Business of software 2010 atlassian lessons
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From two founders working out of a garage in Sydney, Atlassian has grown over 8 years to be valued at $60 million with over 200 employees. They started with an idea, planned their business model as a bootstrapped company, and built and tested their first product themselves before gaining venture funding after 3 months. Through innovative marketing strategies like conferences and swag, a focus on customer experiences, and an entrepreneurial and flexible culture, Atlassian has achieved rapid growth while staying true to their mission of building useful products and providing excellent support.
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Business of software 2010 atlassian lessons
- 1. The Atlassian Story From garage to $60 million in 8 years Scott Farquhar scott@atlassian.com Twitter: scottfarkas
- 2. 1 Concept 8 years: Bootstrapped Atlassian 4 Launch Track 2 Plan 3 months: Venture Funded 3 Build
- 3. 1 Start with two Need a co-pilot
- 4. Photo from Botswana Share the low points
- 5. Share the high points
- 6. Half each That means 50/50!
- 7. biz 2 Need a ^ model Not all models work for bootstrapping
- 8. Enterprise Software Freemium Model Atlassian Model SalesForce.com DropBox
- 9. Model Evolution ā¢No $ for sales team? Must sell itself ā¢Sell itself? Must be low price ā¢Low $? Must sell 000s of copies ā¢000s of copies? Must sell globally ā¢Customer must buy, we canāt sell sell itself affordable global open
- 10. Stay true to your model
- 11. 3 Use your own product
- 12. You are your own best customer
- 14. Prod uc t Spot lig ht Rep or t (Gre en zone )-R epor Prod ting uct S Green Zone 0+ potlig 200+20 200 - Extr Adde d by John h t Rep anet 1- 100 Roten s) 101-20 00 ort stein le (Day , last edite (Gree Cyc 51-1 51-100 d by nzon o Sales John Roten e) Bambo stein 0-50 0-50 This data on Ma y 11, 20 10 s) is de Prod le (Day rived uct Sp from les Cyc Exclu NetSu otligh des Sta ite sa t Repo JIRA Sa 4% In fut les fig rt (G ure, we rter licens reenz 17% ures, one) hope es upda ted nig to ad htly. d Ac Pleas tive Us 9/06 Prod e selec er co unts, /10 1 uct t Repo evalu 0:16 5% JIRA rt Op ation AM 13% Studio tions s, do wnloa Perio ds, etc d 21% Month Quart 59% Disp er lay Chart Data Dictio Disp na lay ry 25% 57% days der 100 80% un days s) der 100 (Day s Cycle 82% un le ence Sa Conflu s) yc le (Day Sales C Crowd 6% 14% 3% 16% 20% 60% 81% days der 100 80% un days der 100 97% un ys > 300 da nted in t r-represe r, but no be unde be longe , so will . It may Aug 07 les cycle to ry since mum sa manda e mini . id only ents th license Notes: owd se rver is repres s eval o and Cr ions, th atch a previou e data. - Bambo r evaluat could m the abov be earlie ere we ions on ere may ses wh any decis - As th cial licen making shor ter commer log y before esents methodo only repr for the - This t Scott contac - Please Labe ls green zone -sales Printed by Atl as sian Confl uence 3.3 -beta2 , the Enter pri se Wi ki. https: //ex tranet .atlas sian.c om/d isplay /GREE NZO NE/Pr oduc t+ Spot lighā¦ onth s_valu e=36 &run_ 1__m ore= false& run_ 1_wid th_val ue=7 00&ru n_1= run Page 4 1 of 1 Measure everything Entire funnel
- 15. Test everything ... and fail fast!
- 17. 5 Always be closing m arketing
- 18. Be loud & unique Buy the beer at the conference
- 21. āOne of my housemates just had his ļ¬rst day at Atlassian today, and he came home talking about how when he arrived his workstation and user accounts were already ready to go, and he had a desk with a welcome card and some chocolates. He was really buzzed about working there. I'm sure there are a lot of people directly and indirectly responsible for that experience, but I know how this kind of culture tends to start at the top. I just wanted to say congratulations, because it sounds like you've created the kind of environment where your staff feel valued from the second they walk in the door, and want to brag to their friends when they get home.ā Market to your employees All the time
- 22. 6 Your ļ¬rst idea will fail
- 24. Ours did OrionSupport to JIRA
- 25. 7 Long-term thinking Be here in 50 years
- 26. The Mission āTo be the best in the world... sir!ā - Maverick, Top Gun
- 27. The Mission āOur 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 āCreate useful products people lust afterā simplicity. Our commitment to legendary service provides consistent, high quality support for all our customers.ā
- 28. 50,000 customers
- 29. 8 Know when to switch gears
- 31. Let people go
- 32. 9 Build somewhere you want to work
- 33. āIt is promising that Atlassian received such high calibre applications for mine to be discontinuedā
- 34. Jim Collins: Mars Group
- 35. Open company, no bullshit. Build with heart and balance. Donāt fuck the customer. Play, as a team. Be the change you seek.
- 38. Events
- 40. 1 Start with two 6 Your ļ¬rst idea will fail 2 Need a business model 7 Long-term thinking Know when to switch 3 Use your own product 8 gears Build somewhere you 4 Test everything 9 want to work 5 Always be marketing 10 Give experiences
- 41. Thank You Scott Farquhar scott@atlassian.com Twitter: scottfarkas