This is an interesting comment. I think you can actually move from the IDE space and gradually bring in features that are of interest to Enterprise customers, who then adopt your product.
I'm watching Qlikview do this right now - their original product was and still is a client app for Windows. It allows any business user to pull through datasets of pretty much any source as a poor mans ETL, then it allows that user to do BI tasks in a very simple way. Where they are succeeding is that they haven't given up on this market, but are using it to drive interest from inside companies - eventually skunkworks divisions show its value to the business, which then buys the server software and licenses.
It's growing pretty rapidly, and they seem to have a sustainable model. But it's driven by the individual user.
I'm watching Qlikview do this right now - their original product was and still is a client app for Windows. It allows any business user to pull through datasets of pretty much any source as a poor mans ETL, then it allows that user to do BI tasks in a very simple way. Where they are succeeding is that they haven't given up on this market, but are using it to drive interest from inside companies - eventually skunkworks divisions show its value to the business, which then buys the server software and licenses.
It's growing pretty rapidly, and they seem to have a sustainable model. But it's driven by the individual user.