Earlier quoted context omitted.
As the founder of HashiCorp, I feel qualified to answer this. The adjacent comment about Atlas is correct. Atlas itself is admittingly poorly marketed (something we're working on right this very moment) right now. The best way to describe how we make money is: we target the enterprise user and give them the features, integrations, and support they need in their regulated, legacy-encumbered, etc. environments. Atlas i…
On a slightly more serious note, how do you build your sales pipeline? Is it really as lusciously simple as build great OSS stuff, promote the hell out of it, get a call from Dev lead at Mega Corp? do you have traditional enterprise sales people?
This works in specialties where an enterprise solution is very hard and only a very few are tackling it well.