Embed Size (px)
DESCRIPTION
Citation preview
The Atlassian Story
Scott [email protected] Twitter: scottfarkas
From garage to $60 million in 8 years
Launch
Build
Plan
Concept
Track
1
2
3
4Atlassian8 years: Bootstrapped
3 months: Venture Funded
Start with two Need a co-pilot1
Share the low points
Photo from Botswana
Share the high points
Half each That means 50/50!
Need a model Not all models work for bootstrappingbiz
^2
Atlassian ModelEnterprise Software Freemium Model
SalesForce.com DropBox
Model Evolution
•No $ for sales team? Must sell itself
•Sell itself? Must be low price
•Low $? Must sell 000s of copies
•000s of copies? Must sell globally
•Customer must buy, we can’t sell
sell itself affordable global open
Stay true to your model
Use your own product
3
You are your own best customer
Entire funnel4 Measure everything
82% under 100 days
97% under 100 days80% under 100 days
80% under 100 days
Notes:
- Bamboo and Crowd server id only mandatory since Aug 07, so will be under-represented in > 300 days
- As there may be earlier evaluations, this represents the minimum sales cycle. It may be longer, but not
shorter
- This only represents commercial licenses where we could match a previous eval license.
- Please contact Scott for the methodology before making any decisions on the above data.
57% 25%
13%5%
JIRA Sales Cycle (Days)
200+
101-200
51-100
0-50
200+
101-200
51-100
0-50
81%
16%3%
Crowd Sales Cycle (Days)
60%20%
14%6%
Confluence Sales Cycle (Days)
59%21%
17%4%
Bamboo Sales Cycle (Days)
9/06/10 10:16 AM
Product Spotlight Report (Greenzone) - Reporting Green Zone - Extranet
Page 1 of 1
https://extranet.atlassian.com/display/GREENZONE/Product+Spotligh…onths_value=36&run_1__more=false&run_1_width_value=700&run_1=run
Added by John Rotenstein, last edited by John Rotenstein on May 11, 2010
Data Dictionary
Product Spotlight Report (Greenzone)
Product Spotlight Report (Greenzone)
This data is derived from NetSuite sales figures, updated nightly.
Excludes Starter licenses
In future, we hope to add Active User counts, evaluations, downloads, etc
Please select Report Options
Product JIRA StudioPeriod Month
QuarterDisplay
ChartDisplay
Labelsgreenzone-sales
Printed by Atlassian Confluence 3.3-beta2, the Enterprise Wiki.
Test everything ... and fail fast!
Always be closing5marketing
Be loud & unique
Buy the beer at the conference
Ship something tangible
Make everything a campaign
Market to your employees All the time
“One of my housemates just had his first day at Atlassian today, and he came home talking about how when he arrived his workstation and user accounts were already ready to go, and he had a desk with a welcome card and some chocolates. He was really buzzed about working there.
I'm sure there are a lot of people directly and indirectly responsible for that experience, but I know how this kind of culture tends to start at the top. I just wanted to say congratulations, because it sounds like you've created the kind of environment where your staff feel valued from the second they walk in the door, and want to brag to their friends when
they get home.”
Your first idea will fail
6
Ours did OrionSupport to JIRA
Long-term thinking Be here in 50 years7
The Mission
“To be the best in the world... sir!” - Maverick, Top Gun
The Mission
“Our mission is to build a different kind of software company.
A company that listens to client needs, values innovation in development and solves customer problems with brilliant simplicity.
Our commitment to legendary service provides consistent, high quality support for all our customers.”
“Create useful products people lust after”
50,000customers
Know when to switch gears8
Generalists to specialists
Let people go
Build somewhere you want to work
9
“It is promising that Atlassian received such high calibre
applications for mine to be
discontinued”
Jim Collins: Mars Group
Open company, no bullshit.
Build with heart and balance.
Don’t fuck the customer.
Play, as a team.
Be the change you seek.
10
Give experiences
Mission Atlassian
Video online:
http://www.youtube.com/watch?v=kncEDi_hVLM
Events
Start with two
3
1
5
4
2
8
6
7
10
9
Need a business model
Use your own product
Test everything
Always be marketing
Your first idea will fail
Long-term thinking
Know when to switch gears
Build somewhere you want to work
Give experiences
