1. sells itself
Un$exy$

2. Hi! I’m Jay.@jaysimons

3. Softwareis eatingthe world.
He’s
software

4. WIN FAIL
Building software is a hard.

5. 5
WIN FAIL
Building software is a hard.

6. Atlassian helps
products teams
in every company
build better software,
together.
Serving over 27,000 customers worldwide

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8. The enterprise sales model is evolving.

9. Nearly 60% of a purchasing decision is
completed before engaging the supplier.
The enterprise sales model is evolving.

10. High-touch,
enterprise sales
Customer
self-service
The enterprise sales model is evolving.

11. Traditional enterprise sales.
Customer
visits site
1. Info
gathering
2. Sales
team
engages
3. Profit4.
Friction incentive
Value control
No
pricing, reg
forms
2.

12. Customer self-service.
Customer
visits site
1. Arm with
info
2. Product
does the
selling
3. Profit4.

13. Customer self-service.
Customer
visits site
1. Arm with
info
2. Product
does the
selling
3. Profit4.
Awareness Try Buy

14. %#@!
>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

16. #s and perspective.
$1,095,069

17. 1.5Mmonthly uniques
15kmonthly trials
3.5kmonthly licenses
800new customers
#s and perspective.

18. Three to our model

19. friction

20. $

26. experimentation

27. +4%

28. +5%

29. Before After
+6%

31. faith

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