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The Art of the Bootstrap Mike Cannon-Brookes & Scott Farquhar, Founders of Atlassian
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Art of the Bootstrap
Scott Farquharscott@atlassian.com
From garage to $60 million in 8 years
Mike Cannon-Brookesmike@atlassian.com
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Atlassian
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Start with two1
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Share the low points
Combine this & next slide
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Share the high points
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Half each
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Need a model Not all models work for bootstappingbiz
^2
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Atlassian ModelEnterprise Software
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Model Evolution
•No $ for sales team? Must sell itself
•Sell itself? Must be low price
•Low $? Must sell 000s of copies
•000s of copies? Must sell globally
•Customer must buy, we can’t sell
sell itself affordable global open
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Use your own product3
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You are your own best customer
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4 Measure everything
82% under 100 days
97% under 100 days80% under 100 days
80% under 100 days
Notes:
- Bamboo and Crowd server id only mandatory since Aug 07, so will be under-represented in > 300 days
- As there may be earlier evaluations, this represents the minimum sales cycle. It may be longer, but not
shorter
- This only represents commercial licenses where we could match a previous eval license.
- Please contact Scott for the methodology before making any decisions on the above data.
57% 25%
13%5%
JIRA Sales Cycle (Days)
200+
101-200
51-100
0-50
200+
101-200
51-100
0-50
81%
16%3%
Crowd Sales Cycle (Days)
60%20%
14%6%
Confluence Sales Cycle (Days)
59%21%
17%4%
Bamboo Sales Cycle (Days)
9/06/10 10:16 AM
Product Spotlight Report (Greenzone) - Reporting Green Zone - Extranet
Page 1 of 1
https://extranet.atlassian.com/display/GREENZONE/Product+Spotligh…onths_value=36&run_1__more=false&run_1_width_value=700&run_1=run
Added by John Rotenstein, last edited by John Rotenstein on May 11, 2010
Data Dictionary
Product Spotlight Report (Greenzone)
Product Spotlight Report (Greenzone)
This data is derived from NetSuite sales figures, updated nightly.
Excludes Starter licenses
In future, we hope to add Active User counts, evaluations, downloads, etc
Please select Report Options
Product JIRA StudioPeriod Month
QuarterDisplay
ChartDisplay
Labelsgreenzone-sales
Printed by Atlassian Confluence 3.3-beta2, the Enterprise Wiki.
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Make decisions
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Test everything ... and fail fast!
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Trial and error
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Always be closingmarketing
Always be closing5
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Be loud & unique
Buy the beer at the conference
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Ship something tangible
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Make everything a campaign
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Market to your employees
“One of my housemates just had his first day at Atlassian today, and he came home talking about how when he arrived his workstation and user accounts were already ready to go, and he had a desk with a welcome card and some
chocolates. He was really buzzed about working there.
I'm sure there are a lot of people directly and indirectly responsible for that experience, but I know how this kind of culture tends to start at the top. I just wanted to say congratulations, because it sounds like you've created the kind of environment where your staff feel valued from the second they walk in the
door, and want to brag to their friends when they get home.”
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You can be too clever
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Your first idea will fail6
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Note: slides automatically progressafter first click Ours did
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Long-term thinking7
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The Mission
“To be the best in the world... sir!” - Maverick, Top Gun
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The Mission
“Our mission is to build a different kind of software company.
A company that listens to client needs, values innovation in development and solves customer problems with brilliant simplicity.
Our commitment to legendary service provides consistent, high quality support for all our customers.”
“Create useful products people lust after”
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Have lofty goals
50,000customers
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Know when to switch gears8
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Generalists to specialists
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Learn to let people go
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Build somewhere you want to work9
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“It is promising that Atlassian received such high calibre
applications for mine to be discontinued”
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Open company, no bullshit.
Build with heart and balance.
Don’t fuck the customer.
Play, as a team.
Be the change you seek.
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Give experiences10
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Mission Atlassian
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Events
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Start with two
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1
5
4
2
8
6
7
10
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Needs a business model
Use your own product
Test everything
Always be marketing
Your first idea will fail
Long-term thinking
Know when to switch gears
Build somewhere you want to work
Give experiences
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Thank You
Scott Farquharscott@atlassian.com
Mike Cannon-Brookesmike@atlassian.com
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