product development

The case for boosting enterprise software startups with services

  Martin Casado Contributor Martin Casado, is a general partner at the venture capital firm Andreessen Horowitz. He was previously the cofounder and chief technology officer at Nicira, which was acquired by VMware in 2012. One of the truisms of software business strategy is that services is bad business; heck, we’ve also said it. The reason, put bluntly, is that it’s a business with low margins and is not as scalable. So in the early days of bringing to market a complex enterprise software product, the repeated feedback I got from nearly all my advisors was to make sure customers were paying for software licenses, not services. (Although I remember when receiving this advice in the early days of Nicira that I wished I even had the problem of money coming in the “wrong” way in the first pla...