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unSEXY Conf 2013: Jay Simons, Atlassian
 

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 unSEXY Conf 2013: Jay Simons, Atlassian Presentation Transcript

    • sells itself Un$exy$
    • Hi! I’m Jay.@jaysimons
    • Softwareis eatingthe world. He’s software
    • WIN FAIL Building software is a hard.
    • 5 WIN FAIL Building software is a hard.
    • Atlassian helps products teams in every company build better software, together. Serving over 27,000 customers worldwide
    • 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%
    • The enterprise sales model is evolving.
    • Nearly 60% of a purchasing decision is completed before engaging the supplier. The enterprise sales model is evolving.
    • High-touch, enterprise sales Customer self-service The enterprise sales model is evolving.
    • Traditional enterprise sales. Customer visits site 1. Info gathering 2. Sales team engages 3. Profit4. Friction incentive Value control No pricing, reg forms 2.
    • Customer self-service. Customer visits site 1. Arm with info 2. Product does the selling 3. Profit4.
    • Customer self-service. Customer visits site 1. Arm with info 2. Product does the selling 3. Profit4. Awareness Try Buy
    • %#@! >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
    • #s and perspective. $1,095,069
    • 1.5Mmonthly uniques 15kmonthly trials 3.5kmonthly licenses 800new customers #s and perspective.
    • Three to our model
    • friction
    • $
    • experimentation
    • +4%
    • +5%
    • Before After +6%
    • faith
    • 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%