Overview

Atlassian Corporation is an industry-leading Australian software company specializing in the design, development, licensing, and maintenance of software. The firm is active in the information technology and services sector, with a strong presence in the internet and computer software industries. It is particularly renowned for developing products used by software developers, project managers, and entire software development teams.

Atlassian has a global headcount of approximately 20,000 employees. The company is incorporated in Delaware, USA, but holds global headquarters in Sydney, Australia, and US headquarters in San Francisco.

Products

Atlassian is renowned for a diverse array of software products, including JIRA software, Align, Core, and Service desk, each catering to specific business and technology needs. Other popular solutions under Atlassian’s brand include Confluence, Trello, Bitbucket, Sourcetree, Bamboo, Opsgenie, and Statuspage.

These software offerings primarily focus on project management, team collaboration, issue tracking, business wikis, and downtime communication, among other web-based tools for enterprise applications.

Culture

As an organization, Atlassian encourages authenticity and inclusivity amongst its workforce. The company is deeply committed to fostering a work environment free from discrimination, emphasizing diversity, fairness, and justice. This fair-mindedness also extends to the company's ethical approach to business, people, and the environment.

Market Position

While Atlassian enjoys a robust reputation in the tech industry, it is not without its challenges. Criticism has been leveled at the company over diversity issues, and it has also, like many tech firms, been targeted by short sellers. Despite these challenges, Atlassian holds a solid position in the market, with investment returns that are generally positive, attesting to its resilience and potential for growth in the tech sector.

I. Executive Summary

This sales strategy is dedicated to prospecting Atlassian, a leading software company with product offerings catered for project management and software development teams. The company's identifier is its commitment to diversity and its need for continuous innovation, seamless communication, robust project management, and system reliability. Our sales goal is to offer solutions addressing these needs and pain points, guiding Atlassian towards optimal workforce diversity, efficient global team collaboration, unparalleled product knowledge, system reliability, and customer satisfaction.

II. Sales Objectives

1. Building an in-depth understanding of Atlassian's business model and needs.
2. Identifying opportunities to meet their needs through our services.
3. Initiating a pitch, demonstrating how our services offer comprehensive solutions.
4. Facilitating a free trial or demonstration of our software.
5. Finalizing the partnership on a mutually agreed contract.

III. Customer Profile

• Company Name: Atlassian.
• Industry: Information Technology & Services.
• Size: Approximately 20,000 employees globally.
• Market: Project management, collaboration software, software development.

IV. Customer Needs & Pain Points

1. Workforce Diversity: As per information provided on the company's website, an emphasis on diversity, equity, and inclusion is crucial for Atlassian's corporate culture.
2. Product Simplification: Internet research data implies the need for simplified products, offering better usability for non-tech-savvy individuals and comprehensive customer support.
3. Global Team Collaboration: Information gleaned from Wikipedia underlines the need for efficient collaboration tools or solutions to manage global, disparate teams and maintain timelines.
4. System Reliability: Ensuring software services are always available, with minimal downtime incidents is critical.
5. Technological Adaptation: Meeting evolving customer expectations and emerging technological trends is crucial for user retention.

V. Proposed Solution

Present our SaaS solutions addressing these needs:

1. HR Tools for Diverse Recruitment: To support Atlassian's commitment to diversity, offer HR tools that lead to fair and diverse hiring.
2. Comprehensive Training: Offer onboarding and training solutions to help users understand Atlassian's complex software products.
3. Advanced Collaboration Software: Provide project management solutions to help Atlassian effectively manage its globally spread teams.
4. Real-Time Issue Tracking: Focus on our advanced system monitoring tools that ensure high system uptime and reliability.
5. Predictive Analytics: Showcase the ability of our predictive analytics tools to meet changing demands, drive innovation, and improve customer satisfaction.

VI. Sales and Marketing Strategies

1. Personalized Approach: Create a personalized presentation tailored for Atlassian, addressing their unique needs.
2. Free Trial or Demo: Offer a free trial or demonstration of our software for Atlassian to test its potential.
3. Building Credibility: Showcase case studies and client testimonials to attest our capabilities and reputation.
4. Flexible Pricing: Provide flexible pricing packages and suggest the most feasible plan as per Atlassian's requirements.
5. Follow-Up Strategy: Implement a regular follow-up strategy to move the prospect down the sales pipeline towards the ultimate conversion.

VII. Key Performance Indicators (KPIs)

1. Number of sales meetings secured with Atlassian.
2. Follow-up calls scheduled and completed.
3. Free trials of software initiated.
4. Conversion of free trials to paid contracts.
5. Key objections raised and strategies planned to address them.

VIII. Conclusion

The sales plan puts forward a strategic approach to offer our SaaS solutions to Atlassian. Through the understanding of their needs and pain points, facilitating a personalized approach, and focusing on solution-oriented selling, this plan aims to convert Atlassian into a valuable customer. Regular monitoring of KPIs will ensure that the plan stays on track and achieves the desired objectives.