Tigera

Challenge

Tigera needed to transition from 60-70 annual in-person sales and training events to all virtual hands-on training to remain competitive during the COVID-19 pandemic.

Solution

The company was able to rapidly set up and offer free virtual hands-on training to its customer base, encouraging open-source users to become paying customers.

Tigera provides networking and network security software for the Kubernetes container-orchestration system used by thousands of software development teams. Its open-core business model relies on converting open-source customers into purchasers. Before the COVID-19 pandemic, Tigera hosted 60-70 in-person events per year, where customers received product training to maximize their use of the open-source software and demonstrated the value of upgrading to the paid version.

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