Did anyone face revenue loss by moving from paid-via-vendor to paid-via-atlassian?

[Pankaj Jangid]

We are contemplating moving to paid-via-atlassian. But there is a general fear that we might loose out in revenue due to the share that goes to Atlassian. I don't mind paying to Atlassian but it might hurt our development badly, in the initial days, till the sales pick up and match the current levels of profit.

Has anyone else faced this dilemma? 

[Andy Brook · Accepted solution]

It all depends.  What is your average transaction value?  What is your volume?  If youre doing 50 transactions a day for an average sale value of $50, its probably not worth your time to keep doing that.  If you're doing 3-5 transactions for $1000 it might be.

If your addon/app is a feature/segment leader, and is resold often by Atlassian Partners the world over, you can maybe opt to stay Vendor licensed, but don't underestimate the power of discoverability through Marketplace, its the primary path users have looking for extra features.

If you're sales levels are ramping, maybe instead of hiring someone to crank licenses, you give that job to Atlassian and go develop more stuff?  Admitted, sometimes, that single transition can be tough to swallow, the expectation is that your sales will ramp further.

If you really are concerned, why not try doing both, dual licensing is viable path.  Get exposure, continue to get direct sales as well, one offsets the other, see which wins.

Things get more prescriptive if you want to go high end and DataCenter compatible, as that is _only_ Marketplace licensed.

[Pankaj Jangid]

Thanks for this response. Dual licensing is something I am unaware of. Is this a direct feature on Atlassian Marketplace or we will have to list the product twice to do that?

PS: I'll search this. But an answer here would help the community as well. Hence asking.

[Andy Brook]

It means you support Marketplace licensing for those wanting to do that, as well as Vendor based licensing for those that contact directly.

Having done this in the past too, you will need to push back such support to earlier versions (possibly beyond EOL) to stop peopel from buying a license then complaining they can't use it...

There will also be a never ending stream of support cases for licensing issues due Vendor licenses not being installable through the more visible Markteplace UI.

[Pankaj Jangid]

Thanks for letting me know this in advance.