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.

We would not have been able to pivot quickly to virtual product training without using Skytap. We’ve been able to keep prospective customers engaged, add last-minute attendees, and quickly provision environments.

Andy Wright, VP Marketing, Tigera

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