All About the Marketplace

Wednesday, April 4, 12

All about the Atlassian Marketplace

Jonathan NolenDir. of Developer Relations, Atlassian

Daniel FranzProduct Manager, Developer Ecosystem, Atlassian

AtlasCamp EU 2012

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Best. AtlasCamp. Ever.


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2010 2011 2012200920082007200620052004

Memory Lane


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2010 2011 2012200920082007200620052004

Memory Lane

Plugins


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2010 2011 2012200920082007200620052004

Memory Lane

Plugins

Confluence.Atlassian.Com


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2010 2011 2012200920082007200620052004

Memory Lane

Plugins


ConfluencePluginRepository


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2010 2011 2012200920082007200620052004

Memory Lane

Plugin Exchange

Plugins




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2010 2011 2012200920082007200620052004

Memory Lane

Plugin ExchangeUniversal PluginManagerPlugins




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2010 2011 2012200920082007200620052004

Memory Lane




More Commercial Plugins


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2010 2011 2012200920082007200620052004

Memory Lane




2012?

More Commercial Plugins



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Reach 45,000 of theworld’s best development teams


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EASYWednesday, April 4, 12

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1Less code for you

to write and maintain


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Proven, end-to-endbusiness engine


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In-product access toevery Atlassian customer


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Let’s take alook




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The easiest, best way to sell your add-on


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What’s the business deal?


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DEVELOPER75%

ATLASSIAN25%


• 75% straight to the developer


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DEVELOPER75%

ATLASSIAN25%



• No payment processing fees


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DEVELOPER75%

ATLASSIAN25%




• Atlassian handles sales taxes


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DEVELOPER75%

ATLASSIAN25%





• Full integration in our system


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DEVELOPER75%

ATLASSIAN25%





• Full integration in our system

• 25% to Atlassian to re-invest


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All the things you don’t do!


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LICENSING


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SHOPPINGCART

LICENSING


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PAYMENTGATEWAY

SHOPPINGCART

LICENSING


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BILLING & INVOICING

PAYMENTGATEWAY

SHOPPINGCART

LICENSING


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COLLECTTAXES

BILLING & INVOICING

PAYMENTGATEWAY

SHOPPINGCART

LICENSING


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RENEWALSCOLLECTTAXES

BILLING & INVOICING

PAYMENTGATEWAY

SHOPPINGCART

LICENSING


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How does it work?


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1. Technical Requirements

2. Business Decisions

3. Marketing Capabilities


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Technical Requirements1



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}Wednesday, April 4, 12

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Confluence 3.1 Dec 2009 27 months

JIRA 4.1 April 2010 23 months

Bamboo 2.6 June 2010 20 months

Fisheye / Crucible 2.4 October 2010 16 months

Compatibility


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Full Details in theNext Talk


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Business Decisions2


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One Guiding Principle


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One Guiding Principle


• Licensing & Pricing• Legal• Experts• Discounts• Payment


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Licensing & Pricing


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Licensing & Pricing

Flexibility & Simplicity


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Match User Tiers

Licensing & Pricing


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Match License Types

Licensing & Pricing


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Licensing & Pricing


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Licensing & Pricing

You Pick the Prices


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Example: Confluence Add-on


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Users Base Confluence

YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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YourAdd-on

Your Renewal

Your Academic

YourAcd. Renewal

Your Community

10 $10 $10 $10 $10 $10 $0

25 $800 $400 $200 $200 $100 $0

50 $1,600 $800 $400 $400 $200 $0

100 $2,200 $1,100 $550 $550 $275 $0

500 $4,000 $2,000 $1,000 $1,000 $500 $0

2,000 $8,000 $4,000 $2,000 $2,000 $1,000 $0

2,000+ $12,000 $6,000 $3,000 $3,000 $1,500 $0



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• You set commercial price

• 30-day evaluations always free

• Yearly renewals always 50%

• Academic licenses always 50%

• Community licenses always free

• Upgrades calculated automatically

• Never less than $10

Licensing & Pricing


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• Users use the our shopping cart

• We send evaluation reminders

• We send quotes and invoices

• We send renewal reminders

Licensing & Pricing

Paid InvoiceABN: 53 102 443 916

Paid Invoice SummaryPaid Invoice Number: AT-420278

Date Issued: 11 Mar 2012Bill To:

Jonathan [email protected] Nolen

2125 Bryant Street #118

San Francisco CA 94110United States of America

Ship To:

Jonathan [email protected] Nolen

2125 Bryant Street #118

San Francisco CA 94110United States of America

Total Paid: USD $10.00Date Paid: 11 Mar 2012

OFFICIAL RECEIPT

Invoice Total: $10.00Payment Received: -$10.00Amount Now Due: $0.00

Credit Card Number: ************1969Cardholder's Name: Jonathan D. Nolen

Thank you for your payment!

Refunds and Exchanges: You can request a refund or an exchange up to 30 days after the date of purchase on this invoice.After the 30-day period, refunds or exchanges will not be available. Please note that Starter licenses are not eligible for arefund or an exchange.

Atlassian Pty Ltd, 173-185 Sussex St, Sydney NSW 2000, AustraliaEmail:Tel:Fax:

[email protected](+1) 415 701-1110(+1) 415 449-6222

Qty Product Unit Price Adjustment Total1 JIRA 10 Users: Starter License - Support Period: 11 Mar 2012 - 11 Mar 2013 $10.00 USD $10.00 USD

Total Amount Paid (USD) $10.00ProductSupport Period Support Entitlement NumberJIRA 10 Users: Starter License 11 Mar 2012 - 11 Mar 2013 SEN-2227035


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?Wednesday, April 4, 12

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Legal


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Legal

Atlassian’sStandardTerms


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Experts


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Experts

Opt-in20% Incentive


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Discount


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Discount

No additional discounts(yet)


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Payment

$Wednesday, April 4, 12

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Payment

Monthly payment $Wednesday, April 4, 12

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Payment

Monthly paymentNear realtime info $


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Marketing Capabilities3


Selling add-ons

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Add-on Developers Atlassian customers45k+ Development Teams


Selling add-ons

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• Marketing and Sales

• Add-on licensing

• Payment processing

• Customer retention

Add-on Developers Atlassian customers45k+ Development Teams



















• Tested and working

• Installable in the product via UPM

• Include the branding assets

• Pricing and payment information

• You must offer Support

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Add-on approval





• Add creative assets to your add-on profile by May 1st• Win free trip and accommodation for Atlassian Summit

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Add-on profile contest


• Add creative assets to your add-on profile by May 1st• Win free trip and accommodation for Atlassian Summit

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Add-on profile contest


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Logo


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Logo


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Logo


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Logo


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Banner


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Banner


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Banner


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Banner


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Banner


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Banner


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Banner


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Banner

Lorem ipsum dolor sit amet consectetuer.

My add-on is so awesome and it does so

many things I can’t even begin to tell you

how awesome it is. Try it out for yourself

and be amazed by it’s awesomeness.

Do it. Do it.


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Banner

Your single source of truthfor managing team leave,tracking projects, and planning events.


• Upload logo and banner• Add 5-10 screenshots• Describe benefits, not only features• Assign the right 3 labels• Frequently update latest changes• Share your add-on profile with the world• Assess your End User License Agreement terms

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Marketing your add-on


• Upload logo and banner• Add 5-10 screenshots• Describe benefits, not only features• Assign the right 3 labels• Frequently update latest changes• Share your add-on profile with the world• Assess your End User License Agreement terms

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Marketing your add-on


• Add a Google Analytics tracking code to your add-on profile

• Use campaign codes as parameters on every URL

• Regularly check for visitors and their behavior

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Google Analytics


• Add a Google Analytics tracking code to your add-on profile

• Use campaign codes as parameters on every URL

• Regularly check for visitors and their behavior

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Google Analytics


Use Available on the Atlassian Marketplace badges

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Badges


Use Available on the Atlassian Marketplace badges

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Badges


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• Reminder before trial expiry

• After quote was created• Receipt after payment• Contact details

confirmation• Up to 5 emails before

maintenance expiry

Trial conversion and renewals


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• Reminder before trial expiry

• After quote was created• Receipt after payment• Contact details

confirmation• Up to 5 emails before

maintenance expiry

Trial conversion and renewals


• Customer and license data• Sales and downloads data• csv reports almost realtime• Financial report end of

month• Later: developer dashboard

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Customer and Sales data


• Customer and license data• Sales and downloads data• csv reports almost realtime• Financial report end of

month• Later: developer dashboard

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Customer and Sales data


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• Technical Requirements

• Business Decisions

• Marketing Capabilities


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Sign me up!


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Sign-up

• Set up a Vendor Account

• Tell us about your Add-on

• Set your pricing

• Give us your bank details

• Submit for Approval


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One More Thing


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DEVELOPER75%

ATLASSIAN25%

Remember This?


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DEVELOPER85%

ATLASSIAN15%

Early Bird Pricing

Launch your add-on onMarketplace by May 30th,and get 85/15 revenue splituntil the end of the year!


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Conclusion


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Why are we doing this?


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Strong Developers

Strong Atlassian=Wednesday, April 4, 12

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New Businesses Thrive


The Choice is Yours

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• 100% Opt-in• Non-Atlassian Commercial Add-on• Free Add-ons Always Welcome


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The easiest, best way to sell your add-on


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Save Time & Effort


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Reach 45,000 Dev Teams


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Rev Your Business Engine


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Build. Something. Amazing.


http://atlss.in/z6X2EW


Objectives of the Marketplace


1. Help Add-on Vendors become more successful


2. Bring new Developers and new Commercial Add-ons into

the Ecosystem


3. Help more users benefit from Add-ons


4. Grow the Ecosystem by allowing Atlassian to re-invest

in it


5. Our products + your plugins become irreplaceable


Technology

All About the Marketplace