# OSS Data Analytics (8.6 Case Studies)
@Feige Zhu @审核者中英文姓名

### 8.6 Case Studies
> 案例分析

In this section，we take Hangzhou FIT2CLOUD Information Technology Co., Ltd. (hereinafter referred to as FIT2CLOUD) as an example to introduce an enterprise's open source commercialization practices.FIT2CLOUD's open source commercialization practice is to leverage open source to achieve efficient “**Product & Business**” co-innovation, make good software products and keep selling them. FIT2CLOUD's business model is a freemium model based on open source, and the establishment of this business model needs to solve two things at the same time: 1、Continuously expanding the counts of free installations；2、Continuously improving the conversion rate of payment.
> 本节以飞致云为例，介绍企业的开源商业化实践案例。飞致云的开源商业化实践是借助开源杠杆，实现高效的“**产品 & 商业**”的协同创新，做出好的软件产品并不断把产品卖出去。飞致云的商业模式是基于开源的免费增值模式，该商业模式的成立需要同时解决两件事情：一是持续扩大免费安装基数，二是持续提升付费转化率。

<center>Figure 8-6: Open Source Freemium Model</center>
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FIT2CLOUD's product philosophy is that "Good software is iterated." FIT2CLOUD leverages open source for efficient distribution, gets lots of feedback, and iteratively releases its products on a monthly basis. FIT2CLOUD's business philosophy is "Our products are bought, not sold." End-users are becoming key decision-makers in purchasing tool software products,and FIT2CLOUD enables online customer acquisition, sells standard products, and continues to increase cross-sell rates through a strong product portfolio. This cycle of "Open source attracts users - User feedback drives iteration - Iterated products attract more users - More users lead to more customers - More revenue leads to greater R&D investment" is the key to the true flywheel effect of the FIT2CLOUD business model.
> 飞致云的产品观是“好的软件是迭代出来的”。飞致云充分利用开源实现高效分发，获取大量反馈，并按月迭代发布产品。飞致云的商业观是 “Our products are bought, not sold”。 最终用户正在成为工具软件产品采购的关键决策者，飞致云实现了线上获客，销售标准产品，并通过强大的产品组合持续提升交叉销售率。这种“开源吸引用户-用户反馈促进迭代-迭代产品吸引更多用户-更多用户带来更多客户-更多收入带来更大研发投入”的循环，是飞致云商业模式能够真正形成飞轮效应的关键所在。

<center> Figure 8-7: FIT2CLOUD's Open Source Commercialization Practices</center>
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FIT2CLOUD's milestones in open source commercialisation can be verified by four figures:
1. **OpenRank Open Source Activity** ：FIT2CLOUD ranks 10th among Chinese enterprises and 47th globally in terms of OpenRank open source activity.
2. **OpenRank Open Source Influence**：FIT2CLOUD ranks 9th among Chinese enterprises and 42nd globally in terms of OpenRank open source influence.
3. **Counts of paying enterprises**: By the end of 2024, FIT2CLOUD has served more than 3,000 enterprise customers in various industries such as finance, manufacturing, energy, transport, medical care, communications, media, real estate, Internet, education, and so on.
4. **Healthy Cash Flow** : In 2024, FIT2CLOUD recorded 2,511 cash transactions from open source commercialization products, with annual cumulative revenue exceeding CNY 100 million (≈$14.29 million USD).

> 飞致云在开源商业化上的阶段性成果可以通过开源活跃度、开源影响力、付费企业数量和现金回款等四个数据得到验证。截止目前飞致云 OpenRank 开源活跃度位居中国企业第 10 名，全球第 47 名；OpenRank 开源影响力位居中国企业第 9 名，全球第 42 名；截止 2024 年底飞致云服务超过 3000 家企业客户，客户遍布金融、制造、能源、交通、医疗、通信、传媒、房地产、互联网、教育等各行各业；2024 年飞致云开源商业化产品的现金回款笔数 2511 笔，全年累计回款金额超过 1 亿元人民币。