What Atlassian did not say in their Q2 FY25 call!

Not in the market to pitch SecondBody to Atlassian as of today, but if I were, here’s where we could fill the gap for them—something they think they’re doing well, but actually have blind spots in:

The Gap: Sales Skill Development Beyond Tools & AI

Watching their Q2 FY25 Results Overview and Enterprise Strategy Loom video—such a creative and smooth move for Mike Cannon-Brookes to use Loom—seems like Atlassian relies heavily on asynchronous learning, product-embedded knowledge, and AI-driven insights to support sales teams.

Atlassian assumes that by giving sales reps better information access (via Confluence, Jira, and Loom), reps will automatically become better at selling, objection-handling, and executive-level conversations.

The reality we have been observing on the back of 1000s of conversations with similar companies is that Sales is and has always been a muscle, not just a knowledge base.

The expensive problem we are hearing about at large is how "Accessing" to information doesn’t automatically translate into confidence, persuasion, and the ability to navigate complex, multi-stakeholder sales cycles—especially in the enterprise market.

To put it into perspective, sales is like thinking you’re an NBA star just because you watched a bunch of game tape and having a lot of books next to you!

People love studying every play, analyzing every stat, and memorising every move—but the second you step on the court, if you’ve never actually taken a shot under pressure, you’re getting benched.

Mike Tyson said it best: "Everyone has a plan until they get punched in the face."

Which is basically the perfect summary of sales, startups, and life in general. You walk in confident, thinking you’ve got it all figured out—then BAM, CFO hits you with a ‘not in the budget,’ investor ghosts you, or life just casually throws a chair at your head.

The real game? Figuring out how to stay standing after the punch. And most sales teams are not spending any time prep-ing for these moments.

Knowing the playbook is great—until you're face-to-face with a CFO who wasn’t planning to spend a dime, a VP playing internal politics, and a buying committee that can’t even agree on lunch. That’s when theory goes out the window, and real sales skills take over.

You’ve gotta get your reps in—because old-school enablement isn’t cutting it anymore. They are actually costing the company more $ vs brining in more revenue.

Getting to the fun and practical part now!

Scaling Coaching & Training can be done asynchronously!

Atlassian is doubling down on asynchronous learning and AI-driven tools like Loom to train and enable sales teams. From the Q2 2025 Shareholder Letter:

“Async work is how high-performing teams get more done with fewer interruptions, higher efficiency, and greater reliability.” – Marcelo Lebre, President and Co-Founder

“I use Loom to explain sales strategies and products to partners through video. It’s great for quick internal communications, upskilling, and clarifying complex processes to customers.” – Fiona Mackie, Sr Solutions Consultant

“When Loom is used as a tool by go-to-market teams, sales win rates are 20% higher than without it.”

Atlassian assumes that by providing reps with better access to knowledge via Confluence, and Loom, they are solving the sales enablement challenge.

Here’s the gap though:

Atlassian has built a fantastic knowledge-sharing system, but sales isn’t just about knowing what to say—it’s about delivering it under pressure.

Atlassian’s growing global sales team needs consistent, scalable coaching across different time zones. Automating AI-driven role-plays, so every rep gets hands-on practice without requiring managers to spend hours on repetitive coaching is becoming the new must-have for successful sales teams.

Watching Loom videos and call recordings is great… if sales was a spectator sport. But reps don’t need more passive learning—they need to get in the ring.

After talking to top sales reps every day, one thing is crystal clear—they’d rather get roasted by AI in training than torched by a real prospect in the wild.

Give them a brutally realistic, no-BS Conversational AI that pushes them to their limits? They’re in. Let them fumble through high-stakes deals unprepared? Hard pass.

Better to take the heat in practice than get burned when the commission check is on the line.

PS: SecondBody has been reducing ramp time by 52%, with remote and hybrid reps booking 150% more meetings than expected.

Quality Control & Compliance Without the Guesswork

Companies similar to Atlassian risk inconsistent sales messaging as teams scale.

Without standardized objection handling, reps easily default to bad habits—hurting win rates. We've been observing this over and over since early 2024.

SecondBody ensures all reps stay aligned with Atlassian’s approved messaging, ICP targeting, and high-quality conversation standards.

No more guessing "What Good Looks Like"—SecondBody trains, tests, and corrects reps in realistic client-facing conversations based on Atlassian’s ideal sales playbook.

Proof: Teams using SecondBody demonstrated stronger objection handling and higher confidence in sales conversations. Long gone the days reps used to wing it during expensive client meetings.

Fixing the Performance Gap Between Top & Average Reps

Atlassian’s enterprise shift means they need all reps to sell like their best reps—not just the top performers.

Right now, top reps succeed through experience, while others struggle to keep up. SecondBody levels the playing field by replicating high-performer techniques through AI-driven practice, so everyone gets reps in high-stakes conversations before they happen.

Proof: Without structured coaching, replacing a senior rep costs $115K, and new hires take 9-12 months to ramp up.

SecondBody cuts this time in half.

Adapting the Narrative in Real Time

Atlassian knows that client conversations define their brand and sales success—but here’s the real question:

How do they make sure their front-line reps aren’t butchering the message before it’s too late?

The dirty secret of call recordings? They’re post-mortems, not prevention.

Gong(s) out there give managers an explosion of insights—but only after the damage is done. The deal is already slipping, the prospect has checked out, and now the manager gets to analyze the wreckage.

Our customers using SecondBody have been able to flip the script. Instead of playing cleanup, we train reps proactively in live, adaptive simulations—before they walk into the fire. They don’t just memorize a script; they learn to handle real-world objections, tough enterprise buyers, and complex deal dynamics in real time.

This means Atlassian’s sales message isn’t just “aligned”—it actually works. Reps speak the language buyers respond to, adapt on the fly, and drive better conversations from the start.

Proof? Sales teams using SecondBody have sharpened their messaging, handled objections more effectively, and moved deals forward faster. Because let’s be real—winning the conversation happens before it even starts.