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Atlassian's 'b2b without salespeople' approach has worked well for them.
by tmnvix 10y ago
Atlassian's 'b2b without salespeople' approach has worked well for them.
- devonkim 10y agoThey definitely have sales roles in more recent years and have a sales ops team [1][2][3]. The Federal channel manager description even acknowledges that there's unique challenges in selling to the government that necessitates someone that knows the different contracting vehicles. What they've done with little turn to sales culture is pretty admirable but at the same time only possible with organic, engineer-to-engineer driven growth Github and Atlassian suites. Salesforce grew somewhat similarly via rogue accounts on expense accounts, but to actually clinch the biggest growth there was no way to avoid salespeople to get over $500MM in revenue probably. [1] https://www.smartrecruiters.com/Atlassian/99086565 https://www.smartrecruiters.com/Atlassian/99086565 [2] https://www.smartrecruiters.com/Atlassian/95395260 https://www.smartrecruiters.com/Atlassian/95395260 [3] https://www.smartrecruiters.com/Atlassian/93068238 https://www.smartrecruiters.com/Atlassian/93068238