Atlassian: Partner Ecosystem, Server Migration & ITSM

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Do you spend most of your time interacting with other ISVs and channel partners, or are you primarily in a customer-facing role?

Atlassian has created this MVP platform which is highly scalable and allows customers to decide what they need, to work with partners like us to discover what kind of needs they have and to pay exactly for what they need. If you're a ServiceNow customer, you pay a substantial license fee and you're not using even 50% of the functionality.

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I was going to ask you about JSM versus Atlassian or JSM versus ServiceNow. So that's a great start. Let's start there. You mentioned that you're doing a few migrations from ServiceNow to JSM. I've always heard that ServiceNow is a fortress in the G2K. What type of customers are these that have actually selected JSM and are migrating off ServiceNow?

I've noticed several recurring use cases. One of them involves coexistence, which is central to our strategy. We're not trying to displace ServiceNow, but rather offer JSM as a secondary solution. Migrating from a substantial tool like ServiceNow is time-consuming, especially for large enterprises, which are our primary focus. Instead of proposing a complete switch, we suggest setting up a quick service desk for their other teams, working in parallel with ServiceNow.

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I was going to ask you about JSM versus Atlassian or JSM versus ServiceNow. So that's a great start. Let's start there. You mentioned that you're doing a few migrations from ServiceNow to JSM. I've always heard that ServiceNow is a fortress in the G2K. What type of customers are these that have actually selected JSM and are migrating off ServiceNow?

The second use case involves migration. This usually happens when a company realizes they're not utilizing most of the features and need something simpler and more agile. We're currently witnessing this trend within large companies, but not enterprises. Enterprises are still willing to pay for it, perhaps postponing the switch. We receive many requests for quotes on the cost and duration of migration. There's a noticeable increase in interest.

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