Company: TEAM
Filing Date: 2025-08-15
Form Type: 10-K
Source: 0001650372-25-000036
Chunk: 18

Company: Atlassian Corp
Filing Date: 2025-08-15
Form: 10-K
Item: Item 1
Chunk 18
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 we work closely with our customers to understand their needs, measure user satisfaction, and incorporate the feedback that matters most from our users into our development process.

 8 

We will continue to make significant investments in research and development to support these efforts.

Sales and Marketing

Our Distribution Model

Our go-to-market approach is driven by the strength and innovation of our platform, apps, and the market opportunity. Our model focuses on a land-and-expand strategy, with automated and low-touch customer service, superior product quality, and transparent pricing to land new customers and the initial expansion to new users and teams. This means lower customer acquisition costs and go-to-market expenses for new customers and initial expansions. In addition to our powerful flywheel motion, we have strategically grown our sales team to focus on expanding the relationships with our existing customers, particularly large enterprises.

For our flywheel motion, we primarily rely on word-of-mouth and low-touch demand generation to drive trial, adoption, and initial expansion of our apps. For our sales-led motion, we rely on a combination of field sales, solution sales, and a global network of channel partners to expand our presence within our enterprise customer base. 

The following are key attributes of our unique model:

•Innovation-driven - Relative to other enterprise software companies, we invest significantly more in research and development relative to marketing and sales. Our goal is to focus our spending on new app, features, and platform developments that improve quality, ease of adoption, and expansion, which creates organic customer demand. We also invest in ways to automate and streamline distribution and customer support functions to enhance our customer experience and improve our efficiency.

•Simple and Affordable - We offer our apps at affordable prices in a simple and transparent format. For example, a customer can use a free version of our apps for a certain number of users. In addition, a customer coming to our website can evaluate and purchase a subscription for one of our apps, up to a certain number of users, based on a transparent list price without any interaction with a salesperson. This approach is designed to complement the easy-to-use, easy-to-adopt nature of our apps and drive adoption by large volumes of new customers.

•Organic and Expansive - Our model benefits significantly from customer word-of-mouth, driving traffic to our website. The vast majority of our transactions are conducted on our website, which drastically reduces our customer acquisition costs. We also benefit from distribution leverage via our network of solution partners, who resell and customize our apps. Once we have landed within a customer team