Atlassian Corporation Plc (TEAM): Business Model Canvas [Dec-2025 Updated]

You're looking past the hype to see the actual engine driving Atlassian Corporation Plc, especially now that they are betting big on AI agents like Rovo and locking in the enterprise cloud. Honestly, this isn't just about Jira anymore; it's a subscription behemoth where $2.7 billion went into R&D for FY2025 to fuel that innovation, while Cloud revenue alone hit $3.4 billion that same year. To really grasp where the stock is headed, you need to see how their low-friction, self-serve start for small teams scales up to serve the 85% of the Fortune 500 that are now deep customers. Check out the full Business Model Canvas below to see the mechanics.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Key Partnerships

You're looking at the engine room of Atlassian Corporation Plc's growth, which is heavily reliant on its external network. Honestly, the scale of these alliances is what lets them push enterprise adoption so hard.

The strategic cloud alliances are central to the migration narrative. Atlassian's core cloud apps, like Jira, Confluence, and Loom, are now set to run on Google Cloud, adding to their existing presence on Amazon Web Services (AWS), cementing a multi-cloud strategy for resilience. This means joint customers can use existing cloud spend commitments to purchase Atlassian Cloud apps directly through the Google Cloud Marketplace, simplifying procurement. The AWS Strategic Collaboration Agreement, announced at AWS re:Invent 2024, has already resulted in twelve joint integrations, including AWS Security Hub with Jira Service Management. Furthermore, thousands of Jira and Confluence instances have been moved to AWS Graviton processors for better performance. The push is working; in fiscal year 2025, Data Center $\to$ Cloud migrations grew by $\sim\mathbf{60\%}$ YoY.

The impact of the cloud shift is visible in the financials. For fiscal 2025, Atlassian Corporation Plc reported total revenue of $\mathbf{\$5.2}$ billion, marking a $\mathbf{20\%}$ year-over-year increase. Cloud revenue in the fourth quarter of FY2025 hit $\sim\mathbf{\$928}$ million, growing $\mathbf{26\%}$ YoY. The AWS Marketplace listing itself has shown enterprise benefits, with organizations achieving a $\mathbf{70\%}$ reduction in solution discovery time and $\mathbf{60\%}$ faster procurement.

The global network of Solution Partners is the boots-on-the-ground force for large enterprise deals. These partners are tiered based on cloud sales performance as of July 2025: Silver partners require $\mathbf{\$150K}$, Gold $\mathbf{\$750K}$, and Platinum $\mathbf{\$3M}$ in cloud sales. This ecosystem supports the $\mathbf{300,000+}$ companies worldwide running Jira, Confluence, and Jira Service Management daily. The focus is shifting to non-technical teams, which Atlassian estimates is a $\mathbf{\$14}$ billion market opportunity. For instance, Praecipio, a Platinum partner, successfully migrated a $\mathbf{16,000}$-user, $\mathbf{6TB}$ instance to Cloud over a weekend.

The Marketplace ecosystem is a massive extension of product functionality, driven by third-party app developers. The Marketplace has surpassed $\mathbf{\$4}$ billion in lifetime sales, and customers often allocate an additional $\sim\mathbf{50\%}$ of their license budget to these apps. Atlassian has a stated goal of reaching $\mathbf{\$10B+}$ in Marketplace revenue. To spur adoption of modern apps, a new revenue share incentive starts January 1, 2026: partners with qualifying Forge apps can keep $\mathbf{100\%}$ of earnings up to $\mathbf{\$1}$ million in lifetime Forge revenue. Meanwhile, the standard revenue share rate for older Connect apps is set to increase from $\mathbf{15\%}$ to $\mathbf{20\%}$ on January 1, 2026.

Technology integrations are increasingly centered on AI, particularly through Rovo, Atlassian's AI agent, which shipped in just six months. By the end of Q4 FY2025, AI features on the platform reached $\mathbf{2.3}$ million Monthly Active Users (MAU), an increase of over $\mathbf{50\%}$ in a single quarter, with AI interactions growing nearly $\mathbf{20}$ times YoY. The Google Cloud partnership specifically enables Rovo to use Vertex AI and Gemini models, allowing agents to leverage data across Google Workspace, Gmail, Jira, and Confluence. Atlassian also maintains a relationship as a part-owner of Slack.

The brand partnership with Williams Racing serves as a high-visibility showcase for digital transformation. Atlassian became the title sponsor for the 2025 Formula 1 season, forming Atlassian Williams Racing. This multi-year commitment is the biggest partnership deal in Williams' $\mathbf{48}$-year history. Atlassian's branding is prominent on the FW47 race cars driven by Alex Albon and Carlos Sainz. Atlassian's revenue for the preceding year (FY2024) was reported as $\mathbf{USD \$3.92}$ billion.

Here's a quick look at the Solution Partner tier requirements and Marketplace incentives:

You should track the adoption of the new Forge incentive, as it directly impacts partner reinvestment capacity. Also, keep an eye on the $\mathbf{2.3}$ million AI MAU growth rate for Rovo integration success.

• Atlassian FY2025 Total Revenue: \$5.2 billion
• AI MAU (End Q4 FY2025): 2.3 million
• Williams Partnership Significance: Biggest in $\mathbf{48}$-year team history
• Marketplace Lifetime Sales: Surpassed \$4 billion

Finance: review the impact of the $\mathbf{0\%}$ revenue share incentive on Q1 FY2026 partner payouts by next Tuesday.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Key Activities

You're looking at the engine room of Atlassian Corporation Plc, the core things they must execute on every day to keep that subscription revenue machine humming. It's all about building, migrating, and scaling their cloud platform, so let's look at the numbers driving those efforts.

High-velocity research and development (R&D) is central to Atlassian Corporation Plc's strategy. They are definitely investing heavily here to out-innovate competitors. For fiscal year 2025, annual Research and Development Expenses were reported at $2.669 Billion. For the twelve months ending September 30, 2025, this spend reached $2.822 Billion. To give you a sense of the scale, one quarter's R&D outlay was $685 million. As of June 30, 2025, over 50% of Atlassian Corporation Plc's employees were dedicated to these research and development activities.

The focus of this R&D spend is heavily weighted toward integrating artificial intelligence. Developing and integrating AI agents like Rovo across the entire product suite is a major push. As of the Q2 FY2025 call (January 30, 2025), Atlassian Intelligence, which includes Rovo, was already passing 1 million MAU (Monthly Active Users). By late October 2025, Atlassian Corporation Plc reported over 3.5 million MAU for its AI capabilities, representing an increase of over 50% since the prior quarter. Rovo is now embedded across more apps and available on Standard Plans. Furthermore, the mobile app for Rovo will soon be available for users without a paid Atlassian subscription for $5/user.

The massive undertaking of migrating the existing customer base from on-premise/Server to the Cloud platform is a continuous key activity, driven by the March 2029 Data Center End-of-Life deadline. Atlassian Corporation Plc reports that 99% of its more than 300,000 customers already have some cloud footprint. The success of this shift is reflected in the financials: Cloud revenue for FY2025 was $3.4 billion, with a Cloud net revenue retention rate of 120%. For the full FY2025, total revenue was $5.2 billion. The company saw 'significantly stronger-than-expected cloud migrations from data center' in Q1 FY2026.

Maintaining and scaling the core collaboration products: Jira, Confluence, and Jira Service Management requires significant platform hardening. Atlassian Corporation Plc has scaled its cloud instances to handle massive user loads. Confluence Cloud now supports up to 250,000 users on a single site, while Jira Cloud supports up to 100,000 users. Performance improvements are concrete: Confluence page loads are 28% faster year-over-year, and Jira issue navigation queries are 28% faster.

Expanding the enterprise sales and customer success teams to serve large accounts is clearly paying off in contract value. Atlassian Corporation Plc has more than 500 customers spending over $1 million. In Q4, they signed a record number of deals greater than $1 million in ACV (Annual Contract Value). This focus on larger accounts is driving subscription growth; subscription revenue reached $1.213 billion in Q2 FY2025, up 30% year-over-year. Growth in the higher-value Enterprise editions specifically was over 40%.

Here's a quick look at the financial scale underpinning these activities:

The commitment to the Cloud platform is further cemented by strategic distribution moves. In early December 2025, Atlassian Corporation Plc announced its core cloud apps are publicly listed on AWS Marketplace, enabling procurement in over 150 countries and over 15 currencies.

You should track the following operational metrics to gauge execution success:

• Cloud revenue growth year-over-year for FY2025 guidance was approximately 26.5%.
• Data Center revenue growth year-over-year for FY2025 guidance was approximately 21.5%.
• AI capabilities have reached over 3.5 million monthly active users.
• The company has more than 300,000 total customers.
• The company's share repurchase program is up to US $2,500 million.

Finance: draft 13-week cash view by Friday.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Key Resources

You're looking at the engine room of Atlassian Corporation Plc-the assets that make their unique model work, especially as they push hard into the enterprise and AI space. These aren't just line items; they are the competitive moat.

The proprietary Atlassian Cloud Platform architecture is central, now significantly hardened for large-scale, regulated environments. This is evidenced by the Atlassian Government Cloud achieving FedRAMP Moderate Authorization in March 2025. This compliance opens the door to major public sector contracts, which is a huge resource for growth. Furthermore, the platform's scale has been dramatically increased to support massive deployments:

• Jira Cloud single site user limit: up to 100,000 users.
• Confluence single site user limit: up to 150,000 users.

The Teamwork Graph acts as the connective tissue, turning product usage into a unified data asset. As of late 2025 updates, this intelligence layer is reportedly mapping over 10 billion data objects across nearly 100 connectors, powering cross-app automation and AI features like Rovo. This deep integration is what makes the platform sticky; it's not just a collection of tools, it's a system.

Core intellectual property remains in the workflow and collaboration software itself, primarily Jira and Confluence. The company's focus on AI is now deeply embedded, with 2.3 million AI monthly active users reported at the close of FY2025. This AI adoption is driving customers to higher-value tiers, with sales of Premium and Enterprise editions up over 40% year-over-year in Q2 FY25.

Financially, the ability to self-fund aggressive investment is a massive resource. Atlassian Corporation Plc generated $1.4 billion in free cash flow in FY2025. To give you the full picture of that financial strength, the exact figure was reported as $1.416B by some metrics. This cash generation supports the ongoing R&D investments, which represented 51% of revenue in FY2025.

The customer base itself is a resource generating network effects and data. Atlassian serves a global base of over 300,000 customers. The shift to enterprise is visible in the high-value segment:

This large, committed base is the foundation for future monetization; management sees an $18 billion annual revenue opportunity just within this existing customer base. The growth in high-value customers is key; the number of customers with Cloud ARR greater than $10,000 reached 51,978 by the end of FY2025. That's a significant pool of accounts ready for platform adoption.

The key resources can be summarized by their impact on the business:

• Cloud Platform: Enables massive scale up to 150,000 users per site.
• Teamwork Graph: Maps over 10 billion data objects.
• Financial Strength: $1.4 billion in FY2025 Free Cash Flow.
• Customer Base: Over 300,000 organizations globally.
• IP/Adoption: 2.3 million AI Monthly Active Users.

Finance: review the Q4 FY25 cash flow statement against the $1.4B FCF target by Wednesday.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Value Propositions

You're hiring before product-market fit... Atlassian Corporation Plc is focused on delivering value propositions that directly address the friction points in modern, large-scale teamwork, which is why their financial performance shows a total revenue of over $5.2 billion for the 2025 fiscal year, a 20% jump year-over-year.

AI-Powered Productivity: Rovo agents automate tasks and unlock enterprise knowledge at scale.

The commitment to AI is clear in the investment and adoption figures. Atlassian Corporation Plc spent a staggering $2.7 billion on Research and Development in fiscal year 2025, much of which fuels AI features like Rovo. This investment is showing up in user engagement:

• Rovo has reached 2.3 million monthly active users as of late 2025.
• AI feature token usage grew 5x quarter-on-quarter in Q4 2025.
• Over 45k successful agent automation runs have been executed by customers via Rovo Studio.
• Nearly 2,000 Rovo Agents have been integrated into customer workflows.
• Rovo Search now has about 50 connectors across Atlassian and third-party services.
• Users are 60% more successful with Rovo Search than the leading open-source equivalent.

This capability directly tackles the wasted time in knowledge work; Atlassian's survey found knowledge workers waste 25% of their time searching for answers, which they estimate equates to almost 2.4 billion hours wasted searching annually within Fortune 500 companies alone. Furthermore, integration with Google Cloud's AI infrastructure is cited as enabling up to 75% manual task reduction.

Unified System of Work: Connecting technical and business teams across a single, integrated platform.

Atlassian Corporation Plc's platform is designed to be the orchestrator of human and AI collaboration, which is resonating with large organizations. Approximately 50% of core apps users are business users, underscoring the platform's role in cross-functional collaboration. The platform's reach is deep within the enterprise segment:

Enterprise-Grade Cloud: Offering high-security options like Isolated Cloud and Government Cloud for regulated industries.

The focus on enterprise security is evidenced by specific compliance and deployment options. Atlassian Government Cloud, reserved for U.S. government agencies and partners, is available in Early Access and has achieved FedRAMP Moderate authorization. The Atlassian Isolated Cloud, designed for organizations with sensitive data requiring a single-tenant environment, is planned for general availability in 2026.

Scalability and Reliability: Cloud platform supporting up to 150,000 users on a single Confluence instance.

The cloud infrastructure is built for massive scale, which is a core part of the value proposition for large customers. The platform's reliability is backed by financial guarantees on its Enterprise plans, offering a 99.95% uptime Service Level Agreement (SLA). Performance metrics show continuous improvement:

• Single Confluence instance support capacity up to 150,000 users.
• Single Jira Cloud instance support capacity up to 50,000 users.
• Confluence page loads are 28% faster year-over-year.
• Confluence editing speed is 41% faster year-over-year.
• Jira issue navigation queries are 28% faster.

Low-Friction Adoption: Self-serve model for small teams combined with enterprise sales support.

The entry point for new teams is kept low, with clear tiers for scaling. For instance, the Confluence Free plan supports up to 10 users. Once a team grows beyond that, the Confluence Standard plan starts at 11+ users and includes 250 GB of file storage.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Customer Relationships

You're looking at how Atlassian Corporation Plc manages its massive user base, which, as of late 2025, includes more than 300,000 companies worldwide running Jira, Confluence, and Jira Service Management every day. The relationship strategy is a deliberate split, designed to scale efficiently while capturing high-value enterprise spend.

Largely Self-Service and Low-Touch for Small and Mid-Market Teams

For the vast majority of your smaller and mid-market customers, the relationship is intentionally low-touch. This model is the engine behind Atlassian's historically low customer acquisition cost (CAC) profile, allowing for product-led growth where users adopt tools bottom-up. This approach is heavily supported by readily available knowledge resources.

• Extensive online documentation is the first line of defense.
• Community Forums provide peer-to-peer troubleshooting.
• In-product help guides users through new features like Rovo AI.

The community ecosystem itself shows the scale of this self-service model; in a previous measurement, the Atlassian Community was recording over 5,000,000 unique hits on pages every month. This digital support structure helps maintain Atlassian's astounding 98%+ customer retention rates. Still, even this segment is seeing price adjustments, with Cloud Standard plans facing a +5% increase effective October 15, 2025.

Dedicated, High-Touch Enterprise Sales and Customer Success Management

When you move up the value chain, the relationship shifts dramatically to high-touch engagement. This is where Atlassian targets strategic, large-scale deployments, with over 85% of the Fortune 500 being deep Atlassian customers. The threshold for direct sales engagement has also moved; where they might have engaged a customer spending $20,000 previously, now the conversation often starts around $50 to $100 grand in spend. This high-touch model is necessary to support the complex needs of these large accounts, especially given the push to Cloud.

This enterprise focus is also evident in the pricing structure, with Enterprise tiers seeing increases between 7.5% and 10%. The company is actively targeting a non-technical teams market estimated at $14 billion, requiring a more consultative sales approach than the traditional developer-led adoption.

Extensive Online Documentation, Community Forums, and In-Product Help for Support

The foundation of low-cost support remains the digital assets. You see Atlassian investing heavily in making sure users can self-serve, which is critical as 99% of customers are now benefiting from the Cloud platform in some way. The community efforts show a clear focus on knowledge creation and developer support, with a 13% increase in accepted answers reported in 2024, demonstrating the effectiveness of peer support channels. Furthermore, the introduction of Rovo AI across Cloud Standard, Premium, and Enterprise plans is designed to enhance this self-service experience by embedding intelligence directly into daily workflows.

Partner-Led Services for Complex Cloud Migrations and Custom Implementation

For the large-scale, complex transitions-especially with the Data Center end-of-life looming on March 28, 2029-partner-led services are essential. These Solution Partners, particularly those with Cloud Specialization, handle the heavy lifting for enterprises moving off legacy infrastructure, where Data Center prices already jumped 15-30% in 2025. Partners are key to Atlassian's go-to-market (GTM) for complex scenarios, with programs like FastShift aiming to compress migrations from 12-16 months down to just 2-6 months for qualified accounts. One example of partner capability includes migrating a 16,000-user, 6TB instance over a weekend. Finance: draft 13-week cash view by Friday.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Channels

Direct-to-customer via the Atlassian website and in-product sign-ups (self-serve model).

Atlassian Corporation Plc maintains a high-velocity, low-friction distribution model heavily reliant on self-serve adoption, which powers a significant portion of its customer base.

• Total companies running Jira, Confluence, and Jira Service Management daily: Over 300,000.
• Customers with greater than $10,000 in Cloud Annualized Recurring Revenue (Cloud ARR) as of the end of Q4 Fiscal Year 2025: 51,978.
• Year-over-year increase in customers with >$10,000 Cloud ARR (Q4 FY2025): 13%.
• Monthly active users benefiting from Atlassian\'s AI capabilities in Fiscal Year 2025: 2.3 million.

The company's overall Fiscal Year 2025 Total Revenue reached $5.2 billion.

The Atlassian Marketplace for app distribution and add-on sales.

The Marketplace acts as a critical extension of the core product value proposition, allowing third-party vendors to enhance functionality. The Marketplace and other revenue segment saw a forecasted growth of approximately 8.0% year-over-year in Q1 Fiscal Year 2025. The Marketplace surpassed $2 billion in total sales as of December 2021.

App Editions introduced new pricing tiers, with Advanced Editions incentivizing higher spend for extended capabilities.

Global Solution Partners who sell licenses, provide consulting, and manage cloud migrations.

Solution Partners are essential for driving complex cloud adoption and delivering specialized services. Major partners like Accenture, Deloitte, and Praecipio were recognized in the 2024-2025 Partner of the Year Awards. One partner executed a migration of a 16,000-user, 6TB instance to Cloud over a weekend.

• Cloud Revenue for Atlassian Corporation Plc in Fiscal Year 2025: $3.4 billion.
• Cloud Net Revenue Retention Rate for Fiscal Year 2025: 120%.
• Estimated 3-year ROI for Atlassian Cloud migration projects: Net benefits exceeding costs by $1.79 million by year 3.

Direct Enterprise Sales teams focused on large organizations and wall-to-wall adoption.

Atlassian Corporation Plc is actively pivoting its go-to-market strategy to focus on large enterprises, aiming for wall-to-wall adoption across organizations. The company is targeting non-technical teams, estimating this market opportunity at $14 billion.

The focus on enterprise is intended to foster a stronger net expansion rate through consumption of more Atlassian Corporation Plc products.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Customer Segments

You're looking at the customer base for Atlassian Corporation Plc as of late 2025. Honestly, the story here isn't just about who uses the tools, but how deeply embedded they are across the entire organization, from the coders to the C-suite.

Software Development Teams

This is the original core. These are the folks using Jira Software and Bitbucket every day to manage agile workflows and source code. They are the bedrock of the Atlassian user base. The company's entire platform strategy is built to serve these technically proficient professionals first.

IT Service Management (ITSM) Teams

This segment drives significant spend through Jira Service Management. These teams, often in IT operations, are adopting enterprise features and AI-driven service experiences to manage internal and external support. The focus here is capturing ITSM budgets by offering specialized project management tools integrated with development workflows.

Business Teams (Non-Technical)

This is where the platform spreads beyond IT. Marketing, HR, and finance teams are increasingly using Confluence and Jira Work Management. A key indicator of this shift is that Atlassian Corporation Plc now reports having more non-developer users on Atlassian than developers. This shows the success of expanding the 'System of Work' beyond its technical roots.

Large Enterprises

The enterprise segment is critical for driving Cloud and Data Center growth, even if it's a smaller slice of the total customer count. Over 85% of the Fortune 500 are Atlassian Corporation Plc customers. Still, as of Q2 FY25, this group represented merely 10% of the total business, signaling a massive runway for expansion within these large accounts. The company sees an $18 billion annual revenue opportunity just within its existing customer base, with $14 billion of that opportunity residing in the enterprise base alone. You can track the high-value customer segment growth:

The progress in this segment is underscored by achieving FedRAMP Moderate authorization, which is a big step for unlocking complex U.S. government workloads.

Small to Mid-Sized Businesses (SMBs)

This group forms the vast majority of the total customer base. Atlassian Corporation Plc has scaled past 300,000 customers worldwide. The initial adoption in this segment is often kickstarted by the low-cost or free tiers of their products, which allows for that bottom-up, viral spread throughout an organization. Paid seat expansion rates in the SMB customer segment were consistent with the prior quarter as of Q3 FY25.

• Total global customer count: Over 300,000 as of early 2025.
• Adoption driver: Scalability and accessibility of cloud offerings.
• Geographic revenue concentration (FY2024): North America at 58%, Europe at 26%.

Finance: draft 13-week cash view by Friday.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Cost Structure

You're looking at the major drains on Atlassian Corporation Plc's cash flow as they push hard into AI and the enterprise cloud. Honestly, understanding where the money goes is key to seeing if their growth strategy is sustainable.

The biggest single bucket of spending is definitely Research & Development (R&D). This reflects the intense focus on building out the AI capabilities, like Rovo, and hardening the Atlassian Cloud Platform for larger customers. For the full fiscal year 2025, Atlassian reported R&D expenses of $2.669 billion. To put that into perspective against their top line, R&D investments represented 51% of revenue for fiscal year 2025. That's a significant commitment to future product development.

Next up are the costs associated with getting the product into customers' hands and running the business, which falls under Sales, General, and Administrative (SG&A). The outline suggested a figure around $1.8 billion, and the reported Selling, General & Administrative expense for FY2025 was $1.78 billion. This covers the global sales expansion efforts, especially targeting the enterprise segment, and the general overhead to run a company this size. The Marketing and Sales component for the full fiscal year 2025 was $524.287 million, while General and Administrative was $315.349 million for the same period.

The costs tied directly to delivering the service, which is largely Cloud infrastructure and hosting, are captured in Cost of Revenues (COGS). As more customers move to the cloud, these costs scale up. For fiscal year 2025, Atlassian's total Cost of Revenues was $894.851 million. This figure, when set against total revenues of $5.2 billion in FY2025, resulted in a strong GAAP Gross Margin of 83%.

Here's a quick look at the major cost components for Atlassian Corporation Plc in FY2025:

The developer ecosystem and the Solution Partner program are critical for scaling distribution and driving Cloud migrations, meaning their associated costs-like partner incentives, support, and enablement-are baked into the SG&A and R&D lines, though not broken out separately in the primary financial tables. The strong execution by partners, however, is noted as a driver of revenue momentum.

• Cloud infrastructure costs are expected to improve in gross margin, partially offsetting the revenue mix shift to cloud.
• Operating expense growth for the year was driven by continued investments in R&D and sales and marketing.
• The company is actively managing G&A expenses for continued efficiency as it scales.

Finance: draft a sensitivity analysis on R&D spend as a percentage of revenue for the next two quarters by Wednesday.

Atlassian Corporation Plc (TEAM) - Canvas Business Model: Revenue Streams

You're looking at the core money-making engine for Atlassian Corporation Plc as of late 2025. Honestly, it's all about the recurring subscription model now, which is exactly where they've been steering the ship.

Subscription Revenue is the clear heavyweight champion here, driven by the shift to Cloud and the remaining Data Center commitments. The Cloud segment is showing serious muscle, hitting $3.4 billion in Cloud revenue for fiscal year 2025. That's the engine driving the growth story, especially with customers adopting higher-value editions and expanding their seat counts.

The overall revenue structure for fiscal year 2025 shows a massive reliance on the core software access fees. The total revenue for FY2025 was $5.22 billion. Here's how the main buckets break down:

The License and Service Revenue figure of $4.93 billion represents nearly all the money Atlassian Corporation Plc takes in, and this is overwhelmingly subscription-based, covering both Cloud and Data Center access. To be fair, the remaining $284.70 million, categorized as Product and Service, Other, covers things like the Marketplace and other services, which is a smaller, but still important, piece of the pie.

The pricing strategy is built around user count and feature depth, which helps capture value as teams grow and need more governance. This tiered model is standard across their main Cloud products like Jira and Confluence:

• Standard: Offers basic features, up to 250 GB file storage for Jira/Confluence, and unlimited email notifications for JSM.
• Premium: Adds advanced features like unlimited storage, 99.9% uptime SLA, and access to AI capabilities like Atlassian Intelligence.
• Enterprise: Built for global scale, providing the highest security, centralized user billing, and a 99.95% uptime SLA.

The value proposition for moving up the tiers is clear; for instance, AI features and advanced automation limits are generally exclusive to Premium and Enterprise plans. Finance: draft 13-week cash view by Friday.