Atlassian Valued at $3.3 Billion Selling Business Software Sans Salespeople - Digits - WSJ

Sell different

"Atlassian doesn’t employ a single salesperson. With the money it saves, the company invests heavily on research and development, building products with the aim that they are good enough to spread by word of mouth (helped along by a modest marketing budget for billboards and online ads).

“Fifteen years ago, as long as you had the best distribution you would win,” Mr. Farquhar said in an interview. “It didn’t matter whether Oracle was worse than SAP. These days, people are making decisions based on how good the products are.”"

Atlassian Valued at $3.3 Billion Selling Business Software Sans Salespeople - Digits - WSJ