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(hardly)e(lik)o(ely)i(to)g(endear)e(it)j(to)f(an)g(MIS)g(manager)-5 b(.)0 5302 y(It)28 b(w)o(as,)h(and)e(still)h(is,)i(beside)d(the)g (point)g(to)g(ar)o(gue)f(that)h(the)g(Free)h(Softw)o(are)e(F)o (oundation)f(is)j(not)f(hostile)g(to)h(all)g(intellectual)0 5401 y(property)19 b(and)i(that)h(its)g(position)f(is)h(not)f(e)o (xactly)g(communistic.)27 b(W)-7 b(e)22 b(kne)n(w)f(that.)29 b(What)22 b(we)g(realized,)e(under)g(the)i(pressure)e(of)0 5501 y(the)h(Netscape)f(release,)h(w)o(as)h(that)f(FSF')-5 b(s)22 b(actual)e(position)g(didn')o(t)g(matter)-5 b(.)26 b(Only)21 b(the)f(f)o(act)h(that)g(its)h(e)n(v)n(angelism)d(had)i (back\002red)p Black 1860 5872 a(5)p Black eop %%Page: 6 6 6 5 bop Black Black 0 983 a Fi(\(associating)16 b(`free)g(softw)o(are') g(with)h(these)g(ne)o(gati)n(v)o(e)e(stereotypes)g(in)i(the)g(minds)g (of)f(the)h(trade)f(press)h(and)f(the)h(corporate)e(w)o(orld\))0 1083 y(actually)20 b(mattered.)0 1265 y(Our)40 b(success)h(after)f 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(historical)f(Unix)h(strate)o(gy)f(of)g(bottom-up)e(e)n(v)n(angelism)h (\(relying)h(on)0 3256 y(engineers)c(to)h(persuade)f(their)h(bosses)h (by)e(rational)h(ar)o(gument\))d(had)j(been)g(a)g(f)o(ailure.)24 b(This)c(w)o(as)g(nai)n(v)o(e)e(and)h(easily)g(trumped)f(by)0 3356 y(Microsoft.)30 b(Further)m(,)21 b(the)h(Netscape)g(breakthrough)c (didn')o(t)j(happen)f(that)i(w)o(ay)-5 b(.)30 b(It)23 b(happened)d(because)h(a)i(strate)o(gic)e(decision-)0 3455 y(mak)o(er)e(\(Jim)i(Barksdale\))e(got)h(the)g(clue)g(and)g(then)g (imposed)f(that)h(vision)g(on)g(the)g(people)f(belo)n(w)g(him.)0 3638 y(The)h(conclusion)f(w)o(as)j(inescapable.)j(Instead)20 b(of)g(w)o(orking)g(bottom-up,)e(we)j(should)e(be)i(e)n(v)n(angelizing) d(top-do)n(wn\227making)f(a)0 3738 y(direct)j(ef)n(fort)f(to)h(capture) f(the)i(CEO/CT)o(O/CIO)f(types.)-399 4002 y Fa(2.)40 b(Lin)o(ux)33 b(is)f(Our)h(Best)e(Demonstration)g(Case)0 4184 y Fi(Promoting)19 b(Linux)i(must)g(be)g(our)g(main)g(thrust.)28 b(Y)-8 b(es,)22 b(there)f(are)g(other)f(things)h(going)f(on)h(in)h(the) f(open-source)e(w)o(orld,)h(and)h(the)0 4284 y(campaign)e(will)i(bo)n (w)e(respectfully)g(in)i(their)f(direction\227b)n(ut)e(Linux)h(started) h(with)h(the)f(best)h(name)e(recognition,)f(the)i(broadest)0 4384 y(softw)o(are)26 b(base,)j(and)d(the)h(lar)o(gest)f(de)n(v)o (eloper)e(community)-5 b(.)42 b(If)27 b(Linux)f(can')o(t)g(consolidate) f(the)i(breakthrough,)d(nothing)i(else)0 4483 y(will,)21 b(pragmatically)d(speaking,)h(ha)n(v)o(e)g(a)i(prayer)-5 b(.)-399 4747 y Fa(3.)40 b(Capture)32 b(the)f(For)r(tune)i(500)0 4930 y Fi(There)21 b(are)i(other)e(mark)o(et)g(se)o(gment)h(that)g (spend)g(more)f(dollars)h(\(small)g(b)n(usiness)g(and)g(home)f(of)n (\002ce)h(being)f(the)i(most)f(ob)o(vious)0 5030 y(e)o(xamples\))i(b)n (ut)i(those)f(mark)o(ets)g(are)h(dif)n(fuse)f(and)g(hard)f(to)i (address.)41 b(The)25 b(F)o(ortune)f(500)h(doesn')o(t)f(merely)h Fd(havehave)e Fi(lots)j(of)0 5129 y(mone)o(y)-5 b(,)16 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b(r)m(e)o(volution)0 5135 y(is)k(her)m(e!the)e(r)m(e)o(volution)g(is)i(her)m(e!)p Fi(.)0 5316 y(Unlik)o(e)16 b(most)g(hack)o(ers,)g(I)g(ha)n(v)o(e)g(the) g(brain)f(chemistry)g(of)h(an)g(e)o(xtro)o(v)o(ert)d(and)j(had)g (already)e(had)i(e)o(xtensi)n(v)o(e)f(e)o(xperience)f(at)i(dealing)0 5416 y(with)k(the)f(press.)25 b(Looking)17 b(around)h(me,)h(I)h (couldn')o(t)d(see)j(an)o(yone)e(better)h(quali\002ed)g(to)g(play)g(e)n (v)n(angelist.)24 b(But)c(I)g(didn')o(t)e(w)o(ant)h(the)0 5516 y(job,)g(because)h(I)g(kne)n(w)f(it)i(w)o(ould)e(cost)h(me)g(my)f (life)i(for)e(man)o(y)g(months,)f(maybe)h(for)g(years.)25 b(My)20 b(pri)n(v)n(ac)o(y)e(w)o(ould)h(be)h(destro)o(yed.)p Black 1860 5870 a(7)p Black eop %%Page: 8 8 8 7 bop Black Black 0 983 a Fi(I')l(d)28 b(probably)f(end)i(up)g(both)f (caricatured)g(as)i(a)f(geek)g(by)g(the)g(mainstream)f(press)h(and)g (\(w)o(orse\))f(despised)h(as)h(a)g(sell-out)e(or)0 1083 y(glory-hog)c(by)i(a)h(signi\002cant)g(fraction)e(of)i(my)f(o)n(wn)h (tribe.)44 b(W)-7 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