The Ledger, every show

“And to this day, 20 years later, and we have some of the biggest companies in the world, we have one set list price and it's all on our website. We do not negotiate pricing with any single customer. Every customer gets the best price.”

“They didn't hire salespeople because they didn't believe in salespeople. They didn't hire salespeople because they couldn't afford salespeople.”

“So of those 250,000 customers, we really only cover, call it five to 6000 of those with an account manager.”

“We've been able to grow to over three billion in revenue, while keeping sales and marketing spend under 15% of revenue. For all 20 years we've been in business.”

“It wasn't until 2014 that we hired our first commission rep. So 12 years in business before we had to even think about a commission plan.”

“And we do roughly a third of all of our bookings through these third party channel partners”

“95% of companies I work with to have like, that I talk to have that business model. You've inevitably immediately tied. Like the first thing you do is tie your sales, your overall revenue number to how many salespeople you can hire, not how much innovation you…”

“We spend 15%, one to five percent of revenue on sales and marketing, roughly, mid-teens which is a fraction of any company that's in enterprise software of our size. And we spend, call it 35 to 40% on R&D.”

“Last year alone, we did over a billion dollars in sales. I didn't know I was going to be in a tent today. Sorry. The over a billion dollars in sales. And on top of that, that doesn't include all of their own services and training, what have you.”

“Over the last 10 years, we've done over two billion dollars in lifetime sales through our marketplace. Show the scope of what the type of business we've done here. More importantly, we've taken one and a half billion of that and given it back to our marketplac…”

“We know if a Jira customer installs more than two apps into their Jira instance, their retention rates go through the roof.”

“Atlassian never had triple digit growth, except for maybe like year one, where it's like, you know, from 300 K to one million. Low base. Yeah. But instead we've been doing, you know, low to mid 30% growth every year for 20 years.”

“In 2012, the most expensive thing you could buy from Atlassian was 8000 dollars. An unlimited license, unlimited users on Jira was 8000 bucks a year with a 4000 dollar renewal, right?”

“So, when I started the company, literally almost exactly 10 years ago, we were already a successful business. We really did about a hundred million in revenue, had about 20,000 customers. For all intents and purposes, we were a very established, well-known org…”

“But I'm telling you, we will land thousands of net new customers this quarter with zero sales interaction, and that's something that still drives our overall business.”

“So, we went over a multi-year, hundreds of millions of dollars in investment to build the Alassian Cloud Platform.”