Cannon-Brookes says demonstrating direct product value eliminates the need for sales reps
Mike Cannon-Brookes · Atlassian: Mike Cannon-Brookes and Scott Farquhar · Feb 8, 2021 · at 56:54
Mike Cannon-Brookes, co-founder of Atlassian, describes the company's product-led growth model of investing in engineering over a direct enterprise sales force.
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“If you can demonstrate value to someone We had to figure out how to sell things online. And once we had done that and saw the effect of that patience, all we did is kind of continue to double down on that model every year, right? We would hire more engineers instead of once we could afford to hire salespeople, we were saying, well, hang on a second. If we make the product better, we're not only going to sell a dollar this year. We know we'll sell two dollars next year and three dollars a year afterwards. That's a way better equation for us over a three to five year period. So let's go hire that extra engineer. If you can demonstrate value to someone You don't need a salesperson. They're already using a product. They already got the value. They get it.”
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