Cameron Deatsch

How did the largest product-led growth enterprise company in the world find success? In this week's episode of CRO Confidential, Cameron Deatsch, CRO of Atlassian, shares his wisdom with Founders Fund Partner Sam Blond. Atlassian is trading at over $40B with revenue north of $3B. When the company started 20 years ago, it didn't hire salespeople. Not because they planned to start as a product-led company but because they couldn't afford to. So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? Video: https://youtu.be/s897t3MSAxM Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Cameron Deatsch

Chief Revenue Officer

Atlassian

Building a flexible platform for your products and a strategic ecosystem around them is the key to fueling sustained growth. But when you're in the throes of putting it together, it's challenging to track the countless workstreams, investments, and partnerships involved – not to mention bringing all these pieces into alignment. Join Atlassian's Chief Revenue Officer, Cameron Deatsch, to learn how to invest in an ecosystem, how to optimize your platform for innovation, and why long-term thinking is crucial to becoming a $10 billion company. Full video: https://youtu.be/eVDucwrUgq8 Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Cameron Deatsch

Chief Revenue Officer

Atlassian

20 years ago, Atlassian pioneered the direct-sales model in the B2B software space based on the belief that software should be bought, not sold. Join Cameron Deatsch, Atlassian's Chief Revenue Officer, in conversation about the challenges and benefits of building a flywheel powered by word of mouth and amplified by data-driven touchpoints.

Cameron Deatsch

Chief Revenue Officer

Atlassian

Atlassian is one of the most unorthodox technology companies in the world. Almost everything the company does is completely different than what you would expect. And yet, the organization has been massively successful and efficient in achieving growth. In this episode of Go to Market Grit, Joubin and Cameron discuss how Cameron built a $44 billion business without a sales team, and some of the company’s key growth levers. In this episode of Go to Market Grit, we cover:  Cameron’s role as CRO of Atlassian, and what he does on a daily basis. Some of the factors that make Atlassian unique. For example, the company spends more on R&D than sales and marketing.  Why price transparency plays a key role in Atlassian The various positions that Greg has held at Atlassian, and how they influence his current role as CRO. The difference between customer advocacy and sales at Atlassian. How Atlassian defines success across various roles. Why Atlassian has one of the most efficient go to market strategies in the history of go to market enterprise software. Atlassian’s workflow, and how the company drives customers forward. Cameron’s thoughts on product-led growth models, and why it works for Atlassian. Atlassian’s strategic approach to managing around target numbers — and why the company is firm about not giving discounts to drive deals. How geographic location tends to impact software purchasing. How Atlassian manages to navigate and manage risk, and operate with a very unorthodox business model — and how their leadership helps ensure success. Cameron also talks about how the company maintains this model as a publicly traded organization. Atlassian’s primary growth levers — and why there will most likely never be another Atlassian. Some key failures that Cameron and his team have worked through — including how they turned a massive failure into one of their biggest successes.  The ethos that exists in Silicon Valley around building products from within, and how Atlassian has bucked that trend through M&A. The characteristics that have made Cameron so successful. How Cameron defines grit. Links:  Connect with Cameron DeatschLinkedIn Connect with JoubinTwitter LinkedIn Email: gtmg@kleinerperkins.com  Learn more about Kleiner Perkins

Cameron Deatsch

Chief Revenue Officer

Atlassian