Interview Transcript

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In that context, in what types of accounts was Confluence most successful? I assume it's just legacy accounts that Atlassian has always had. Were there specific other vendors that you sat well alongside? In general, what types of accounts were Confluence and Atlassian really successful in with work management?

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For companies that use Slack, that are not on Teams, but are on Slack, we can assume Atlassian is part of it, especially for mid-sized companies. Typically, mid-sized companies use our cloud offering, while large enterprises are more split. you're either in the cohort of people that need to migrate over from the server or you're competing with the likes of Microsoft and Google.

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Regarding the Fluid vision, that's quite interesting. In terms of all-in-one solutions, we previously discussed that some products were not enterprise-ready. I'd like to clarify what "enterprise-ready" means in work management. What are the key features?

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Enterprise readiness mainly involves a few aspects, such as admin features and controls. Enterprises require detailed controls, logs, and other components. Additionally, there are factors like SOC 2 compliance and FedRAMP, as most enterprises operate in regulated markets and need a certain level of security. Data residency is also important.

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We discussed premium features and enterprise readiness last time. Why is it so challenging to achieve these features? From an outsider's perspective, it seems like companies should be able to get there eventually.

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The difficulty lies in chasing growth. Companies built massive monoliths in preparation for scaling. Decomposing the monolith and moving things over is a complex process. I've never seen a company do decomposition well; it either takes a long time or requires a significant financial investment, like Amazon's case. If you look at how companies like Asana spend their money, it's mostly on customer acquisition, not R&D.

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