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A path less traveled…
JAY SIMONS | ATLASSIAN
OUR MISSION IS TO
UNLEASH THE POTENTIAL
IN EVERY TEAM.
You have to be odd
to be number one
DR. SEUSS
Huh?
WTF?!
Price for volume.
Model for reach.
Commercial
$800
Academic
1/2 off
Opensource
FREE
JIRA
Products are bought, not sold
Customers can get going in
minutes
All pricing online
All products free to try
No forms or g...
Great products
Low pricing
Automation
High volume
x
x
BUILD GREAT
PRODUCTS
KEEP PRICES
PURSUE VOLUME
SELL ONLINE
EASY TRIA...
Add a second
product in year two
2002
2004
2006
2008
2010 2014
2012 2016
2018
DevTools
Forfeit revenue to
widen funnel
Steeper hillsSnowballs
Practice patience
% OF QUARTERLY SALES BY DAYS PER QUARTER
0%
20%
40%
60%
80%
100%
0 15 30 45 60 75 90
Q1'15 Q2'15
Q3'15 Q4'15
A SINGLE CUSTOMER
$0
$200,000
$400,000
$600,000
$800,000
$1,000,000
$1,200,000
FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY1...
Create values
& traditions
2017 #1 Most Innovative Non-profit
#1
Consulting, IT Services & Software Development
innovalog
RT
RELEASE
TEAM
JAY SIMONS | ATLASSIAN
Thank you!
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, P...
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How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, President, Atlassian

TractionConf.io 2017.

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How Atlassian has Grown its High-Velocity, Low-touch Sales Model into an Automated Growth-hacking Machine by Jay Simons, President, Atlassian

  1. 1. A path less traveled… JAY SIMONS | ATLASSIAN
  2. 2. OUR MISSION IS TO UNLEASH THE POTENTIAL IN EVERY TEAM.
  3. 3. You have to be odd to be number one DR. SEUSS
  4. 4. Huh?
  5. 5. WTF?!
  6. 6. Price for volume. Model for reach.
  7. 7. Commercial $800 Academic 1/2 off Opensource FREE JIRA
  8. 8. Products are bought, not sold Customers can get going in minutes All pricing online All products free to try No forms or gates No custom contracts No hidden pricing All purchasing is simple
  9. 9. Great products Low pricing Automation High volume x x BUILD GREAT PRODUCTS KEEP PRICES PURSUE VOLUME SELL ONLINE EASY TRIAL TRANSPARENT PRICING
  10. 10. Add a second product in year two
  11. 11. 2002 2004 2006 2008 2010 2014 2012 2016 2018 DevTools
  12. 12. Forfeit revenue to widen funnel
  13. 13. Steeper hillsSnowballs
  14. 14. Practice patience
  15. 15. % OF QUARTERLY SALES BY DAYS PER QUARTER 0% 20% 40% 60% 80% 100% 0 15 30 45 60 75 90 Q1'15 Q2'15 Q3'15 Q4'15
  16. 16. A SINGLE CUSTOMER $0 $200,000 $400,000 $600,000 $800,000 $1,000,000 $1,200,000 FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15
  17. 17. Create values & traditions
  18. 18. 2017 #1 Most Innovative Non-profit #1
  19. 19. Consulting, IT Services & Software Development innovalog RT RELEASE TEAM
  20. 20. JAY SIMONS | ATLASSIAN Thank you!

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