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sells itselfUn$exy$
Hi! I’m Jay. @jaysimons
Softwareis eatingthe world.
He’ssoftware
WIN FAIL
Building software is a hard.
5
WIN FAIL
Building software is a hard.
Atlassian helps
products teams
in every company
build better software,
together.
Serving over 27,000 customers worldwide
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The enterprise sales model is evolving.
Nearly 60% of a purchasing decision iscompleted before engaging the supplier.
The enterprise sales model is evolving.
High-touch,enterprise sales
Customerself-service
The enterprise sales model is evolving.
Traditional enterprise sales.
Customervisits site
1. Infogathering
2. Salesteamengages
3. Profit4.
Friction incentive
Value control
Nopricing, regforms
2.
Customer self-service.
Customervisits site
1. Arm withinfo
2. Productdoes theselling
3. Profit4.
Customer self-service.
Customervisits site
1. Arm withinfo
2. Productdoes theselling
3. Profit4.
Awareness Try Buy
%#@!
>12
The Old Way
Hard to try and deploy
Expensive to buy
Top down
month cycles
Offline business model
<90
CC
The Atlassian Way
Do-it-yourself software
Fits any budget
Bottoms up
day cycles
E-commerce business model
#s and perspective.
$1,095,069
1.5Mmonthly uniques
15kmonthly trials
3.5kmonthly licenses
800new customers
#s and perspective.
Three to our model
friction
$
$
$
experimentation
+4%
+5%
Before After
+6%
faith
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