Jay Simons, former President of Atlassian (2011-2020) joins Erik and Jack for episode three of “1 to 1000." If you’re looking for SOC 2, ISO 27001, GDPR or HIPAA compliance, head to Vanta: https://www.vanta.com/1000

---

SPONSORS:

Are you building a business? If you’re looking for SOC 2, ISO 27001, GDPR or HIPAA compliance, head to Vanta. Achieving compliance can actually unlock major growth for your company and build customer loyalty. Vanta automates up to 90% of Compliance work, getting you audit-ready in weeks instead of months and saving 85% of associated costs. 1 to 1000 listeners get $1000 off at: https://www.vanta.com/1000

Metaview is the AI assistant for interviewing. Metaview completely removes the need for recruiters and hiring managers to take notes during interviews—because their AI is designed to take world-class interview notes for you. Team builders at companies like Brex, Robinhood, Quora, and Replit say Metaview has changed the game—see the magic for yourself for free on your first 5 interviews: https://www.metaview.ai/1000

Pesto Tech is a hiring marketplace that makes finding great remote developers fast and easy. They use large language models to evaluate developers along dozens of parameters, including code quality, performance, and security. If you need to start hiring developers fast, all you have to do is answer 5 simple questions on their website: https://pesto.tech

---

RECOMMENDED PODCAST: TURPENTINE VC

Investor Erik Torenberg interviews partners at the top VCs in the world to learn their approach to the art and science of building a successful venture firm.

Apple: https://podcasts.apple.com/us/podcast/id1701006772

Spotify: https://open.spotify.com/show/3Yb8ErLRnyoAqn4Y6NegTx

---

X / TWITTER:

@jaysimons (Jay)

@jaltma (Jack)

@eriktorenberg (Erik Torenberg)

@TurpentineMedia

---

TIMESTAMPS:

(00:00) Episode Preview

(01:34) What made Atlassian different from other VC-backed companies?

(03:55) How to orchestrate GTM teams efficiently

(07:37) Would Atlassian have raised to grow faster?

(11:30) Sponsor: Vanta

(12:50) Jay on what companies should raise / shouldn't raise

(16:48) What should companies not emulate Atlassian on?

(21:15) On how to price software

(26:24) How to use pricing to differentiate in a hyper-competitive market

(28:13) What metrics actually provide signal?

(30:07) Sponsors: Metaview | Pesto Tech

(31:50) The case for increasing / decreasing prices

(36:27) When to build a second product / go multi-product

(43:34) Atlassian's high volume of acquisitions

(46:45) Jay's criteria for good acquisitions

(50:31) Hubspot's employee magic and how to recreate it

This show is produced by Turpentine: a network of podcasts, newsletters, and more, covering technology, business, and culture — all from the perspective of industry insiders and experts. We’re launching new shows every week, and we’re looking for industry-leading sponsors — if you think that might be you and your company, email us at erik@turpentine.co.

182. CEO alpha: How to cultivate great leaders for greater gains

Inside the Strategy Room

Remember Everything You Learn from Podcasts