Atlassian&#x27;s low sales costs might simply be a function of who they are selling to.<p>E.g. Jira &amp; Salesforce both have the same approximate ease of use, and the same approximate level of configurability.<p>Sales implementations are typically top down. So you sell the salesforce solution to the sales executives. This requires a sales team. And because you are selling into sales management, you need to a good sales team. I have sat on these sales calls, and at times it almost felt like a game of &quot;sell me this pen.&quot;<p>In my limited experience, Jira implementations are the complete opposite. Even in big companies, they are bottom up. The target audience does not want a demo, and may not even want to talk to a sales person, they simply want to get their hands on the product.<p>Does anyone have any insight into sales costs of other saas development tools?