Selling the Unknown: Articulating the Business Value of New OSS Technology

In this talk, Jorge Lainfiesta explores how to articulate the business value of new open-source (OSS) technologies, using Backstage as a case study. He shares insights from his experience pioneering the commercialization of Backstage, offering tips on constructing a narrative that communicates value and adapting it to changing contexts. The session covers strategies for convincing teams to adopt new OSS projects when their value and risks are unknown, and how to confidently present proposals to stakeholders for investment in new OSS adoption. The talk emphasizes understanding the problem space, due diligence on licenses and project sustainability, engaging with the community, and crafting a compelling pitch that includes the necessary financial ask.