This document discusses strategies for improving the success of add-ons on the Atlassian Marketplace. It provides tips on how to increase conversion rates from evaluations to customers, such as by including direct links to support and issue tracking. Reducing friction in the evaluation process and using UPM hooks are also recommended to boost conversions. The document stresses focusing content and problems addressed on solving critical enterprise needs and showing why customers should buy rather than build internally.

1. reyeM evaD yb
srodneV
lufsseccuS ylhgiH fo
stibaH neveS ehT

3. ĬsseccuSĬ gninifeD
ŇecalptekraM eht si tahW
A discovery platform for
Atlassian customers?
A marketing channel for
vendors?
One of these
(http://1.bp.blogspot.com/ssNmDdiWLwA/TVosoqc2xgI/AAAAAAAAEw0/FH7wgRn

4. sseccuS ot gnitteG

5. lles ot dliuB
ĿR tibaH
Would I use this?
Would my clients/customers friends/colleagues
use this?
Am I thinking big?
What does version 2.0 look like? 3.0?
maharG luaP
Ħ Ĭtnaw elpoep gnihtemos ekaMĬ
ÔlmthĻdoogÕmocĻmahargluapĻwwwÕÕĿptthŎ

7. dnuoF eb ot tnaW
ĿS tibaH
64% of traffic to profiles comes from Google
Next most common: direct links
Everything else is insignificant
So what do I do?
Great content on your site = great SEO
Support your profile
Can be detailed (http://www.tempoplugin.com/) or
simple (http://www.simplenia.com/)

11. revoc sti yb koob a egduj lliw sremotsuC
edistuO eht no lufituaeB eB
ĿT tibaH

13. ÆX
of page visitors to evaluators
ÆRĻXSÞ
ÆY
of page visitors to evaluators

14. Ļyhtrowtsurt Ôeb dnaŎ kool oS
Ļmetsys lacitirc
noissim a otni ycnedneped a
Í
Ľ Ħ
gnicudortni er yeht no dda ruoy
sesahcrup remotsuc a nehW
edistuO eht no lufituaeB eB
ĿT tibaH

15. kcaptalF IUA
senilediuG ngiseD naissaltA
edisnI eht no lufituaeB eB
ĿU tibaH

16. Evaluations to purchases
QĻV ot TĻU
etaR noisrevnoC ni tnemevorpmI

17. SVĻT WY I
Sold via expert
R WĻT QU I
Not sold via Expert
PSA
esirpretne eht egagnE
ĿV tibaH

18. esirpretne eht egagnE
ĿV tibaH
strepxE aiv selas fo noitroporP
ÆSĻVR
Add-ons that have opted in to Expert discount
Æ QR
Add-ons that have opted out of Expert discount

19. Experts (How?)
Marketing (Why?)
Technical (What?)
esirpretne eht gnikcolnu ot syeK
esirpretne eht egagnE
ĿV tibaH

20. Reliability, Availability, Maintainability, Serviceability
Scale
Support
Leverage Marketplace, Atlassian PMs & product
teams

21. Focus on ability to solve critical enterprise business
problem
Show why buy > build
Help Atlassian
Events (Summit, AtlasCamp)
Case studies (talk to me after)
AUGs

22. ĿstrepxE htiw rehtruf teg ot syaw eerhT
Meet them
Don't create more work
Do create more revenue

23. sremotsuc ruoy wonK
Ôod uoy ylno ekilŎ
ĿW tibaH
Marketplace reviews
Support request patterns
Lost evaluators
Betas & usability tests
Collaborate with your customers, like this
(https://jira.atlassian.com/browse/JRA-4446).

24. srettaM tnemegagnE
ÆZĻ QS
Conversion rate of evaluators to customers for add-ons with link to issues and support
ÆZĻRR
Conversion rate of evaluations to customers for add-ons without link to issues and support

25. gnisolC eB syawlA
ĿX tibaH
snoisrevnoc tsoob ot syaw ysae eerhT
Reduce friction
Try the 5 minute rule
Have a "Getting Started" page
Use UPM hooks!
Evaluator emails

28. ÔmocĻnaissaltaĻtsiegedocÕÕĿptthŎ mocĻnaissaltaĻtsiegedoc
ÑRT yaM sdne tsiegedoC
ÔÕreyemdÕgroĻtekcubtibÕÕĿptthŎ groĻtekcubtibĻreyemd
ĿsedilS