知名开源公司上市造就亿万富翁，创始人不做CEO只想做码农

{"type":"doc","content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"上周，亚马逊云服务遭遇重大故障，导致许多关联的热门网站服务瘫痪。这一事件迅速引发了关于“企业如何在数据和服务越来越依赖云数据中心的时代最大限度地减少中断影响”的热议，大型企业是否可以依赖单一供应商，或者他们是否需要分散工作负载以防再次发生此类事件？"}]},{"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":"与此形成微妙对比的是，聚焦云基础设施的软件企业 Hashicorp 也在上周"},{"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讲述的是多云故事，公司提供的软件可以帮助工程师在多个云中设置资源。而亚马逊则并不太提倡使用多个公共云的想法，它更希望客户坚持使用亚马逊来满足他们所有的云计算需求。"}]},{"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如今的市值超过150亿美元，这数字令人感到兴奋的同时，似乎也不让人意外。Hashicorp的故事，或许只是当下开源公司IPO热潮中的一个案例。多云、云基础设施自动化越来越受到投资者的青睐，持续的疫情更是进一步加速了企业向云转型的步伐，或许不久的将来，还会有更多的“HashiCorp”登陆资本市场。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"始于开源和社区"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"HashiCorp由Mitchell Hashimoto和Armon Dadgar于2012年创立。Forbes预估，按IPO价格计算，Mitchell身价为12亿美元，Armon的股权价值15亿美元，但约有12亿美元通过慈善信托持有。"}]},{"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":"讲台上是公司CEO David McJannet（正中间）、公司联合创始人 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公司总部位于旧金山（尽管 90%的员工是远程办公），发展得益于其开源工具的日益普及，主要产品包括用于基础设施配置的 Terraform、用于管理密码的平台 Vault、用于网络管理的 Consul 以及调度程序和工作负载协调器 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":"总的来说，HashiCorp提供的软件可帮助企业混合运行公有和私有云系统以及较旧的应用程序。与HashiCorp合作的主要云基础设施提供商包括阿里云，亚马逊旗下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声称其开源产品在2021财年被下载1亿多次，预计大约 79% 的《财富》500 强公司下载了HashiCorp的工具。最近一个季度HashiCorp的销售额增长了49%，达到8220万美元。不过，由于公司加大了对销售、市场和研发的投资，在此期间的净亏损也从一年前的930万美元扩大至2200万美元。"}]},{"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":"如同大多数的大学生创业故事，Mitchell和Armon两人是在华盛顿大学相识。2012年创立的公司“总部”就在Armon家的客厅里。直到2014年, 他俩仍然是这个公司中唯二的员工。"}]},{"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":"不过，HashiCorp早期发展很慢。在最初几年，Mitchell 和 Armon的日常就是写代码和分享代码。第一个产品Vagrant第一年的下载量只有100次左右，而当中其实有90次都是Mitchell和Armon自己下载。第2年下载量涨到1000，第3、4年前后实现了10万次，直到第五年才过了百万。"}]},{"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":"为了提高下载量，Mitchell和Armon早期做了大量社区建设工作。他俩和各大公司的程序员见面，向他们介绍这个工具。据悉，Mitchell那时候每年飞35万公里，Armon可以叫出产品前1000个用户的名字。在Mitchelle和Armon看来，开源项目的早期创业者除了要对自己的产品有信心之外，还必须全力专注于打造社区。"}]},{"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":"后来HashiCorp一直在为开发运维社区举办一个名为“HashiConf”的年度会议，参会人员规模从百人到千人。通过这些活动，团队可以从行业人员那获得宝贵的反馈。开发人员可以从其他开发人员那里了解HashiCorp的产品；那些不太确定是否要使用HashiCorp产品的人从其他人那里了解情况后成为了HashiCorp产品的追随者，因为他们了解到其他公司有多信任HashiCorp的产品。"}]},{"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":"“这比我们自己说的任何话都要真实可信得多”。Armon说，“我们开所有的会议都会带上产品主管。我们让他们与我们的用户进行对话。”"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"不愿做管理工作的创始人"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"无论是Mitchell还是Armon，他们都对CEO的工作感到痛苦。“你以为的创业是每天为自己的热情奋斗；可现实是，你每天需要激励别人为你的热情而奋斗。”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":"早几年公司还面临的重大难题是如何赚钱。虽然HashiCorp的开源产品用户来自各行各业不同规模，但收入会来自哪个群体并不清晰。HashiCorp推出的第一个付费产品是针对中小企业的Atlas，这是针对中小企业设计的，虽然有一些用户，但却一直没什么突破。"}]},{"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，团队花了很多时间进行自我反省，才发现他们应该专注于企业客户，因为HashiCorp的价值定位在于规模化地解决问题。例如，HashiCorp的产品之一——Vault解决了合规治理的问题，而这个问题只有大公司才有。"}]},{"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":"回顾过去，Armon表示他希望自己能更早点考虑清楚HashiCorp的目标客户，不要只专注于解决问题，而是要思考你在为谁解决问题。"}]},{"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开始向企业版产品进行转型，产品之外，组织架构上，Mitchell和Armon都认为公司需要外聘一位有丰富销售经验的职业经理人来做公司的CEO。2016年，随着在微软和VMware工作过的资深人士Dave McJannet的加入，公司开始向商业化转型。接下来短短四年时间。HashiCorp的员工从当年的30人变成400人，市值增长了20多倍。截至目前，HashiCorp拥有超过1650名员工。"}]},{"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":"除了出让CEO之位，今年7月份，Mitchell还宣布"},{"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":"辞去公司CTO职位"}]},{"type":"text","text":"， 同时退出HashiCorp董事会，重新成为一名个人程序员。“随着时间推移，我强烈意识到自己的热情在于参与软件工程，而非扮演技术领导角色。”"}]},{"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":"但他并不会离开这家公司。作为个人贡献者，Mitchell打算专注于 HashiCorp 旗下的各个项目，也将继续为Armon及McJannet提供战略规划建议，以顾问的身份陪伴老战友们继续奋勇向前。"}]},{"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之前一直参与 Vagrant 代码的编写工作，所以在他看来自己的日常工作不会有“太大变化”。最核心的区别就是，他不用再为了参加客户会议而东奔西走。Mitchell表示，虽然他也喜欢跟客户会面，但无穷无尽的出差让他难以有充足的精力参与编程，他曾为此十分困扰。他还表示，自己的家人也很高兴看到他不用再做“空中飞人”。"}]},{"type":"heading","attrs":{"align":null,"level":2},"content":[{"type":"text","text":"1%用户收费行不通"}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"Mitchelle曾在分享中指出，开源公司最经常犯的错误就是幻想可以转化早期的个人用户，总觉得只要转化1%的用户就可以做一个成功的公司。但现实是，这些用户人群里的大部分是本来就没有付费意愿的。"}]},{"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是先免费推出工具，直到这些工具达到被开发者稳健使用的程度，随后再打造解决诸如安全性、协作性等企业级问题的周边产品。McJannet说道，“我们能够接受我们的产品在很长一段时间里被开发者超负荷免费试用，这十分重要，可以让产品在真正的目标用户群中成为标准工具。”"}]},{"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，在第一个付费产品Atlas失败之后，HashiCorp就把目标放在了大企业上。比起中小企业，大企业更有付费的意愿。"}]},{"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，“开源社区的用户和一般App用户差不多。他们会用你的产品是因为有一个明显的痛点。他们可以给你提供很好的反馈，甚至免费帮你宣传产品，所以开源社区对我们一直非常重要。但是，你一旦决定对这些用户收费，他们的感受会非常不好。所以我们选择不向个人收费，而是向企业收费。这个原则帮我们界定哪些产品是付费的，哪些是免费的。”"}]},{"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":"而以大企业为目标客户，也意味着销售团队的变化。McJannet回忆道，谈HashiCorp的第一个百万订单时，他亲自飞到弗吉尼亚，向客户面对面推介产品。对方看着他说，“其实我们喜欢你们的产品，也喜欢你们公司。银行内部都在用你们的开源产品，大家都很看好你们。但是，只有你本人亲自过来，我们才会跟你们公司签单”。客户继续说道，“因为我看到你们来谈判的人员中有富有经验的销售和客户经理，你们也有了专业的客服人员。”"}]},{"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强调：“在这之前，客户并不知道和HashiCorp合作到底意味着什么。我们之间需要搭建信任的桥梁。他们愿意信任我，而我也知道这份信任的意义所在。”"}]},{"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":"参考链接："}]},{"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"}]}]}]}