unSEXY Conf 2013: Jay Simons, Atlassian

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  • Excellent presentation. Empowering the customer continues to dominant new business models.
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  • Love the comment about treating sales questions like bugs. Building the sales cycle like a software product is a great approach.
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unSEXY Conf 2013: Jay Simons, Atlassian

  1. sells itself Un$exy$
  2. Hi! I’m Jay.@jaysimons
  3. Softwareis eatingthe world. He’s software
  4. WIN FAIL Building software is a hard.
  5. 5 WIN FAIL Building software is a hard.
  6. Atlassian helps products teams in every company build better software, together. Serving over 27,000 customers worldwide
  7. 123456789101112131 1 2 2 3 3 4 4 5 5 6 6 7 7 8 8 9 9 10 10 11 11 12 12 13 13 0%40%80%120%0% 0% 40% 40% 80% 80% 120% 120%
  8. The enterprise sales model is evolving.
  9. Nearly 60% of a purchasing decision is completed before engaging the supplier. The enterprise sales model is evolving.
  10. High-touch, enterprise sales Customer self-service The enterprise sales model is evolving.
  11. Traditional enterprise sales. Customer visits site 1. Info gathering 2. Sales team engages 3. Profit4. Friction incentive Value control No pricing, reg forms 2.
  12. Customer self-service. Customer visits site 1. Arm with info 2. Product does the selling 3. Profit4.
  13. Customer self-service. Customer visits site 1. Arm with info 2. Product does the selling 3. Profit4. Awareness Try Buy
  14. %#@! >12 The Old Way Hard to try and deploy Expensive to buy Top down month cycles Offline business model <90 CC The Atlassian Way Do-it-yourself software Fits any budget Bottoms up day cycles E-commerce business model
  15. #s and perspective. $1,095,069
  16. 1.5Mmonthly uniques 15kmonthly trials 3.5kmonthly licenses 800new customers #s and perspective.
  17. Three to our model
  18. friction
  19. $
  20. experimentation
  21. +4%
  22. +5%
  23. Before After +6%
  24. faith
  25. 123456789101112131 1 2 2 3 3 4 4 5 5 6 6 7 7 8 8 9 9 10 10 11 11 12 12 13 13 0%40%80%120%0% 0% 40% 40% 80% 80% 120% 120%

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