Atlassian (TEAM) investor relations material

Strategic vision and market opportunity

• Positioned as a unified platform for all teams, serving 350,000 paying customers globally, including 85% of the Fortune 500, but with only 10% of revenue from that segment, indicating significant expansion potential.

• Updated SAM to $140B, with $55B opportunity within existing customers, $16B from free product users, and $69B from untapped new customers.

• Knowledge workers are the majority of users, with global knowledge workers projected to grow at a 7.2% CAGR through FY30.

• Primary growth levers include expanding within existing customers, cross-selling, upselling to premium/enterprise, and acquiring new customers.

• Diversified revenue streams: Service Collection at $1B+ ARR, Confluence at $1.5B+, Jira at $2.5B+, all growing strongly on a single platform.

Product and platform evolution

• Transitioning from point tools to an integrated operating system for work, powered by the Teamwork Graph and AI embedded across the platform.

• Major product collections include Jira, Confluence, Loom, Jira Service Management, and Rovo, with Teamwork Collection offering 10x AI credits versus standard subscriptions.

• Significant cross-sell opportunity exists, especially into the Jira base of 150,000 customers.

• Continuous upgrades to premium and enterprise editions, with enterprise customers rising from 3% in FY21 to 26% in Q3 FY26.

• Teamwork Graph provides dense, connected work context, with Jira as the orchestration layer for business and technology teams.

AI strategy and differentiation

• AI is deeply integrated via the Teamwork Graph, enabling context-rich, efficient, and accurate agentic workflows across business functions.

• Rovo AI usage is growing 20% month-over-month; customers using Rovo grow ARR at twice the rate of non-users, and 75% of Fortune 500 companies use Rovo.

• Teamwork Collection is the primary AI monetization vehicle, with customers consuming 2x more AI credits and deploying 2x more agents than non-TWC customers.

• AI pricing models include per-seat, usage-based, hybrid, and flex-based, adapting to customer needs and supporting predictable invoicing.

• Demonstrated ROI: AI-enabled workflows are faster, cheaper, and higher quality, with 44% better output and 48% lower cost in real-world tasks.