5 Nonobvious Learnings from Atlassian’s Path to The First $10B in ARR With Ex-CRO Cameron Deatsch
SaaStr
FEBRUARY 16, 2025
While competitors invested in huge sales teams, Atlassian actually restricted direct customer interaction. By forcing self-service, they inadvertently created stronger customer champions who had to deeply learn the product themselves. Each rejected feature request became a potential business opportunity for partners.
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