Mastering the Art of Automated Self-Service Funnel

Now, one decision we made very, very early on is we started basically decided from a go-to-market perspective, so Atlassian was going to be the best at an automated self-service product-driven funnel. We're gonna do this, we're gonna do content, we're gonna do online marketing, we're gonna do performance marketing, we're gonna optimize through growth funnels. And if customers want in-person support, they want someone in their office doing demos, filling out RFPs, security questionnaires, in-person implementation services, in-person training, in-person you know, in the time zone they want, in the language they want. We were going to largely hand that to our partner, largely make that the role of our partners. And what ended up happening is we'd have hundreds of customers coming in every single week asking for that handholding. And what we largely try and do is say, well, listen, we have all that information you need online. Here you go, self-service. But if you would still like to speak with one of your partners, here's 3 in your region, your country, your city, you name it, right? And we largely hand that customer off to the partner. Sounds sort of crazy, but it's worked.