Atlassian


I led a cross-functional team of seven to position Atlassian's Enterprise Cloud (AEC) as the premier SaaS platform in the market for customers of 1,000 users and above. Worked directly with the Head of Product for Atlassian Cloud and PM's on the Cloud team. See more at their website.


Part 1: User Experience Optimization

Understand Atlassian enterprise users' needs to create a frictionless UX.


Approach

  • We started by conducting a wide range of interviews with internal stakeholders, Atlassian's current customers, and enterprises using competitor offerings. This allowed us to understand user needs and friction points based on a variety of data points.
  • Our team then analyzed data across Atlassian Cloud and Server customer lists to validate our primary research findings. This data allowed us to build and validate a tiered segmentation model for enterprise customers.
  • We used our findings to address customer friction points segment-by-segment through new platform features and a UI redesign.
  • Presented recommendations using interactive Figma prototypes. Some of these recommendations are currently in production.

Part 2: Go-to-Market Strategy

Craft a GTM strategy for AEC using findings from part 1.


Approach

  • Identified and understood key personas in enterprise procurement processes (user, IT, finance, legal, & executives).
  • Analyzed Atlassian data to find opportunities for improvement in AEC sales funnel and recommended fixes to improve conversion rates.
  • Utilized target personas to optimize outgoing sales/marketing communication, AEC editions and pricing, channel/partner support, and 3rd party integrations.
  • Proposed KPI's that measured validity of our team's recommendations and the health of the AEC ecosystem.