M&A Science

From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes

13 snips
Jun 23, 2025
In this engaging discussion, Sarah Hughes, the Head of Corporate Development at Atlassian, shares her journey in M&A from Google to Atlassian. She delves into the art of sourcing deals and building long-term relationships with founders. Sarah reveals Atlassian's three strategic pillars for acquisitions and the push-pull alignment between corporate development and product teams. The conversation highlights the crucial role of cultural diligence and integration planning, emphasizing how empathy and transparency foster successful post-acquisition outcomes.
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INSIGHT

Three Pillars of M&A Strategy

  • Atlassian's M&A strategy focuses on roadmap accelerants, future vacuums, and break-glass opportunities.
  • This multi-pillar approach helps balance immediate growth and long-term market relevance.
ANECDOTE

Long-Term Relationships Fuel Deals

  • Atlassian cultivated a 5-year relationship with Loom's founders before acquisition.
  • This long-term rapport smoothed diligence and integration after the deal.
ADVICE

Co-Author Vision With Founders

  • Involve founders early by co-creating the integration vision and sharing the roadmap.
  • This collaboration mitigates surprises and builds trust for smoother integration.
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