.@databricks CRO Ron Gabrisko on turning millions of open source users into a $190B business: "There were literally millions of people using Spark. That was the open source product, early days. First, we just said: go meet with as many Spark users as possible. Understand how they're using it, what their challenges are, and what they'd pay for. It wasn't rocket science. Then you look for the trends. People will pay for security. People will pay for scalability. So you start adding those features as a paid layer on top of the open source. Early days we were selling to Silicon Valley digital-native startups. With open source, they love building their own stuff. But when you go to enterprise, they don't have the expertise to build large open source projects. They need partners. They need a managed service. So our break into enterprise was a really big step in how we scaled the company."