Scaling Atlassian



           Scott Farquhar
           scott@atlassian.com
                                 1
Atlassian
• Enterprise software company
• Organically grown - no VC
• Australia’s
 Fastest
 Growing
 (2002-2007)




     ...
Atlassian




            3
Atlassian




            4
Sexier than Microsoft




                        5
Development Tools




                    6
Enterprise Software   Atlassian Model

                                        7
Model Evolution

• No $ for sales team? Must sell itself
• Sell itself? Must be low price
• Low $? Must sell 000s of copie...
Brief History Lesson




                       9
2001 - Big Ideas
• Scott & Mike - both 21
• Idea: enterprise software without the BS
• $10k ‘startup capital’
• Tried mult...
50,000
customers

            11
The Mission

“Our mission is to build a different kind of software company.
A company that listens to client needs, values...
The Mission




“To be the best in the world, sir!” - Maverick, Top Gun
                                                  ...
2002 - JIRA




  Needed it. Couldn’t find it. Built it.
                                          14
2004 - Confluence




       Needed it. Couldn’t find it. Built it.
                                               15
Edit a
 Web
Page




         16
Web site that allows collaborative
editing of its content and structure
             by its users.




                   ...
18
19
2007 - Bamboo & Crowd




    Needed them. Couldn’t find them. Built them.
                                                ...
2007 - Crucible, Fisheye &
         Clover




    Needed them. Couldn’t find them. Bought them.
                          ...
2008 JIRA Studio




                   22
How is it working?



                     23
165
165


132


                                                        98
99


66
                                       ...
12,000                                                          11,378




 8,000                                         ...
Who Are They?
                  11,000+ customers in 100+ countries
                  across Fortune 1000, public enterpri...
40



      32



      24
USD
Mil   16



      8



      0
           Jun 02   Jun 03   Jun 04   Jun 05   Jun 06   Jun ...
What is an Open Company?




                           28
Staff




        29
Blogs



        30
Stand Up Meetings




                    31
Fedex Day
& 20% time




             32
Events

         33
Attracting staff



Attracting Staff


                           34
Geotargetting




                35
36
37
Atlassian’s Values

'$(')&%
E?+1:+-57+B56-*?/=5.:7-*+/*6+-657:-1B:+?
!quot;#$%&
)*+,-./0*1,23-,/-4566789:;
<596=->9:8-8+1?...
Foundation
             39
less than 5% turnover
     over 6 years


                        40
For Customers
                41
Public Bug
 Tracking


             42
Source
 code



         43
Codegeist




            44
Open
Source




         45
Atlassian TV




               46
Products
www.atlassian.com/products




                                   Careers
                             www.atlass...
Questions?   Scott Farquhar
             scott@atlassian.com

                                   48
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Challenges Of Open Org Sun 2008

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Presentation given to Sun's APAC conference in Sydney, 26 May 08

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Challenges Of Open Org Sun 2008

  1. 1. Scaling Atlassian Scott Farquhar scott@atlassian.com 1
  2. 2. Atlassian • Enterprise software company • Organically grown - no VC • Australia’s Fastest Growing (2002-2007) 2
  3. 3. Atlassian 3
  4. 4. Atlassian 4
  5. 5. Sexier than Microsoft 5
  6. 6. Development Tools 6
  7. 7. Enterprise Software Atlassian Model 7
  8. 8. Model Evolution • No $ for sales team? Must sell itself • Sell itself? Must be low price • Low $? Must sell 000s of copies • 000s of copies? Must sell globally • Customer must buy, we can’t sell 8
  9. 9. Brief History Lesson 9
  10. 10. 2001 - Big Ideas • Scott & Mike - both 21 • Idea: enterprise software without the BS • $10k ‘startup capital’ • Tried multiple ideas 10
  11. 11. 50,000 customers 11
  12. 12. The Mission “Our mission is to build a different kind of software company. A company that listens to client needs, values innovation in development and solves customer problems with brilliant simplicity. Our commitment to legendary service provides consistent, high quality support for all our customers.” 12
  13. 13. The Mission “To be the best in the world, sir!” - Maverick, Top Gun 13
  14. 14. 2002 - JIRA Needed it. Couldn’t find it. Built it. 14
  15. 15. 2004 - Confluence Needed it. Couldn’t find it. Built it. 15
  16. 16. Edit a Web Page 16
  17. 17. Web site that allows collaborative editing of its content and structure by its users. 17
  18. 18. 18
  19. 19. 19
  20. 20. 2007 - Bamboo & Crowd Needed them. Couldn’t find them. Built them. 20
  21. 21. 2007 - Crucible, Fisheye & Clover Needed them. Couldn’t find them. Bought them. 21
  22. 22. 2008 JIRA Studio 22
  23. 23. How is it working? 23
  24. 24. 165 165 132 98 99 66 50 33 20 4 7 2 0 June 02 June 03 June 04 Jun 05 Jun 06 Jun 07 April 08 Staff 24
  25. 25. 12,000 11,378 8,000 7,468 4,340 4,000 2,219 1,039 319 18 0 Jun 02 June 03 June 04 Jun 05 Jun 06 Jun 07 April 08 Customers 25
  26. 26. Who Are They? 11,000+ customers in 100+ countries across Fortune 1000, public enterprise and technology sectors Technology & Finance & Banking Science & Telecom & Corporate & Biotech Engineering Networking Government Cisco Citigroup NASA Vodafone US Supreme Oracle JP Morgan Boeing Nokia Court Novell Deutsche Bank CERN AT&T GE Siemens BNP Paribas Raytheon Bell Canada BP Fujitsu CIBC Northrop Verizon Sony Borland Merrill Lynch Grumman KPN 3M HSBC European Space Newbury BMW Pfizer World Bank Agency Networks BMG Imclone Stanford Linear Booz Allen Roche Accelerator Hamilton Accenture Australia: Telstra, Macquarie Bank, The Reserve Bank, Cochlear, Caterpillar… 26
  27. 27. 40 32 24 USD Mil 16 8 0 Jun 02 Jun 03 Jun 04 Jun 05 Jun 06 Jun 07 Jun 08 Sales 27
  28. 28. What is an Open Company? 28
  29. 29. Staff 29
  30. 30. Blogs 30
  31. 31. Stand Up Meetings 31
  32. 32. Fedex Day & 20% time 32
  33. 33. Events 33
  34. 34. Attracting staff Attracting Staff 34
  35. 35. Geotargetting 35
  36. 36. 36
  37. 37. 37
  38. 38. Atlassian’s Values '$(')&% E?+1:+-57+B56-*?/=5.:7-*+/*6+-657:-1B:+? !quot;#$%& )*+,-./0*1,23-,/-4566789:; <596=->9:8-8+1?:-1,=-4161,.+; @/,A:-B5.C-:8+-.57:/0+?; '612-17-1-:+10; <+-:8+-.81,D+-2/5-7++C; 38
  39. 39. Foundation 39
  40. 40. less than 5% turnover over 6 years 40
  41. 41. For Customers 41
  42. 42. Public Bug Tracking 42
  43. 43. Source code 43
  44. 44. Codegeist 44
  45. 45. Open Source 45
  46. 46. Atlassian TV 46
  47. 47. Products www.atlassian.com/products Careers www.atlassian.com/about Scott Farquhar scott@atlassian.com 47
  48. 48. Questions? Scott Farquhar scott@atlassian.com 48
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