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unSEXY Conf 2013: Jay Simons, Atlassian
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
7.
123456789101112131 1 2 2 3 3 4 4 5 5 6 6 7 7 8 8 9 9 10 10 11 11 12 12 13 13 0%40%80%120%0% 0% 40% 40% 80% 80% 120% 120%
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
15.
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.
$
21.
22.
23.
24.
25.
26.
experimentation
27.
+4%
28.
+5%
29.
Before After +6%
30.
31.
faith
32.
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