次左右，而當中其實有90次都是Mitchell和Armon自己下載。第2年下載量漲到1000，第3、4年前後實現了10萬次，直到第五年才過了百萬。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"爲了提高下載量，Mitchell和Armon早期做了大量社區建設工作。他倆和各大公司的程序員見面，向他們介紹這個工具。據悉，Mitchell那時候每年飛35萬公里，Armon可以叫出產品前1000個用戶的名字。在Mitchelle和Armon看來，開源項目的早期創業者除了要對自己的產品有信心之外，還必須全力專注於打造社區。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"後來HashiCorp一直在爲開發運維社區舉辦一個名爲“HashiConf”的年度會議，參會人員規模從百人到千人。通過這些活動，團隊可以從行業人員那獲得寶貴的反饋。開發人員可以從其他開發人員那裏瞭解HashiCorp的產品；那些不太確定是否要使用HashiCorp產品的人從其他人那裏瞭解情況後成爲了HashiCorp產品的追隨者，因爲他們瞭解到其他公司有多信任HashiCorp的產品。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"“這比我們自己說的任何話都要真實可信得多”。Armon說，“我們開所有的會議都會帶上產品主管。我們讓他們與我們的用戶進行對話。”"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"不願做管理工作的創始人"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"無論是Mitchell還是Armon，他們都對CEO的工作感到痛苦。“你以爲的創業是每天爲自己的熱情奮鬥；可現實是，你每天需要激勵別人爲你的熱情而奮鬥。”Mitchell如此形容道。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"早幾年公司還面臨的重大難題是如何賺錢。雖然HashiCorp的開源產品用戶來自各行各業不同規模，但收入會來自哪個羣體並不清晰。HashiCorp推出的第一個付費產品是針對中小企業的Atlas，這是針對中小企業設計的，雖然有一些用戶，但卻一直沒什麼突破。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"Armon表示，團隊花了很多時間進行自我反省，才發現他們應該專注於企業客戶，因爲HashiCorp的價值定位在於規模化地解決問題。例如，HashiCorp的產品之一——Vault解決了合規治理的問題，而這個問題只有大公司纔有。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"回顧過去，Armon表示他希望自己能更早點考慮清楚HashiCorp的目標客戶，不要只專注於解決問題，而是要思考你在爲誰解決問題。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"HashiCorp開始向企業版產品進行轉型，產品之外，組織架構上，Mitchell和Armon都認爲公司需要外聘一位有豐富銷售經驗的職業經理人來做公司的CEO。2016年，隨着在微軟和VMware工作過的資深人士Dave McJannet的加入，公司開始向商業化轉型。接下來短短四年時間。HashiCorp的員工從當年的30人變成400人，市值增長了20多倍。截至目前，HashiCorp擁有超過1650名員工。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"除了出讓CEO之位，今年7月份，Mitchell還宣佈"},{"type":"link","attrs":{"href":"https:\/\/mp.weixin.qq.com\/s?__biz=MjM5MDE0Mjc4MA==&mid=2651084108&idx=1&sn=f2ac1152b6e06d9d6ab51a8b01aaa446&chksm=bdb9ad1f8ace2409bd764d6efc18f268141441b1a346443dfa14a092371d107348f6c5badc3c&scene=27#wechat_redirect","title":"","type":null},"content":[{"type":"text","text":"辭去公司CTO職位"}]},{"type":"text","text":"， 同時退出HashiCorp董事會，重新成爲一名個人程序員。“隨着時間推移，我強烈意識到自己的熱情在於參與軟件工程，而非扮演技術領導角色。”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"但他並不會離開這家公司。作爲個人貢獻者，Mitchell打算專注於 HashiCorp 旗下的各個項目，也將繼續爲Armon及McJannet提供戰略規劃建議，以顧問的身份陪伴老戰友們繼續奮勇向前。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"Mitchell之前一直參與 Vagrant 代碼的編寫工作，所以在他看來自己的日常工作不會有“太大變化”。最核心的區別就是，他不用再爲了參加客戶會議而東奔西走。Mitchell表示，雖然他也喜歡跟客戶會面，但無窮無盡的出差讓他難以有充足的精力參與編程，他曾爲此十分困擾。他還表示，自己的家人也很高興看到他不用再做“空中飛人”。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"1%用戶收費行不通"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"Mitchelle曾在分享中指出，開源公司最經常犯的錯誤就是幻想可以轉化早期的個人用戶，總覺得只要轉化1%的用戶就可以做一個成功的公司。但現實是，這些用戶人羣裏的大部分是本來就沒有付費意願的。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"如今的HashiCorp是先免費推出工具，直到這些工具達到被開發者穩健使用的程度，隨後再打造解決諸如安全性、協作性等企業級問題的周邊產品。McJannet說道，“我們能夠接受我們的產品在很長一段時間裏被開發者超負荷免費試用，這十分重要，可以讓產品在真正的目標用戶羣中成爲標準工具。”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"因此，在第一個付費產品Atlas失敗之後，HashiCorp就把目標放在了大企業上。比起中小企業，大企業更有付費的意願。"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"Armon指出，“開源社區的用戶和一般App用戶差不多。他們會用你的產品是因爲有一個明顯的痛點。他們可以給你提供很好的反饋，甚至免費幫你宣傳產品，所以開源社區對我們一直非常重要。但是，你一旦決定對這些用戶收費，他們的感受會非常不好。所以我們選擇不向個人收費，而是向企業收費。這個原則幫我們界定哪些產品是付費的，哪些是免費的。”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"而以大企業爲目標客戶，也意味着銷售團隊的變化。McJannet回憶道，談HashiCorp的第一個百萬訂單時，他親自飛到弗吉尼亞，向客戶面對面推介產品。對方看着他說，“其實我們喜歡你們的產品，也喜歡你們公司。銀行內部都在用你們的開源產品，大家都很看好你們。但是，只有你本人親自過來，我們纔會跟你們公司簽單”。客戶繼續說道，“因爲我看到你們來談判的人員中有富有經驗的銷售和客戶經理，你們也有了專業的客服人員。”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"McJanne強調：“在這之前，客戶並不知道和HashiCorp合作到底意味着什麼。我們之間需要搭建信任的橋樑。他們願意信任我，而我也知道這份信任的意義所在。”"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"參考鏈接："}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"link","attrs":{"href":"https:\/\/www.cnbc.com\/2021\/12\/12\/aws-outage-and-hashicorp-ipo-point-to-a-multicloud-future.html","title":"","type":null},"content":[{"type":"text","text":"https:\/\/www.cnbc.com\/2021\/12\/12\/aws-outage-and-hashicorp-ipo-point-to-a-multicloud-future.html"}]}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"link","attrs":{"href":"https:\/\/www.cyzone.cn\/article\/621947.html","title":"","type":null},"content":[{"type":"text","text":"https:\/\/www.cyzone.cn\/article\/621947.html"}]}]}]}