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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