Atlassian, a B2B workplace collaboration software company, was heading towards a cloud-first future where it needed to move its marketing processes from being focused on high-touch single product journeys to now self-serve (user onboards on their own), low-touch (light chat support based on bronze/silver status) and high-touch (gold status, enterprise customers) across many products and apps.

The technology, marketing and sales teams were misaligned, and looked for a partner who could speak marketing + sales + technology, which was the role I played. My responsibility was in leading product managers and program managers to enable strategies in lifecycle marketing (prospects growth, lead acquisition, nurture programming, conversion and retention) and move freemium users through the upgrade path, with the goal of activating low-CAC flywheel marketing.

Their goal was to lower their client’s cost per lead, increase brand awareness and generate new business for their client. A challenge they face often is not having enough creative from clients. And stock photos don’t usually cut it. With NLC, they have fresh creative (that always stands out in the newsfeed) and this helps prevent ad fatigue, drop CPL, and bring their clients great results!

This customer wanted to launch their products in the US and also collecting new followers for their social media accounts. They already had success on Kickstarter but no sales yet in their online store

When it comes to advertising on social, its very challenging, since products are cheap. This made it difficult to make it profitable with ads when targeting directly to individuals (B2C) instead of business owners (B2B). They are more profitable when they get bulk orders from businesses or organizations. Targeting a cold audience on Facebook/Instagram was challenging to stay profitable at scale.