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Atlassian makes collaboration solutions for high-performing teams, helping technology and business teams to break down information silos and drive greater productivity across the enterprise. Atlassian’s Jira, Confluence and Trello products are used by teams globally, and its newer Jira Service Management and Jira Align solutions are gaining traction within medium to large enterprises.
The company posted a $1.2 billion third quarter in its fiscal year 2024, representing 30% year-over-year growth. Atlassian has made a big push to the cloud in recent years, and more than 300,000 customers use Atlassian cloud products, which is opening up even greater opportunities for partners.
TEAM
Employee Productivity & Collaboration, Process Automation, Software Engineering
Mike Cannon-Brookes; Scott Farquhar
Atlassian has relied heavily on its partner ecosystem from Day One to support sales, distribution and, most importantly, successful implementations. The company has more than 800 service partners, which come in all shapes and sizes from GSIs and global specialists to small regional players.
Historically, Atlassian has not had its own direct sales team, relying completely on partners. While it has started to build direct sales internally as it moves up-market, the company still considers partners as its primary go-to-market approach and has increased partner attach rates from 41% three years ago to more than 80% today. Like many maturing ecosystems, there has been a fair amount of M&A and consolidation across partners, but the partner ecosystem is still expanding on average 20% per year.
“We just surpassed 4,000 downloads of Marketplace applications every business day…and when we see Marketplace applications within the Atlassian platform, it really points to customer commitment, stickiness and driving business value.”
– Kevin Egan, Atlassian Chief Sales Officer
Atlassian partners have historically serviced the entire Atlassian product spectrum, but this is becoming increasingly harder to do as the Atlassian product suite grows. Partners are being encouraged to choose where they want to go deeper with their expertise, especially as workflows move out of the data center and into the cloud and business process consulting becomes key to driving outcomes.
As Atlassian customers continue to migrate to the cloud, service opportunities abound there as well in areas such as:
“The makeup of our partner base and the expertise that they bring is changing and it’s becoming far more cloud centric. So, for those partners that are interested in getting deeper in business processes, getting deeper on cloud integrations, getting deeper on AI, we welcome them in the ecosystem.”
– Kevin Egan, Atlassian Chief Sales Officer
Atlassian recently introduced Rovo, its AI-powered product for searching and acting on enterprise information. Rovo leverages Atlassian Intelligence to help users find relevant data dispersed across multiple tools and platforms much more quickly, analyze and digest complex information more easily, and ultimately make better and faster decisions, driving enterprise productivity. With conversational AI capabilities and virtual teammates or agents to improve workflows, Atlassian describes Rovo as taking human-AI interaction to the next level.
