Atlassian Sales

To accelerate revenue growth by delivering exceptional value through innovative collaboration products to become the preeminent platform powering 1 million teams globally

Organization	SWOT Analysis	OKR Plan	Top 6	Retrospective

Sub organizations:

No competitors available

No past cycles

Mission & Vision SWOT Analysis OKR Plan Retrospective AI Strategy Data Acquisition

To accelerate revenue growth by delivering exceptional value through innovative collaboration products to become the preeminent platform powering 1 million teams globally

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Strengths

PRODUCT: Strong product portfolio with flagship Jira and Confluence
CLOUD: Successful cloud migration, 95% of new customers on cloud
ECOSYSTEM: Thriving marketplace with 5,000+ integrations
BRAND: Strong brand recognition in dev/IT collaboration space
RETENTION: High customer retention rate exceeding 95% annually

Weaknesses

ENTERPRISE: Slow enterprise sales cycle vs competition
AWARENESS: Limited awareness outside core dev/IT segments
INTEGRATION: Product integration challenges across portfolio
PRICING: Complex pricing structure confusing for new customers
GTM: Insufficient enterprise-focused go-to-market resources

Opportunities

AI: Integration of AI across product suite for workflow automation
EXPANSION: Cross-sell opportunity into IT, HR and business teams
REMOTE: Accelerated remote work adoption driving collaboration
SECURITY: Growing demand for secure enterprise collaboration
PARTNERS: Expanded channel partner program for market reach

Threats

COMPETITION: Microsoft, Salesforce expanding in collaboration
MARKET: Economic uncertainty impacting IT spending budgets
CHURN: Cloud transition pricing issues risking customer churn
TALENT: Intensifying competition for product/engineering talent
PRICING: Pricing pressure from free/lower-cost alternatives

Key Priorities

CLOUD: Accelerate enterprise cloud migration with clearer value
AI: Integrate AI capabilities across product suite
GTM: Strengthen enterprise go-to-market and sales motions
EXPANSION: Expand beyond dev teams to broader business use cases

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No competitors available

No past cycles

Mission & Vision SWOT Analysis OKR Plan Retrospective AI Strategy Data Acquisition

To accelerate revenue growth by delivering exceptional value through innovative collaboration products to become the preeminent platform powering 1 million teams globally

CLOUD DOMINATION

Make cloud migration irresistible for every customer

MIGRATION: Increase enterprise cloud migration rate to 75% with improved onboarding experience and enablement
INCENTIVES: Launch new cloud migration financial incentives program with 40% customer adoption rate
TRAINING: 100% of sales team certified on cloud migration value selling with 90% effectiveness score
VALUE: Create and deploy 5 industry-specific cloud ROI calculators driving 25% increase in enterprise deals

AI EXCELLENCE

Lead the market with AI-powered collaboration tools

WORKFLOW: Launch AI-powered workflow automation beta for top 50 customers with 80% adoption
PLATFORM: Release unified AI platform powering features across 100% of product portfolio
TALENT: Hire 25 AI specialists and train 100 engineers on advanced AI implementation
VALUE: Create AI value messaging framework with 30% increase in AI feature mentions in deals

SALES MASTERY

Transform go-to-market to dominate enterprise segment

STRUCTURE: Implement specialized enterprise sales team structure with 20 strategic account managers
PROCESS: Roll out solution selling methodology with 90% adoption and 25% higher win rates
ENABLEMENT: Launch advanced sales enablement program with 95% completion and certification
METRICS: Deploy new sales productivity dashboard tracking 15 key metrics with weekly reviews

BEYOND DEV

Expand collaboration footprint across all business teams

USE CASES: Develop and launch 10 non-technical team use cases with dedicated marketing campaigns
PARTNERS: Establish 5 strategic consulting partnerships focused on business team expansion
CHAMPIONS: Create business team champion program with 200 active participants driving adoption
CONTENT: Produce business-focused content strategy generating 50,000 qualified non-technical leads

METRICS

ARR: $3.5B, 35% YoY growth
CLOUD REVENUE: 75% of total revenue, 55% YoY growth
NET EXPANSION RATE: 125%

VALUES

Open company, no bullshit
Build with heart and balance
Don't #@!% the customer
Play, as a team
Be the change you seek

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Align the learnings

Team retrospectives are powerful alignment tools that help identify friction points, capture key learnings, and create actionable improvements. This structured reflection process drives continuous team growth and effectiveness.

Atlassian Sales Retrospective

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Example Data Sources

REVENUE: $2.8B annual revenue with 30% YoY growth
CUSTOMERS: 250,000+ customers across 190 countries
CLOUD: 60% of customers migrated to cloud solutions
MARKETPLACE: 5,000+ apps with $500M+ ecosystem revenue
EMPLOYEES: 8,000+ employees globally with 30% in R&D

No competitors available

No past cycles

Mission & Vision SWOT Analysis OKR Plan Retrospective AI Strategy Data Acquisition

To accelerate revenue growth by delivering exceptional value through innovative collaboration products to become the preeminent platform powering 1 million teams globally

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What Went Well

CLOUD: Cloud migration exceeding targets with 60%+ customers migrated
REVENUE: Cloud revenue grew 50% YoY, driving overall 30% revenue growth
EXPANSION: Net expansion rate remained strong at 120% for seventh quarter
PRODUCTS: Point releases of Jira and Confluence received positive reviews
MARKETPLACE: Marketplace revenue up 35% contributing to overall growth

Not So Well

ENTERPRISE: Large enterprise deals closed below target, 15% miss
COSTS: Cloud infrastructure costs exceeded projections by 22%
CHURN: Slight increase in SMB customer churn during cloud transitions
MARKETING: New customer acquisition campaigns underperformed by 18%
PRODUCTIVITY: Sales productivity metrics declined 12% vs previous quarter

Learnings

VALUE: Enterprise customers need clearer cloud migration value messaging
TIMING: Long-term contracts slow cloud migration requiring new incentives
SEGMENTS: Product-led growth strongest in mid-market vs enterprise segment
ADOPTION: Feature adoption correlates directly with renewal likelihood
ONBOARDING: Initial 90-day experience critical to long-term customer value

Action Items

GTM: Restructure enterprise sales approach with solution-focused selling
TRAINING: Implement comprehensive cloud migration sales enablement
INCENTIVES: Create new financial incentives for cloud migration
MARKETING: Launch targeted campaign for enterprise collaboration needs
METRICS: Implement improved sales productivity tracking and coaching

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No competitors available

No past cycles

Mission & Vision SWOT Analysis OKR Plan Retrospective AI Strategy Data Acquisition

To accelerate revenue growth by delivering exceptional value through innovative collaboration products to become the preeminent platform powering 1 million teams globally

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Strengths

DATA: Vast user workflow data ideal for AI model training
INNOVATION: Early AI investments like Jira Predict and Team IQ
TALENT: Strong AI engineering talent from acquisitions
PLATFORM: Open platform architecture enabling AI integration
BUDGET: Strong financial position to invest in AI capabilities

Weaknesses

COHESION: Fragmented AI approach across product portfolio
TALENT: Insufficient specialized AI product management talent
GTM: Unclear AI value messaging in sales and marketing
SPEED: Slower AI feature release cadence vs competitors
INTEGRATION: Limited native AI across full product suite

Opportunities

WORKFLOW: AI-powered workflow automation and predictive insights
INTEGRATION: AI-driven integration between products and tools
ANALYTICS: Enhanced business intelligence through AI analytics
EXPERIENCE: Improved user experience through personalization
EFFICIENCY: Internal efficiency gains through AI adoption

Threats

COMPETITION: Microsoft's Copilot and Salesforce Einstein advances
COMMODITIZATION: AI features becoming standard expectations
TALENT: Intense competition for specialized AI talent
REGULATION: Evolving AI regulations impacting development
EXPECTATIONS: Rising customer expectations for AI capabilities

Key Priorities

WORKFLOW: Develop unified AI-powered workflow automation
INTEGRATION: Enhance cross-product integration through AI
TALENT: Significantly expand AI product and engineering team
GTM: Create clear AI value proposition for sales and marketing

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AI Disclosure

This report was created using the Alignment Method—our proprietary process for guiding AI to reveal how it interprets your business and industry. These insights are for informational purposes only and do not constitute financial, legal, tax, or investment advice.

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