Breakout
Monday, October 5, 2026, 2:15 PM -
3:00 PM at Auditorium
The Industry Imperative: Turning Platform Breadth Into Buyer-Specific Value
Enterprise buyers are no longer buying tools. They are buying outcomes: reduced downtime, faster decision-making, stronger compliance, and operational resilience. This shift is reshaping how platform companies like Atlassian grow — and how partners differentiate, win, and retain customers.
Forrester analyst Julie Mohr joins Atlassian to explore what buyers in financial services, healthcare, automotive, and telecommunications actually need from ITSM and ESM — and why horizontal platform narratives increasingly fall short in competitive enterprise deals.
Atlassian will then show how it is building industry-specific co-sell motions with two critical partner layers:
Forrester analyst Julie Mohr joins Atlassian to explore what buyers in financial services, healthcare, automotive, and telecommunications actually need from ITSM and ESM — and why horizontal platform narratives increasingly fall short in competitive enterprise deals.
Atlassian will then show how it is building industry-specific co-sell motions with two critical partner layers:
- Solution Partners as the delivery engine. Atlassian provides the vision map, reference architecture, and proof plan. Solution Partners bring what Atlassian can't: the domain credibility and delivery capacity that turns architecture into live outcomes.
- Marketplace Partners as the completeness layer. Without the right apps, Atlassian is a platform. With them, it's a solution that wins on cost, speed, and role-specific fit.
Partners will leave with a clear view of how Atlassian is thinking about industry alignment, and how to apply that thinking directly to their deals, partner narratives, and app portfolio.