Article · About 3 min read

Atlassian's 2011 Revenues Were $102 Million With No Sales People

Erick Schonfeld · TechCrunch Free Beginner

The contemporaneous record, written while the claim was still true, with Scott Farquhar saying it in his own words rather than a retelling years later.

  • Atlassian did 102 million dollars of revenue in 2011, up 35 percent, with 17,000 paying enterprise customers and no salespeople.
  • It ran 450 employees worldwide and had been profitable for years.
  • It bootstrapped for eight years before taking 60 million dollars from Accel in 2010.
  • In October 2011 it cut entry pricing from 150 dollars a month for 10 users to 10 dollars a month.
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The question it answers

  1. How did Atlassian reach 100 million dollars in revenue with no salespeople, and where did that model stop working?

Read with it

  1. Jay Simons on the five decisions that made the model work, including product advocates instead of reps and refusing to... First Round Review Article · About 15 min read Unpacking 5 of Atlassian's Most Unconventional Company-Building Moves First Round Review
  2. The useful half is where Simons says the model breaks and enterprise advocates became necessary, which stops this being read as... Inside Intercom Podcast · About 30 min How Atlassian built a $20 billion company with a unique sales model Jay Simons
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