Thursday, May 19, 2016

This $5 Billion Software Company Has No Sales Staff - Bloomberg

From a chart later in the article: sales and marketing costs as a percentage of revenue in the last 12 months: 19% for Atlassian, 80% for Box

"Atlassian, which makes popular project-management and chat apps such as Jira and HipChat, doesn’t run on sales quotas and end-of-quarter discounts. In fact, its sales team doesn’t pitch products to anyone, because Atlassian doesn’t have a sales team. Initially an anomaly in the world of business software, the Australian company has become a beacon for other businesses counting on word of mouth to build market share. “Customers don’t want to call a salesperson if they don’t have to,” says Scott Farquhar, Atlassian’s co-chief executive officer. “They’d much rather be able to find the answers on the website.”"
This $5 Billion Software Company Has No Sales Staff - Bloomberg
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