How TEAM Scaled W/No Sales Team

This is a really really insightful interview with Atlassian’s President/Co-Founder Jay Simons.

He really hits at the different models of SaaS companies. Be it an enterprise-wide type product which is a decision made by a CTO or CIO and kind of directed to the rest of the company (long sales-cycle, tend to be bigger initial deals, etc think Workday, Pivotal, Salesforce) versus one where they try to win developer or user mind-share (MDB, TEAM, TWLO, SMAR, etc).

Not saying one is particularly better than the other, but we need to think about these companies differently based on how their products are sold and used.…