The Seven Habits

of Highly Successful Vendors

by Dave Meyer

Defining ĬSuccessĬ

What is the MarketplaceŇ

A discovery platform forAtlassian customers?A marketing channel forvendors?One of these(http://1.bp.blogspot.com/-ssNmDdiWLwA/TVosoqc2xgI/AAAAAAAAEw0/FH7wgRnDfbM/s1600/moneybooth.jpg)

Getting to Success

ĬMake something people wantĬ Ħ Paul Graham

ŎhttpĿÕÕwwwĻpaulgrahamĻcomÕgoodĻhtmlÔ

Habit RĿ Build to sell

Would I use this?Would my clients/customers friends/colleaguesuse this?Am I thinking big?

What does version 2.0 look like? 3.0?

Habit SĿ Want to be Found

64% of traffic to profiles comes from GoogleNext most common: direct linksEverything else is insignificant

So what do I do?

Great content on your site = great SEOSupport your profileCan be detailed (http://www.tempoplugin.com/) orsimple (http://www.simplenia.com/)

Habit TĿ Be Beautiful on the OutsideCustomers will judge a book by its cover

XÆof page visitors to evaluators

ÞSXĻRÆYÆof page visitors to evaluators

Habit TĿ Be Beautiful on the Outside

When a customer purchasesyour addĦonĽ theyÍre introducinga dependency into a missioncritical systemĻ

So look Ŏand beÔ trustworthyĻ

Atlassian Design Guidelines AUI Flatpack

Habit UĿ Be Beautiful on the Inside

Improvement in Conversion Rate

UĻT to VĻQEvaluations to purchases

Habit VĿ Engage the enterpriseASP

IUQTĻWRNot sold via Expert

IYWTĻVSSold via expert

Habit VĿ Engage the enterpriseProportion of sales via Experts

RVĻSÆAdd-ons that have opted in to Expert discount

RQÆAdd-ons that have opted out of Expert discount

Habit VĿ Engage the enterprise

Keys to unlocking the enterprise

Technical (What?)

Marketing (Why?)

Experts (How?)

Reliability, Availability, Maintainability, ServiceabilityScaleSupportLeverage Marketplace, Atlassian PMs & productteams

Focus on ability to solve critical enterprise businessproblemShow why buy > buildHelp Atlassian

Events (Summit, AtlasCamp)Case studies (talk to me after)AUGs

Three ways to get further with ExpertsĿ

Meet themDon't create more workDo create more revenue

Habit WĿ Know your customersŎlike only you doÔ

Marketplace reviewsSupport request patternsLost evaluatorsBetas & usability testsCollaborate with your customers, like this(https://jira.atlassian.com/browse/JRA-4446).

Engagement Matters

SQĻZÆConversion rate of evaluators to customers for add-ons with link to issues and support

RRĻZÆConversion rate of evaluations to customers for add-ons without link to issues and support

Habit XĿ Always Be Closing

Three easy ways to boost conversions

Reduce frictionTry the 5 minute rule

Have a "Getting Started" pageUse UPM hooks!

Evaluator emails

SlidesĿdmeyerĻbitbucketĻorg ŎhttpĿÕÕbitbucketĻorgÕdmeyerÕÔ

Codegeist ends May TRÑcodegeistĻatlassianĻcom ŎhttpĿÕÕcodegeistĻatlassianĻcomÔ