The motion where you sell a small initial contract to one team inside a company, then grow the account over time by adding seats, products, and adjacent departments.
Atlassian rarely deployed traditional sales reps until well after IPO. Instead, Jira and Confluence landed inside small engineering teams at companies like Twitter, Spotify, and Tesla, then spread outward as adoption grew. The resulting net revenue retention of 120%+ became the metric every B2B SaaS company's board now asks about first.
