Podcast · About 30 min

How Atlassian built a $20 billion company with a unique sales model

Jay Simons · Inside Intercom Free Advanced

The useful half is where Simons says the model breaks and enterprise advocates became necessary, which stops this being read as an argument for never hiring sales.

Open on intercom.com ↗

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. The contemporaneous record, written while the claim was still true, with Scott Farquhar saying it in his own words rather than... TechCrunch Article · About 3 min read Atlassian's 2011 Revenues Were $102 Million With No Sales People Erick Schonfeld
  2. 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
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