> the median SaaS company spends between 50-100% of their annual revenue of sales and marketing The fact that we're considering companies that spend 100% of re

> the median SaaS company spends between 50-100% of their annual revenue of sales and marketing The fact that we're considering companies that spend 100% of revenue on sales and marketing makes it pretty clear why Atlassian's costs are so low - the comparison is nonsense. No company except a VC funded startup can spend 100% of revenue on any one (or two) things, because then there's no money left. And calculating anything as a percentage of revenue makes no sense when you're spending many multiples of revenue because you're running on a VC runway, rather than like a normal company. This would _maybe_ make sense if we were looking at percentage of total costs rather than of revenue. Maybe their sales/marketing costs really are low, but show that by comparing them to something that makes a little bit of sense. 20% does not sound unreasonable at all to me.