Chris De Vylder

On this episode of the Enterprise Monetization Podcast, we sat down with Chris De Vylder, the Global Head of SMB Sales, Sales Strategy, and Operations at Atlassian. Chris offered insight into product-led growth and some of the myths that surround it.

• Chris has spent most of his career either in traditional enterprise sales or building software to support sales.
• Over the past 5 years, Atlassian has acquired 4 companies and combined elements of product-led growth with the sales support model that enterprise customers desire.
• Atlassian sells through 3 channels: self-service, product-led growth motions and a direct sales team.
• He discusses some of the challenges Atlassian faces with their homegrown quoting infrastructure, particularly around the challenges of integrating new acquisitions into this system.
• They have thousands of SKU's and transact in USD, AUD, and JPY.
• Atlassian's internal systems need to be able to blend the capabilities typically associated with B2C systems, with the capabilities of more traditional B2B sales motions.
• One of the biggest challenges large companies currently face is negotiating across multiple stovepipes within one company, which can slow down how fast a company can respond to market changes.

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