Company: TEAM
Filing Date: 2025-08-15
Form Type: 10-K
Source: 0001650372-25-000036
Chunk: 19

Company: Atlassian Corp
Filing Date: 2025-08-15
Form: 10-K
Item: Item 1
Chunk 19
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, the networked nature and flexibility of our apps tend to lead to adoption by other teams and departments, resulting in user growth, new use cases, and the adoption of our other apps.

•Scale-oriented - Our model is designed to serve and support significant customer scale. With more than 300,000 customers using our software today, we are able to reach millions of users, gather insights to continually improve our offerings, and generate revenue growth by expanding within our customer accounts. Many of our customers began their journey with us at a significantly smaller scale, realized the value of our apps, and expanded their footprint meaningfully over time, demonstrating our ability to expand within our existing customer base. Our apps drive mission-critical workflows within customers of all sizes, including enterprise customers. We offer enhanced capabilities in premium and enterprise editions of our apps, and we have strategically evolved our expansion sales motion to serve our largest customers. Ultimately, our model is designed to serve customers large and small and to benefit from the data, network effects, and customer insights that emerge from such scale.

•Data-driven - Our scale and the design of our model allows us to gather insights into and improve the customer experience. We track, test and refine every step of the customer journey and our users' experience. This allows us to intelligently manage our funnel of potential users, drive conversion and expansion, and promote additional apps or Collections to existing users. Our scale enables us to experiment with various approaches to these motions and constantly tune our strategies for user satisfaction and growth.

Sales

We land and initially expand with new customers primarily through our flywheel sales motion, leveraging our website as the primary forum for new customer engagement and support for thousands of commercial transactions daily. By focusing on an automated, easy-to-use web-based purchasing process that allows payment via credit card 

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or bank/wire transfer, we enable customer self-service and data-driven targeting. This approach means we do not have to solely rely on a traditional, commissioned direct sales force until a customer reaches a specific size, thanks to the automation and efficiency built into our sales model.

We expand the relationships with our largest existing customers primarily through our direct sales force. Our sales team primarily focuses on customer-centric selling by understanding the unique needs, challenges, and goals of our existing enterprise customers. We expand these relationships by selling to more teams within an organization, selling additional apps to existing users, and upgrading customers to the higher-value editions or Collections of our cloud software.

We also have a global network of solution partners with unique expertise, services,