Q4 2026 Atlassian Corp Earnings Call

August 6, 2026

Operator: Good afternoon, thank you for joining Atlassian's earnings conference call for the Q4 of fiscal year 2026. As a reminder, this conference call is being recorded and will be available for replay on the investor relations section of Atlassian's website following this call. I will now hand the call over to Martin Lam, Atlassian's Head of Investor Relations.

Operator: Good afternoon, thank you for joining Atlassian's Earnings Conference Call for the Q4 of fiscal year 2026. As a reminder, this conference call is being recorded and will be available for replay on the investor relations section of Atlassian's website following this call. I will now hand the call over to Martin Lam, Atlassian's Head of Investor Relations.

Speaker #1: Good afternoon, and thank you for joining Atlassian Earnings Conference call for the fourth quarter of fiscal year 2026. As a reminder, this conference call is being recorded, and we'll be available for replay on the Investor Relations section of Atlassian's website following this call.

Speaker #1: I will now hand the call over to Martin Lam, Atlassian's Head of Investor Relations.

Speaker #2: Welcome to Atlassian's fourth quarter fiscal year 2026 earnings call. Thank you for joining us today. On the call with me today we have Atlassian CEO and co-founder Mike Cannon Brooks, and Chief Financial Officer James Chong.

Martin Lam: Welcome to Atlassian's Q4 fiscal year 2026 earnings call. Thank you for joining us today. On the call with me today, we have Atlassian's CEO and Co-founder, Mike Cannon-Brookes, and Chief Financial Officer, James Chuong. Earlier today, we published a shareholder letter and press release with our financial results and commentary for our Q4 of fiscal year 2026. The shareholder letter is available on the investor relations section of our website, where you will also find other earnings-related materials, including the earnings press release and supplemental investor data sheet. As always, our shareholder letter contains management's insight and commentary for the quarter, during the call today, we'll have a brief opening remarks and then focus our time on Q&A. This call includes forward-looking statements. Forward-looking statements involve known and unknown risks, uncertainties, and assumptions.

Speaker #2: Earlier today we published the shareholder letter and press release with our financial results and commentary for our fourth quarter of fiscal year 2026. The shareholder letter is available on the Investor Relations section of our website, where you will also find other earnings-related materials, including the earnings press release, and supplemental investor data sheet.

Speaker #2: As always, our shareholder letter contains management insight and commentary for the quarter, the during-the-call today we'll have a brief opening remarks, and then focus our time on Q&A.

Speaker #2: This call will include forward-looking statements, forward-looking statements involve known and unknown risks, uncertainties, and assumptions. If any such risks or uncertainties materialize, or if any of the assumptions prove incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.

Martin Lam: If any such risks or uncertainties materialize, or if any of the assumptions prove incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. You should not rely upon forward-looking statements as predictions of future events. Forward-looking statements represent our management's beliefs and assumptions only as of the date such statements are made, we undertake no obligation to update or revise such statements should they change or cease to be current. Further information on these and other factors that could affect our business performance and financial results is included in filings we make with the Securities and Exchange Commission from time to time, including the section titled Risk Factors in our most recently filed annual and quarterly reports. During today's call, we will also discuss non-GAAP financial metrics.

Speaker #2: You should not rely upon forward-looking statements as predictions of future events. Forward-looking statements represent our management's beliefs and assumptions only as of the date such statements are made, and we undertake no obligation to update or revise such statements should they change or cease to be current.

Speaker #2: Further information on these and other factors that could affect our business performance and financial results is included in filings we make with the Securities and Exchange Commission from time to time.

Speaker #2: Including the section titled Risk Factors and our most recently filed annual and quarterly reports. During today's call we will also discuss non-GAAP financial metrics.

Speaker #2: These non-GAAP financial metric measures are in addition to and are not a substitute for or superior to measures of financial performance prepared in accordance with GAAP.

Martin Lam: These non-GAAP financial measures are in addition to, are not a substitute for or superior to, measures of financial performance prepared in accordance with GAAP. A reconciliation between GAAP and non-GAAP financial measures is available in our shareholder letter, earnings release, and investor datasheet on the investor relations section of our website. We'd like to allow as many of you to participate in Q&A as possible. Out of respect for others on the call, we'll take one question at a time. With that, I'll turn the call over to Mike for opening remarks.

Speaker #2: A reconciliation between GAAP and non-GAAP financial measures is available in our shareholder letter, earnings release, and investor data sheet on the Investor Relations section of our website.

Speaker #2: We'd like to allow as many of you to participate in Q&A as possible out of respect for others on the call. We'll take one question at a time.

Speaker #2: With that, I'll turn the call over to Mike for opening remarks.

Speaker #3: Thank you all for joining us today. As you've already read in our shareholder letter, Q4 was another outstanding quarter. Capping off an incredible fiscal year for Atlassian.

Mike Cannon-Brookes: Thank you all for joining us today. As you've already read in our shareholder letter, Q4 was another outstanding quarter, capping off an incredible fiscal year for Atlassian. Total revenue grew 28% to $1.8 billion. Cloud revenue surged to $1.2 billion as growth accelerated again, up 31% year over year. RPO grew 44% year over year to $4.8 billion, and we delivered a GAAP operating margin of 12%. We're firing across all of our strategic priorities, enterprise, the system of work, and AI, all while driving durable, profitable growth. In the enterprise, we had an all-time record quarter at the $1 million level, the $3 million level, and the $5 million level of deals. With our $3 million ARR customers growing over 50% year on year, and our $5 million ARR customers growing over 70%.

Speaker #3: Total revenue grew 28% to $1.8 billion, cloud revenue surged to $1.2 billion, as growth accelerated again up 31% year over year. RPO grew 44% year over year to 4.8 billion, and we delivered a GAAP operating margin of 12%.

Speaker #3: We're firing across all of our strategic priorities: enterprise, the system of work, and AI, all while driving durable, profitable growth. In the enterprise, we had an all-time record quarter at the $1 million level, the $3 million level, and the $5 million level of deals.

Speaker #3: With our $3 million ARR customers growing over 50% year on year, and our $5 million ARR customers growing over 70%. In the Atlassian system of work, leading enterprises like Google Cloud are using our platform to power the way their teams collaborate.

Mike Cannon-Brookes: In the Atlassian system of work, leading enterprises like Google Cloud are using our platform to power the way their teams collaborate. In AI, Rovo is now used by over 80% of the Fortune 500. Rovo-assisted actions grew 50% over the prior quarter. Rovo adopters, that is customers using Rovo, continue to grow their ARR at more than twice the rate of non-adopters. When we think about what AI is doing for Atlassian, the results speak for themselves. Customers are getting real value from the AI embedded directly into their workflows, and it's translating into direct growth in our business. Customers are committing more deeply to the Atlassian platform because of the value delivered. We're seeing longer customer commitments, larger deals, stronger seat expansion, great cross-sell momentum, and higher NRR.

Speaker #3: And in AI, Rovo is now used by over 80% of the Fortune 500. Rovo-assisted actions grew 50% over the prior quarter, and Rovo adopters—that is, customers using Rovo—continue to grow their ARR at more than twice the rate of non-adopters.

Speaker #3: When we think about what AI is doing for Atlassian, the results speak for themselves. Customers are getting real value from the AI-embedded directly into their workflows, and it's translating into direct growth in our business.

Speaker #3: Customers are committing more deeply to the Atlassian platform because of the value delivered. We're seeing longer customer commitments, larger deals, stronger seat expansion, great cross-sell momentum, and higher NRR.

Speaker #3: Last quarter we recognized customers like Nvidia and ResMed at Team 26. But how they're putting the Atlassian platform to work in the AI era to drive their businesses using the teamwork graph.

Mike Cannon-Brookes: Last quarter, we recognized customers like Nvidia and ResMed at Team '26 for how they're putting the Atlassian platform to work in the AI era to drive their businesses using the Teamwork Graph. The reason customers like these and many more are getting so much value from Atlassian comes down to a key structural advantage. That advantage is context. We believe models will keep improving and organizations will hire that intelligence by the token. Context, their internal knowledge, experience, and memory is much harder for organizations to build, and it cannot be hired. With the Teamwork Graph, we have 25 years of deep data about work. That's enabled us to build one of the best context graphs that exists for enterprise knowledge, now spanning over 200 billion objects and connections.

Speaker #3: The reason customers like these and many more are getting so much value from Atlassian comes down to a key structural advantage and that advantage is context.

Speaker #3: We believe models will keep improving, and organizations will hire that intelligence by the token. But context their internal knowledge, experience, and memory is much harder for organizations to build, and it cannot be hired.

Speaker #3: With the teamwork graph, we have 25 years of deep data about work. That's enabled us to build one of the best context graphs that exists for enterprise knowledge, now spanning over 200 billion objects and connections.

Speaker #3: For agents grounded in the teamwork graph, organizations can see up to 44% more accurate answers, while consuming 48% fewer tokens. In short, it enables to get customers' results from their AI that are cheaper, better, and faster.

Mike Cannon-Brookes: For agents grounded in the Teamwork Graph, organizations can see up to 44% more accurate answers while consuming 48% fewer tokens. In short, it enables to get customers results from their AI that are cheaper, better, and faster. Context is a clear compounding differentiator. I shared more on this in my investor Loom. As you've read in our shareholder letter, we're executing well on our long-term strategy from a position of strength, and we're seeing this play out each quarter in our strong results. The best is truly yet to come for Atlassian. With that, I'll pass the call to the operator for Q&A.

Speaker #3: Context is a clear compounding differentiator, a shed more on this in my Investor Loom. As you've read in our shareholder letter, we're executing well, and our long-term strategy.

Speaker #3: From a position of strength, and we're seeing this play out each quarter in our strong best is truly yet to come for Atlassian. With that, I'll pass the call to the operator for Q&A.

Speaker #1: We will now begin the question and answer session. If you have a question, please press star followed by the 1 on your phone. If you'd like to withdraw from the queue, please press star followed by the 2.

Operator: We will now begin the question and answer session. If you have a question, please press star followed by the one on your phone. If you'd like to withdraw from the queue, please press star followed by the two. Your first question comes from Adam Wood from Morgan Stanley. Please go ahead, Adam.

Speaker #1: Your first question comes from Adam Wood from Morgan Stanley. Please go ahead, Adam.

Speaker #4: Hi, thanks so much for taking the question, and congratulations on an amazingly strong end to the year. I just wanted to ask about the subscription ARR framework, obviously, it's a kind of newer framework to us, and that again had another great end to the year, 23% growth.

Adam Wood: Hi. Thanks so much for taking the question and congratulations on an amazingly strong end to the year. I just wanted to ask about the subscription ARR framework. Obviously, it's a kind of newer framework to us. You again, had another great end to year with 23% growth. For the fiscal year, 2027 guide is down to 18%. Could you maybe just help us out around the difference between Cloud and Data Center within that, and how much of this is kind of some moderation around new seats expansion, et cetera, and how much of it is around prudence around the macro and continued scaling of the enterprise go-to-market engine, please? Thank you.

Speaker #4: But the fiscal year 27 guide is down to 18. Could you maybe just help us out around the difference between cloud and data center within that, and how much of this is kind of some moderation around new seats, seat expansion, et cetera, and how much of it is around prudence around the macro and continued scaling of the enterprise go-to-market engine, please?

Speaker #4: Thank you.

Speaker #2: Thanks, Adam, for the question. And welcome to the coverage. First, I would highlight that we're really pleased to see the strength that we saw in the quarter printing ARR growth, sub-ARR growth of 23% year over year.

James Chuong: Thanks, Adam, for the question, and welcome to the coverage. First, I would highlight that we're really pleased to see the strength that we saw in the quarter printing ARR growth, sub-ARR growth of 23% year-over-year. When it comes to the guide, we'll continue to take a thoughtful and prudent approach here. Really balancing the momentum that we're seeing in the business, the demand signals that we're getting from our customers with the uncertainty as you look out, in the macro environment, fiscal policy and geopolitical landscape. As you mentioned, this is the first time we'll be issuing ARR guidance for the full fiscal year. We're also still early in the fiscal year here, so taking a bit more of a prudence approach in that H2 of FY 2027.

Speaker #2: When it comes to the guide, we'll continue to take a thoughtful and prudent approach here, really balancing the momentum that we're seeing in the business, the demand signals that we're getting from our customers, with the uncertainty as you look out in the macro environment, fiscal policy, and geopolitical landscape.

Speaker #2: And as you mentioned, this is the first time we'll be issuing ARR guidance for the full fiscal year. We're also still early in the fiscal year here, so taking a bit more of a prudence approach in that second half of FY27.

James Chuong: It's also worth noting that, in FY 2026, the ARR year-over-year growth rate benefited by approximately one point from the acquisition of DX at the close of November, in 2025. That's our fiscal Q2. We'll be lapping that DX acquisition and the healthy acceleration that we saw in the H2 of FY 2026. Of course, we're going to still continue to scale our enterprise go-to-market sales motion as we unlock the opportunities that we see in front of us. All up feel really good about the state of the business here. Coming off a quarter where RPO landed at 44% year-on-year, NRR was north of 120%. Here just taking a balanced and prudent approach to the guide.

Speaker #2: It's also worth noting that in FY26, the ARR year over year growth rate benefited by approximately 1 point from the acquisition of DX at the close of November in 2025.

Speaker #2: That's our fiscal Q2. And so we'll be lapping that DX acquisition and the healthy acceleration that we saw in the second half of FY26.

Speaker #2: And of course, we're going to still continue to scale our enterprise go-to-market sales motion as we unlock the opportunities that we see in front of us.

Speaker #2: So all up, you're really good about the state of the business here. And coming off a quarter where RPO landed at 44% year on year, NRR was north of 120%.

Speaker #2: So here, just taking a balanced and prudent approach to the guide.

Speaker #4: That's very helpful, thank you.

Adam Wood: Very helpful. Thank you.

Speaker #1: Your next question comes from Alan Vukoski from US Bank Corp. Please go ahead.

Operator: Your next question comes from Alan Zukowski from U.S. Bancorp. Please go ahead.

Speaker #5: Hey guys, thanks for taking the question and congrats from me as well on another blowout quarter. You've been highlighting that the teamwork graph is driving a 44% improvement in task efficiency and a 48% reduction in token usage.

Alan Zukowski: Hey, guys. Thanks for taking the question, and congrats from me as well on another blowout quarter. You've been highlighting that the Teamwork Graph is driving a 44% improvement in task efficiency and a 48% reduction in token usage. Can you elaborate on how these gains are showing up in your customers' deployments and how they're influencing customer conversations, buying behavior, and overall sales cycle dynamics?

[Analyst] (US Bancorp): Hey, guys. Thanks for taking the question, and congrats from me as well on another blowout quarter. You've been highlighting that the Teamwork Graph is driving a 44% improvement in task efficiency and a 48% reduction in token usage. Can you elaborate on how these gains are showing up in your customers' deployments and how they're influencing customer conversations, buying behavior, and overall sales cycle dynamics?

Speaker #5: Can you elaborate on how these gains are showing up in your customers' deployments and how they're influencing customer conversations, buying behavior, and overall sales cycle dynamics?

Speaker #6: Hi Alan, sure. I can take that one. Look, I can tell you I've met more than 60 customers over the last six weeks world, and the teamwork graph and AI come up in every single conversation I've had.

Mike Cannon-Brookes: Hi, Alan. Sure. I can take that one. Look, I can tell you I've met more than 60 customers over the last six weeks in five different countries around the world, the Teamwork Graph and AI come up in every single conversation I've had. You can see from our results, those customers are continuing to expand their use of the Teamwork Collection, either upgrading to it if they're buying single applications or adding to the seats as they move into more of their knowledge workers and across the organization. AI and the Teamwork Graph is one of the biggest reasons. It's one of the top two reasons quoted by our customers for their reason to upgrade to the Cloud and to upgrade to the Teamwork Collection. The question is why and where those results come from.

Speaker #6: You can see from our results that those customers are continuing to expand their use of the Teamwork Collection, either upgrading to it if they're buying single applications, or adding to seats as they move more of their knowledge workers into it and across the organization.

Speaker #6: And AI and the teamwork graph is one of the biggest reasons. It's one of the top two reasons quoted by our customers for their reason to upgrade to the cloud and to upgrade to the teamwork collection.

Speaker #6: Now, the question is why and where those results come from. Again, our applications have a lot of connections to other applications around their world, right?

Mike Cannon-Brookes: Again, our applications have a lot of connections to other applications around their world. Whether that's their CRM system, whether that's their documentation knowledge systems. We have for about eight years, been building the Teamwork Graph as the best way to get answers across all of those applications for their users for their agents, which increasingly ask a lot of questions in a very short period of time. The quality of those answers is directly related to the query ability of our graph, the density of that graph, so the amount of information and the connections we have between it, the quality of the social and collaboration graph, the people information that we have, and fundamentally the breadth of information, the number of contexts you have.

Speaker #6: Whether that's their CRM system, whether that's their documentation knowledge systems, we have, for about eight years, been building the teamwork graph as the best way to get answers across all of those applications for their users, or for their agents, which increasingly ask a lot of questions in a very short period of time.

Speaker #6: The quality of those answers is directly related to the query ability of our graph, the density of that graph, so the amount of information and the connections we have between it, the quality of the social and collaboration graph, the people information that we have, and fundamentally, the breadth of information, the number of contexts you have.

Speaker #6: We outlined a little bit of this in the shareholder letter, and there are a number of videos that show direct examples of where that gain comes from.

Mike Cannon-Brookes: We outlined a little bit of this in the shareholder letter, there's a number of videos that show direct examples of where that gain comes from. Fundamentally, the better answers, the quality of information across all those applications we can give to your agents, the less tokens they consume and the less time it takes them to get to an equivalent quality answer. Customers are seeing that. It's based on all of the structured and unstructured workflows we have from those customers over the last 25 years. For all those customers that are adopting the Teamwork Collection and the Teamwork Graph coming inside that, I frequently get asked, Do I have to buy the Teamwork Graph? The answer is no, you already have it.

Speaker #6: Fundamentally, the better answers, the quality of information across all those applications we can give to your agents, the less tokens they consume and the less time it takes them to get to an equivalent quality answer.

Speaker #6: Customers are seeing that. It's based on all of the structured and unstructured workflows we have from those customers over the last 25 years. And for all those customers that are adopting the teamwork collection and the teamwork graph coming inside that, I've frequently got asked do I have to buy the teamwork graph?

Speaker #6: And the answer is no, you already have it. I can often go and say you have 150 million objects and connections in your teamwork graph today, and they're like, I do.

Mike Cannon-Brookes: I can often go and say, You have 150 million objects and connections in your Teamwork Graph today. They're like, I do? Then we can do live demos. We can show them in real-time their own graph, how it works using the COI. It's an amazingly powerful story, especially in an age where all of the customers are asking about token costs and AI spend. It's an incredibly powerful story about how we can actually connect their organizational knowledge, their history, directly to those AI agents and give them a cost and performance, better quality answers and cheaper answers. It's a very powerful story, one we've been building for a long time and very customer-resident in all those conversations.

Speaker #6: And then we can do live demos. We can show them in real time their own graph, how it works using the CLI, it's an amazingly powerful story.

Speaker #6: Especially in an age where all of the customers are asking about token costs and AI spend, it's an incredibly powerful story about how we can actually connect their organizational knowledge, their history, directly to those AI agents and give them a cost and performance, better quality answers and cheaper answers.

Speaker #6: So it's a very powerful story, one we've been building for a long time, and very customer resonant in all those conversations.

Speaker #1: Your next question comes from Ryan McWilliams from Wells Fargo. Please go ahead.

Operator: Your next question comes from Ryan MacWilliams from Wells Fargo. Please go ahead.

Speaker #5: Hey, thanks for taking the question. For James, we'd love to hear about the components of what drove CloudStrength in the fourth quarter beyond the guidance.

Ryan MacWilliams: Hey, thanks. Thanks for the question. For James, would love to hear about the components of what drove Cloud strength in Q4 beyond the guidance. Was it more customer seat additions or more Teamwork Collection? As you thought about approaching this full year Cloud guide in this uncertain environment, were there any changes to guidance philosophy overall? Thanks.

Speaker #5: Was it more customer seat additions or more teamwork collection? And as you thought about approaching this full year Cloud Guide in this uncertain environment, was there any changes to guidance philosophy overall?

Speaker #5: Thanks.

James Chuong: Yeah. Thanks, Ryan. No, the philosophy really remains the same here. On the Cloud revenue drivers here on the $49 million beat, maybe I'll start with the fact that and highlight the fact that the Data Center migrations to Cloud were really in line with expectations and not a contributor to the $49 million beat. It's progressing well and in line with our expectations for FY 2026, contributing approximately mid to high single digits to the Cloud growth revenue. The two primary drivers here of the outperformance were really the cross-sell and seat expansion that we were seeing, similar to what we saw in Q3. On the cross-sell side, we continue to see strong uptake in our collections across Service Collection and Teamwork Collection.

Speaker #2: Yeah, thanks Ryan. No, the philosophy remains really remains the same here. And on the cloud revenue drivers here, on the $49 million maybe I'll start with the fact that and highlight the fact that the DC migrations to cloud were really in line with expectations and not a contributor to the $49 million beat.

Speaker #2: It's progressing well and in line with our expectations for FY26, contributing approximately mid to high single digits to the cloud growth revenue. So the two primary drivers here of that outperformance were really the cross-sell and seat expansion that we were seeing similar to what we saw in Q3.

Speaker #2: On the cross-sell side, we continue to see strong uptake in our collections across service collection and teamwork collection. Service collection revenue growth accelerated in Q4.

James Chuong: The Service Collection revenue growth accelerated in Q4, just a strong signal of the AI adoption that we're seeing and that Mike mentioned a little bit earlier here. In fact, we're seeing over 3x increase in agentic automations in Service Collection as customers are continuing to deploy more agents beyond IT teams in HR, legal, finance, and marketing teams. Again, also great to see the recognition here being named a leader in Gartner's Magic Quadrant for conversational AI platforms for employee services. We also continue to see a lot of strong performance on the Teamwork Collection side. A good reminder that Teamwork Collection is still the best vehicle for customers to adopt and unleash AI on the Atlassian platform.

Speaker #2: This is just a strong signal of the AI adoption that we're seeing, and that Mike mentioned a little bit earlier here. In fact, we're seeing over 3x increase in agentic automations in service collection as customers are continuing to deploy more agents beyond IT teams, in HR, legal, finance, and marketing teams.

Speaker #2: So again, also great to see the recognition here being named a leader in Gartner's Magic Quadrant for conversational AI platforms for employee services. We also continue to see a lot of strong performance on the teamwork collection side.

Speaker #2: That's a good reminder that teamwork collection is still the best vehicle for customers to adopt and unleash AI on the Atlassian platform. This is where customers are upgrading to increased robo credits.

James Chuong: This is where customers are upgrading to increased Rovo credits, giving customers what they want in terms of the predictability as well as the ability to really load balance those tokens across their organizations. We're seeing that drive our strong ARPU uplift here as well. Really, I think what this shows is that customers are consolidating their collaboration stack onto the Atlassian platform, recognizing the value that the Teamwork Graph really brings here. We do see that in the results with Teamwork customers having four to five times more paid seats, for instance, than standalone Jira or Confluence customers.

Speaker #2: It's giving customers what they want in terms of the predictability as well as the ability to really load balance those tokens across their organizations.

Speaker #2: And we're seeing that drive our strong ARPU uplift here as well. So really, I think what this shows is that the customers are consolidating their collaboration stack onto the Atlassian platform, recognizing the value that the teamwork graph really brings here.

Speaker #2: And we do see that in the results with teamwork customers having four to five times more paid seats per instance than standalone Jira or Confluence customers.

Speaker #5: Thank you for the color. Thank you.

Ryan MacWilliams: Thanks for the color. Thank you.

Speaker #1: Your next question comes from Carl Kiewsted from UBS. Please go ahead.

Operator: Your next question comes from Kyle Kuzsted from UBS. Please go ahead.

Speaker #5: Well, thanks, James. A number of software stocks this week have been clocked on weaker-than-expected margin performance as their AI use goes up and their AI mix goes up.

Kyle Kuzsted: Thanks, James. A number of software stocks this week have been clocked on weaker than expected margin performance as their AI use goes up and their AI mix goes up, yet I'm looking at the Atlassian results and your margins, despite you guys also experiencing an uptick in AI usage, holding in there very well. I'm wondering if you can explain that difference, what you guys might be doing, cost structure might be different. That might be helpful. Thank you.

Karl Keirstead: Thanks, James. A number of software stocks this week have been clocked on weaker than expected margin performance as their AI use goes up and their AI mix goes up, yet I'm looking at the Atlassian results and your margins, despite you guys also experiencing an uptick in AI usage, holding in there very well. I'm wondering if you can explain that difference, what you guys might be doing, cost structure might be different. That might be helpful. Thank you.

Speaker #5: And yet, I'm looking at the Atlassian results and your margins despite you guys also experiencing an uptick in AI usage, holding in there very well.

Speaker #5: And I'm wondering if you can explain that difference, what you guys might be doing cost structure might be different. That might be helpful. Thank you.

Speaker #2: Start with that. Again, on the margin guide here, as Mike and I stated back in the Q3 shareholder letter, we're committed to driving durable, profitable growth here.

James Chuong: Start with that. Again, on the margin guide here, as Mike and I stated back in the Q3 shareholder letter, we're committed to driving durable, profitable growth here and a positive GAAP operating margin target for FY 27 really sets us on that path to accelerate and expand GAAP profitability over time. In terms of drivers, look, the big part of that is disciplined hiring approach, right? We talked about that as well as reallocating resources against some of the biggest opportunities in ROI that we see right now, as well as moderating the stock-based compensation here. We're going to continue to judiciously invest in AI and scale our enterprise sales motion, where we do see a lot of customer demand right now and our ability to really kind of capture that sustained opportunity in front of us.

Speaker #2: And a positive GAAP operating margin target for FY27 really sets us on that path: accelerate and expand GAAP profitability over time. And in terms of drivers, look, the big part of that is a disciplined hiring approach, right?

Speaker #2: We talked about that as well as reallocating resources against some of the biggest opportunities in ROI that we see right now, as well as moderating the stock-based compensation here.

Speaker #2: At the same time, we're going to continue to judiciously invest in AI and scale our enterprise sales motion, where we do see a lot of customer demand right now, and our ability to really kind of capture that sustained opportunity in front of us.

Speaker #2: So that goes to really help inform the six and a half gap operating margin guide for Q1 and the 4.5% gap operating margin for FY27 as we continue to focus on driving that profitability and growing that over time.

James Chuong: That goes to really help inform the 6.5% GAAP operating margin guide for Q1 and the 4.5% GAAP operating margin for FY 2027 as we continue to focus on driving that profitability and growing that over time.

Speaker #4: Yeah, look, Carl, I can add on from the gross margin and the COG side. I would say it's a classic Atlassian story of being thoughtful and long-term thinking.

Mike Cannon-Brookes: Yeah. Look, Kyle, I can add on from the gross margin and the COGS side. I would say it's a classic Atlassian story of being thoughtful and long-term thinking, long-term orientation. We've talked for 3 years now around our AI Gateway and how we think about AI. We've been blending multiple models for a multi-year period, and we're getting really good at it. It's a non-trivial challenge. I give a huge shout-out to all of our R&D teams who've been working on that cost-to-serve question for a long time in terms of getting the best quality at the best price and the best speed. People want fast answers from their AI across Teamwork Graph, across our enterprise search architecture.

Speaker #4: Long-term orientation we've talked for three years now around our AI gateway and how we think about AI, we've been blending multiple models for a multi-year period and we're getting really, really good at it.

Speaker #4: It's a non-trivial challenge. I'll give you a huge shout out to all of our R&D teams who've been working on that cost to terms of getting the best quality at the best price and the best speed, people want to run fast answers from their AI.

Speaker #4: Across teamwork graph, across our enterprise search architecture, which is now the best in the world in terms of giving you answers across your knowledge estate, whether that's to a person, a human, or whether that's to an agent or something querying in that manner from an AI perspective.

Mike Cannon-Brookes: Which is now the best in the world in terms of giving you answers across your knowledge estate, whether that's to a person, a human, or whether that's to an agent or something querying in that manner from an AI perspective. Our ability to blend models, our ability to manage traffic costs over time, is truly phenomenal. We get better at it every quarter, and you can see that we had a huge, continued growth in AI usage. Rovo-assisted actions are up 50% quarter-on-quarter. We've continued to do that and focus on the durable, profitable growth that we've talked about for a while now. It's a huge credit to everyone in the Atlassian team to be able to do that. It's a lot of hard work.

Speaker #4: Our ability to blend models our ability to manage traffic costs over time is truly phenomenal. We get better at it every quarter. And you can see that we had a huge continued growth in AI usage.

Speaker #4: Again, Rogo assisted actions are up 50% quarter on quarter. And we've continued to do that and focus on the durable, profitable growth that we've talked about for a while now.

Speaker #4: So it's a huge credit to everyone on the Atlassian team to be able to do that. It's a lot of hard work. It's a lot of long-term thinking about the architecture that we've built.

Mike Cannon-Brookes: It's a lot of long-term thinking about the architecture that we've built underneath our AI to be able to give those answers in an incredibly competitive value way to our customers as well. Not only do we give them the best answers, we give them the best answers at an incredible price, which is part of the reason you're seeing the growth in the Service Collection, the growth in the Teamwork Collection. Again, as James mentioned, Service Collection, again, accelerating, AI being a huge driver of that service space. Again, hitting record numbers for customer conversions from legacy service providers, et cetera. You see that with our MCP calls as well as an example. That's also non-trivial to serve cheaply, to manage that over time.

Speaker #4: Underneath our AI to be able to give those answers in a in an incredibly competitive value way to our customers as well. So not only do we give them the best answers, we give them the best answers at an incredible price, which is part of the reason you're seeing the growth in the service collection, the growth in the teamwork collection.

Speaker #4: Again, as Jane mentioned, James mentioned, service collection again accelerating AI being a huge driver of that service space. Again, hitting record numbers for customer conversions from legacy service providers, etc.

Speaker #4: So and you see that with our MCP calls as well as an example. That's also non-trivial to serve cheaply. To manage that over time, MCP calls are up 400% in the quarter.

Mike Cannon-Brookes: MCP calls were up 400% in the quarter, with barely a blip in people actually using the applications through the web or through a mobile client. Really happy at where we sit from a technological perspective of being able to deliver this and more improvements to come.

Speaker #4: We've barely a blip in people actually using the applications through the web or through a mobile client. So really happy at where we sit from a technological perspective of being able to deliver this and more improvements to come.

Speaker #5: Got it. Thank you both.

Kyle Kuzsted: Got it. Thank you both.

Karl Keirstead: Got it. Thank you both.

Speaker #1: Your next question comes from Greg Moskowitz from Mizuho. Please go ahead, Greg.

Operator: Your next question comes from Gregg Moskowitz from Mizuho. Please go ahead, Gregg.

Speaker #3: All right, great. Thank you. Congratulations on another tremendous result. It does seem that the teamwork graph, the functional improvements, the Rogo some of the other innovations, the Jira, JSM, etc.

Gregg Moskowitz: All right, great. Thank you. Congratulations on another tremendous result. It does seem that the Teamwork Graph, the functional improvements to Rovo, some of the other innovations to Jira, JSM, et cetera, are really resonating with your customers. In terms of my question, we've seen some market data that have indicated somewhat of a resurgence in developer hiring. Does that align with what you're seeing and hearing across your clients? Secondly, how does the rate of total paid seat expansion this quarter, spanning technical users and knowledge workers, compare to what you've been seeing in recent periods? Thank you.

Speaker #3: are really resonating with your customers. In terms of my question, we've seen some market data that have indicated somewhat of a resurgence in developer hiring.

Speaker #3: Does that align with what you're seeing and hearing across your clients? And secondly, how does the rate of total paid seat expansion this quarter spanning technical users and knowledge workers, how does that compare to what you've been seeing in recent periods?

Speaker #3: Thank you.

Speaker #2: Hey, thanks, Greg. I can start with that and maybe throw it over to Mike. To Ryan's question a little bit earlier about some of the cloud outperformance drivers that we saw, I talked about the cross-sell side of it.

James Chuong: Hey, thanks, Greg. I can start with that and maybe throw it over to Mike. To Ryan's question a little bit earlier about some of the Cloud outperformance drivers that we saw, I talked about the cross-sell side of it, and we are seeing customers continue to go wall-to-wall with Atlassian here and continue to adopt higher editions and move towards Teamwork Collection, Service Collection. I think importantly, we're seeing that growth in Teamwork Collection while also seeing continued strong seat expansion in our core Jira and Confluence offerings here. This expansion is broad-based. Recall that roughly two-thirds of users across Jira and Confluence are knowledge workers, right? These are non-software development teams, really sitting in HR, legal, finance, and really speaks to that diversified user base that we're seeing here.

Speaker #2: And we are seeing customers continue to go wall to wall with Atlassian here and continue to adopt higher additions and move towards teamwork collection, service collection.

Speaker #2: But I think importantly, we're seeing that growth in teamwork collection while also seeing continued strong seat expansion in our core Jira and Confluence offerings here.

Speaker #2: And this expansion has broad-based. Recall that roughly two-thirds of users across Jira and Confluence are knowledge workers, right? So these are non-software development teams.

Speaker #2: We're really sitting in HR, legal, and finance, and it really speaks to that diversified user base that we're seeing here. I think this growth demonstrates that in the AI-driven world, the need for collaboration at the enterprise scale—tracking, planning, managing work—is actually increasing.

James Chuong: I think this growth does demonstrate that in AI-driven world, the need for collaboration at the enterprise scale, tracking, planning, managing work, it's actually increasing. Atlassian is a mission-critical platform here helping our customers orchestrate their teams, their agents, their workflows to really unlock that value in AI and driving real ROI and real outcomes here. That really was the other primary driver of the outperformance that we saw in Cloud, including the cross-sell that I talked about a little bit earlier.

Speaker #2: And Atlassian, is a mission-critical platform here helping our customers orchestrate their teams, their agents, their workflows to really unlock that value in AI. And driving real ROI and real outcomes here.

Speaker #2: And that really was the other primary driver of the outperformance that we saw in cloud, including the cross-sell that I talked about a little bit earlier.

Mike Cannon-Brookes: Look, I can talk about it from a developer or engineering front in a number of different angles, Greg. I know we've talked about this before. We've been long on record. You can look at the receipts. I think there's going to be more developers in the world in five years' time than there are today. The cost of building technology is going down. The amount of technology we're going to build is going to go up. I believe that will continue to be a good trend. We've said this for a number of years. Those are the signals we see in our customers. The ability to grow that is huge. I think secondly, the number of people building technology that we don't necessarily call developers is also growing.

Speaker #4: Look, I can talk about it from a developer or engineering front in a number of different angles, Greg. I know we've talked about this before.

Speaker #4: We've been long on record. You can look at the receipts. I think it's going to be more developers in the world in five years' time.

Speaker #4: Then there are today. The cost of building technology is going down. The amount of technology we're going to build is going to go up.

Speaker #4: I believe that will continue to be a good trend. We've said this for a number of years. Those are the signals we see in our customers.

Speaker #4: The ability to grow that is huge. I think secondly, the number of people building technology that we don't necessarily call developers is also growing.

Speaker #4: So we're seeing people in finance and in HR and in marketing using a lot of these tools to build technology of various different forms.

Mike Cannon-Brookes: We're seeing people in finance and in HR and in marketing using a lot of these tools to build technology of various different forms. Again, we see that in our MCP server usage and our CLI usage, coming across the board in lots of different functional areas, not just inside the engineering fraternity, and I think that's really important. From our perspective, again, the system of work is about helping companies to connect their technology teams with their business teams to have a single platform that allows both sides of the organization in a technology-driven organization. An organization where software is their key competitive advantage. It doesn't make them a technology company. They can be a bank, an insurance company, a healthcare company, a university. There are lots of companies for whom, many organizations in the world, technology is their key competitive advantage.

Speaker #4: Again, we see that in our MCP server usage and our CLI usage, right, coming across the board in lots of different functional areas, not just inside the engineering fraternity.

Speaker #4: And I think that's really important. From our perspective, again, the system of work is about helping companies to connect their technology teams with their business teams to have a single platform that allows both sides of the organization in a technology-driven organization.

Speaker #4: An organization where software is their key competitive advantage. It doesn't make them a technology company. They can be a bank, an insurance company, a healthcare company, a university.

Speaker #4: There are lots of companies for whom many organizations in the world, technology is their key competitive advantage. That is, I believe that is a big growth cycle that we are continuing to participate in.

Mike Cannon-Brookes: I believe that is a big growth cycle that we are continuing to participate in. Our strength is in connecting the technology team to the business team. I do believe that the developer hiring will continue to grow, as we see in our customer signals.

Speaker #4: Our strength is in connecting the technology team to the business team. And I do believe that the developer hiring will continue to grow as we see in our customer signals.

Speaker #3: Very helpful. Thank you.

Gregg Moskowitz: Very helpful. Thank you.

Speaker #1: Your next question comes from DJ Hines from Canaccord. Please go ahead.

Operator: Your next question comes from DJ Hynes from Canaccord. Please go ahead.

Speaker #5: Hey, thank you, guys. Congrats on the next quarter.

DJ Hynes: Hey, thank you, guys. Congrats on a nice quarter. Mike, you gave us some data points around Rovo. The customers who have adopted complete more Jira work, they create more Confluence content, they grow ARR twice as fast. How do you separate the incremental impact of Rovo from the possibility that your most engaged customers are simply the earliest adopters? I'm trying to think about the durability of those trends as we get further along into the Rovo penetration story.

Speaker #2: Mike, you gave us some data points around Rovo and the customers who have adopted complete more of Jira work, that create more Confluence content.

Speaker #2: They grow ARR twice as fast. How do you separate kind of the incremental impact of Rovo from the possibility that you're most engaged customers are simply the earliest adopters?

Speaker #2: I'm trying to think about the durability of those trends as we get further along into the Rovo penetration story.

Speaker #4: Hi, DJ. Let me think about how to answer that one. I would say we see signals that is only going to be a durable trend.

Mike Cannon-Brookes: Hi, DJ. Let me think about how to answer that one. I would say we see signals that is only going to be a durable trend. I do not think it is anything to do with early adopters, to be honest. This is a technology that has been adopted incredibly fast. Again, over 80% of the Fortune 500 are using Rovo. All of the customer meetings that I walk into, and it is a lot, they have Rovo usage, AI usage. They are looking to expand their usage. They are looking to understand. This is a massive sort of super cycle, right? They are customers inevitably trying to work out how can I apply AI and Smarts and the Teamwork Graph and agents to this workflow or that workflow.

Speaker #4: I don't think it's anything to do with early adopters, to be honest. This is a technology that's been adopted incredibly fast. Again, over 80% of the Fortune 500 are using Rovo.

Speaker #4: All of the customer meetings that I walk into and it's a lot, they have Rovo usage, AI usage, they're looking to expand their usage, they're looking to understand.

Speaker #4: This is a massive sort of super cycle, right? They are customers inevitably trying to work out how can I apply AI and smart and the teamwork graph and agents to this workflow or that workflow.

Speaker #4: Structured workflows like in a Jira or a service collection or unstructured workflows like the loom and Confluence and Trello and other areas where they have unstructured workflow that they believe they can make more efficient or importantly higher quality.

Mike Cannon-Brookes: Structured workflows like in a Jira or a Service Collection or unstructured workflows like Loom and Confluence and Trello and other areas where they have unstructured workflow that they believe they can make more efficient or, importantly, higher quality, right? The results of that workflow can be better than they were before. I do not see that as being an early adopter problem. I see it in every single customer I walk into. They are all learning, adopting, moving, and trying. What they are also seeing is the quality of Rovo is incredibly high, right? It outperforms almost every chat tool on the market across their data. The more they connect into the Teamwork Graph, the better those results get because of our context, because of a lot of great work in R&D. I do not think these are sort of early adopter challenges.

Speaker #4: The results of that workflow can be better than they were before. I don't see that as being an early adopter problem; I see it in every single customer I walk into.

Speaker #4: They're all learning, adopting, moving, and trying. What they're also seeing is the quality of Rovo is incredibly high. It outperforms almost every chat tool on the market across their data.

Speaker #4: The more they connect into the teamwork graph, the better those results get. Because of our context. Because of a lot of great work in R&D.

Speaker #4: So I don't think these are sort of early adopter challenges. I think it's a signal of the more people lean in, the better results they get, the better value they feel like they're getting, they're then expanding across more of their business teams, more areas of their organization.

Mike Cannon-Brookes: I think it is a signal of the more people lean in, the better results they get, the better value they feel like they are getting. They are then expanding across more of their business teams, more areas of their organization, or understanding that when they add Strategy Collection or they add DX or they add the Service Collection, the platform, the Teamwork Graph they built just compounds in value for them. One of the reasons Service Collection continues to grow so strongly is because of the compounding effect between the Teamwork Collection and the Service Collection. That is a really important thing for them to understand. I think as we have shown in our addressable market figures of $14 billion within the existing customer base without changing any products or pricing, et cetera, there is a huge amount of upside opportunity still for us to go out and capture.

Speaker #4: Or understanding that when they add strategy collection or they add DX or they add the service collection, the platform, the teamwork graph they've built just compounds in value for them.

Speaker #4: One of the reasons service collection continues to grow so strongly is because of the compounding effect between the teamwork collection and the service collection.

Mike Cannon-Brookes: One of the reasons Service Collection continues to grow so strongly is because of the compounding effect between the Teamwork Collection and the Service Collection. That is a really important thing for them to understand. I think as we have shown in our addressable market figures of $14 billion within the existing customer base without changing any products or pricing, et cetera, there is a huge amount of upside opportunity still for us to go out and capture. That is our challenge to do on a weekly basis.

Speaker #4: And that's a really important thing for them to understand. And I think there's as we've shown in our addressable market figures of $14 billion within the existing customer base without changing any products or pricing, etc.

Speaker #4: There is a huge amount of upside opportunity still for us to go out and capture. And that's our challenge to do on a weekly basis.

Mike Cannon-Brookes: That is our challenge to do on a weekly basis.

Speaker #2: Thank you.

DJ Hynes: Thank you.

Speaker #1: Your next question comes from Koji Ikeda from Bank of America. Please go ahead.

Operator: Your next question comes from Koji Ikeda from Bank of America. Please go ahead.

Speaker #5: Yeah, hey guys. Thanks so much for taking my question. I wanted to ask about kind of the long-term strategy here. And so clearly, the long-term Atlassian share gain thesis is really hinged on owning the enterprise context.

Koji Ikeda: Yeah. Hey, guys. Thanks so much for taking my question. I wanted to ask about kind of the long-term strategy here. Clearly the long-term Atlassian share gain thesis is really hinged on owning the enterprise context. What evidence are you hearing or seeing from your customers, especially the largest ones that you have, that even if they increasingly centralize context inside other AI data layers, the Atlassian Teamwork Graph is still the moat versus potentially becoming a feature? Thank you.

Koji Ikeda [Director: Yeah. Hey, guys. Thanks so much for taking my question. I wanted to ask about kind of the long-term strategy here. Clearly the long-term Atlassian share gain thesis is really hinged on owning the enterprise context. What evidence are you hearing or seeing from your customers, especially the largest ones that you have, that even if they increasingly centralize context inside other AI data layers, the Atlassian Teamwork Graph is still the moat versus potentially becoming a feature? Thank you.

Speaker #5: And so what evidence are you hearing or seeing from your customers, especially the largest ones that you have, that even if they increasingly centralize context, inside other AI data layers, the Atlassian teamwork graph is still the moat versus potentially becoming a feature?

Speaker #5: Thank you.

Speaker #4: Hi, Koji. Look, I can talk to that one. I think context is obviously very hard to build. This is a non-trivial problem. It's a unique differentiator that we have.

Mike Cannon-Brookes: Hi, Koji. Look, I can talk to that one. I think context is obviously very hard to build. This is a nontrivial problem. It's a unique differentiator that we have, and we continue to improve on. We made massive improvements in the last quarter in the Teamwork Graph. The quality of connectors and the information that we have, how we continue to correlate, cross-reference, and infer across that data. For example, skills we can now infer in the talent app inside the Strategy Collection across all the information in the Teamwork Graph in which we're inferring the skills and AI nativity of your employees, for example. The quality of our chat results is up markedly in the last quarter and was already at all-time highs. We're seeing that in a number of true fans of chat growing up and up and up, right?

Speaker #4: And we continue to improve on. We made massive improvements in the last quarter in the teamwork graph. The quality of connectors and the information that we have, our we continue to correlate, cross-reference, and infer across that data for example, skills, we can now infer in the talent app inside the strategy collection across all the information the teamwork graph and which inferring the skills and AI nativity of your employees, for example, the quality of our chat results is up markedly in the last quarter and was already at all-time highs.

Speaker #4: We're seeing that the number of true fans of chat is growing up and up and up, right? The quality of our search, the semantic indexing of code that we showed—there is a lot of hard work to continue to do to make that context, to make the teamwork graph better and better every quarter.

Mike Cannon-Brookes: The quality of our search, the semantic indexing of code that we showed. There is a lot of hard work to continue to do to make that context, to make the Teamwork Graph better and better every quarter. We have more coming. Team EU is in October in Amsterdam. No doubt there will be further improvements shown there. I don't think it's as simple as every organization will have one graph and we're done. I think most organizations will have three to five large-scale knowledge graphs, and we intend to be one of those three. We believe we have a significant advantage at the moment, and continue to invest, as James said, in our AI and R&D teams to continue to make that accessible and to make that value and quality continue to improve.

Speaker #4: We have more coming. Team EU is in October in Amsterdam, no doubt there will be further improvements shown there. I don't think it's as simple as every organization will have one graph and we're done.

Speaker #4: I think most organizations will have three to five large-scale knowledge graphs and we intend to be one of those three. We believe we have a significant advantage at the moment and continue to invest as James said.

Speaker #4: In our AI and R&D teams to continue to make that accessible and to make that value and quality continue to improve. The teamwork graph, importantly, we opened up at Team 26 US, which is a really important step with our MCP server, with our command line unifier CLI, the ability to put the teamwork graph to access its information in any agentic harness that you're using are the chat applications, agents running on other platforms is really important.

Mike Cannon-Brookes: The Teamwork Graph, importantly, we opened up at Team '26 US, which is a really important step with our MCP server, with our command line interface, so CLI. The ability to put the Teamwork Graph to access its information in any agentic harness that you're using, other chat applications, agents running on other platforms, is really important. This is about being an interconnected part of a customer's technology estate. It's about the Atlassian platform being a strategic piece in the puzzle of how it is that they run their business. I think that integration is a really important point. We're seeing that the reason we talk about the MCP server, MCP and CLI users in the quarter passing 1 million now. We don't know where that puts us in a world scale, but I think it's one of the biggest MCP servers that exist.

Speaker #4: This is about being an interconnected part of a customer's technology estate. It's about the Atlassian platform being a strategic piece in the puzzle of how it is that they run their business.

Speaker #4: And I think that integration is a really important point. We're seeing that the reason we talk about the MCP server, MCP and CLI users in the quarter passing a million now.

Speaker #4: We don't know where that puts us in a world scale, but I think it's one of the biggest MCP servers that exist. More than doubling in the quarter is because of people getting to the teamwork graph, getting to that context, from their agents wherever they're deployed.

Mike Cannon-Brookes: More than doubling in the quarter is because of people getting to the Teamwork Graph, getting to that context from their agents wherever they're deployed. Again, we also signed and increased our partnerships with all of the foundation labs during the quarter. We released Cursor and Claude and GitHub agents within Jira to again bring our interfaces, those agents into our interfaces, so you can use them as natively as possible, so that we are part of the network of tools that help an integral part, a strategic part of the network of tools that helps those companies to do what they need to do. I think the Teamwork Graph has incredible long-term promise, and we continue to invest heavily to ensure that it remains the best source of context an enterprise can get.

Speaker #4: Again, we also signed and increased our partnerships with all of the foundation labs during the quarter. We released cursor and Claude and GitHub agents within Jira to again bring our interfaces those agents into our interfaces.

Speaker #4: So you can use them as natively as possible so that we are part of the network of tools that help and integral part strategic part of the network of tools that help those companies to do what they need to do.

Speaker #4: I think the teamwork graph is has incredible long-term promise and we continue to invest heavily to ensure that it remains the best source of context and enterprise can get.

Speaker #5: Thanks so much.

Koji Ikeda: Thanks so much.

Koji Ikeda [Director: Thanks so much.

Speaker #1: Your next question comes from Alex Zukin from Wolf Research. Please go ahead, Alex.

Operator: Your next question comes from Alex Zukin from Wolfe Research. Please go ahead, Alex.

Speaker #3: Yeah, hey guys. Thanks for taking my question. Just a few I guess, if you had to think about what really happened this quarter, that seemingly unlocked and unblocked the enterprise motion, because it did seem like there was a meaningful inflection in large deal activity and consequently your RPO.

Alex Zukin: Yeah. Hey, guys. Thanks for taking my question. Just a few. I guess, if you had to think about what really happened this quarter that seemingly unlocked and unblocked the enterprise motion, because it did seem like there was a meaningful inflection in large deal activity and consequently your RPOs. It'd be just great to get maybe an extra lens on what was the unlock or the unblock that you saw?

Speaker #3: So just great to get maybe an extra lens on what was the unlock or the unblock that you saw?

Speaker #4: Thanks, Alex. I would say the most important thing is there was no unblock. So I would say this is a continued delivery of the activity we've seen over the last two, three, or four quarters.

Mike Cannon-Brookes: Thanks, Alex. I would say the most important thing is there was no unblock. I would say this is a continued delivery of the activity we've seen over the last 2 quarters, 3 quarters, 4 quarters. We've talked for 3 or 4 years about how we continue to improve our enterprise motion. That is on a technology side, compliance. We shipped HIPAA compliance, for example, for Rovo during the quarter. The enterprise group is doing a fantastic job on a technology side about making these tools, technologies, applications, collections available to companies at scale, at incredible scale now in the Cloud, in different geographies with different compliance requirements. Technology-wise, we're doing a great job.

Speaker #4: We've talked for three or four years about how it continued to improve. Our enterprise motion, that is on a technology side, compliance. We shipped HIPAA compliance, for example, for ROVO during the quarter.

Speaker #4: So the enterprise group is doing a fantastic job on a technology side about making these tools technologies, applications, collections available to companies at scale at incredible scale now in the cloud.

Speaker #4: In different geographies, the different compliance requirements. So technology-wise, we're doing a great job. We've continued to improve over the last few years. The human side of our enterprise connectivity, as we become more of a strategic partner, from sales to customer success to all of the groups that have to interact with our customers at the enterprise level, we've continued to do a better and better job every week.

Mike Cannon-Brookes: We've continued to improve over the last few years the human side of our enterprise connectivity as we become more of a strategic partner, from sales to customer success, to all of the groups that have to interact with our customers at the enterprise level. We've continued to do a better and better job every week for the last multiple years. You see those results coming through. The customer adoption is a continued trend, right? The RPO acceleration that we have seen again is about customers simply understanding our platform, seeing more value across multiple collections in the strategic platform sense of Atlassian, and then signing hence longer deals, larger deals, and then expanding their footprint. That's why you see the strong NRR numbers and the strong RPO numbers. The most important thing I would say is it's not a singular unlock.

Speaker #4: For the last multiple years, and you see those results coming through. The customer adoption is a continued trend, right? The RPO acceleration that we have seen again is about customers simply understanding our platform, seeing more value across multiple collections in the strategic platform sense of Atlassian, and then signing hence longer deals, larger deals, and then expanding their footprint.

Speaker #4: That's why you see the strong NRR numbers and the strong RPO numbers. So the most important thing I would say is it's not a singular unlock.

Speaker #4: It is many years of hard work, continual work across lots of areas of the business, behind a deep belief in the strength we have in the enterprise segment.

Mike Cannon-Brookes: It is many years of hard work, continual work across lots of areas of the business, behind a deep belief in the strength we have in the enterprise segment. James?

Speaker #4: James.

Speaker #3: Excellent.

James Chuong: Excellent. Just maybe to add to that, I do want to reiterate what Mike said, that it's not an overnight thing. We got sort of similar questions last quarter about Service Collection when we had announced the $1 billion ARR growing north of 30% year on year. Those are quarters and years of investments that we're making here. If you take a look at the enterprise go-to-market motion that we're continuing to evolve here, we really are still early stages when you think about the fact that we're in 85% of the Fortune 500, but really that only represents roughly 10% or so of our total revenue. There's still a lot of headroom there. Mike shared some of these stats a little bit earlier, but our $3 million cohort, that's 164 customers, growing 50% year over year.

Speaker #2: Alex, and just maybe to add to that, I do want to reiterate what Mike said that it's not an overnight thing. We got sort of a similar questions last quarter about service collection when we had announced the billion-dollar ARR growing north of 30% year on year.

Speaker #2: Those are quarters and years of investments that we're making here. And if you take a look at the enterprise go-to-market motion that we're continuing to evolve here, we really are still early stages when you think about the fact that we're in 85% of the Fortune 500, but really that only represents roughly 10% or so of our total revenue.

Speaker #2: There's still a lot of headroom there. And Mike shared some of these stats a little bit earlier, but our $3 million cohort—that's 160 customers—growing 50% year over year.

James Chuong: Our $5 million and greater cohort of customers, that's 69, that's grown 70% year over year. Again, on a base of $6.6 billion of ARR, it really just highlights how early we are here in terms of the opportunity.

Speaker #2: Our five million and greater cohort of customers, that's 69. And that's going 70% year over year. But again, on a basis of six and a 6.6 billion of ARR, it really just highlights how early we are here in terms of the opportunity.

Speaker #3: Overnight success, three years in the making. I guess maybe just on the initial ARR guide, James, I think it implies roughly flat organic net new ARR in fiscal '27.

Alex Zukin: Overnight success, 3 years in the making. I guess maybe just on the initial ARR guide, James, I think it implies roughly flat organic net new ARR in FY 2027. You said you're reflecting the same level of prudence that Atlassian has used historically in its outlook. Is there anything different exiting FY 2026 that increases the confidence in those numbers given some of those dynamics that you guys just went over? Maybe just help level set that a little bit.

Speaker #3: And you said you're reflecting the same level of prudence that you have historic that Atlassian has used historically in its outlook. Is there anything different exiting fiscal 26 that increases the confidence in those numbers, guys just went over?

Speaker #3: Maybe just help level-set that a little bit.

Speaker #2: Yeah, no, again, I'll just say again, really pleased with the momentum that we're carrying into FY 27. Again, subs ARR growth of 23%, RPO growth of 44% year over year.

James Chuong: Yeah. No, again, I will just say again, we are really pleased with the momentum that we are carrying into FY27. Again, sub-ARR growth of 23%, RPO growth of 44% year-over-year. We do really feel good about the state of the business and the healthy, broad-based customer demand signals that we are seeing. As I mentioned a little bit earlier, worth noting the FY26 ARR year-over-year growth rate did benefit from approximately a point from the DX acquisition. When it comes to that initial guide of 18% for subs growth for FY27, again, taking a balanced and thoughtful approach here. It is still early in the year here, so just adding a bit more prudence to that second half of FY27. Hopefully that gives you some color there.

Speaker #2: So, we do really feel good about the state of the business and the healthy, broad-based customer demand signals that we're seeing. And as I mentioned a little bit earlier, it's worth noting the FY26 ARR year-over-year growth rate did benefit by approximately a point from the DX acquisition.

Speaker #2: So when it comes to that initial guide of 18% for subs growth for FY 27, again, taking a balance and thoughtful approach here, and it's still early in the year here.

Speaker #2: So, just adding a bit more prudence in that second half of FY27. Hopefully that gives you some color there.

Speaker #3: Thank you, guys.

Alex Zukin: Thank you, guys.

James Chuong: Yep.

Speaker #1: Your next question comes from Rob Owen from Piper Sandler. Please go ahead. Is Rob on the line? We will move to our next.

Operator: Your next question comes from Rob Owens from Piper Sandler. Please go ahead. Is Rob on the line?

Rob Owens: Sorry about that. Hello?

Speaker #4: Sorry about that.

Speaker #1: Question instead. Please go ahead.

Operator: Please go ahead.

Speaker #4: Hello, can you hear me?

Rob Owens: Hello, can you hear me? Yeah, my apologies. Question was around increased Rovo credits with customers and how that's helping drive strong ARPU uplift. I'm just curious, at what point might we start to contemplate a more consumptive element to the model? Within the Rovo install base of customers using it, can you give us any increased color on how often they're coming back? Have you seen multiple increases, and just what that's doing to ARPU overall? Thanks.

Speaker #3: Yeah, my apologies. So question was around increased ROVO credits with customers and how that's helping drive strong RPO uplift. And just curious, at what point might we start to contemplate a more consumptive elements to the model?

Speaker #3: And within the ROVO install base of customers using it, can you give us any increased color on how often they're coming back? Have you seen multiple increases in just what that's doing to RPO overall?

Speaker #3: Thanks.

Speaker #4: Hi, Rob. Look, as we said, we continue to see a great increase in ROVO assisted actions, which is probably a rough proxy for credit usage.

James Chuong: Hi, Rob. Look, as we said, we continue to see a great increase in Rovo-assisted actions, which is probably a rough proxy for credit usage. It's not directly linear, but the 50% quarter-on-quarter growth gives you a sense of the customer adoption of Rovo across the areas. Secondly, as we've said, the Teamwork Collection, with approximately 10 times as many Rovo credits included, is a great motivator, inducement for upgrade in terms of hitting those limits and looking at upgrading the Teamwork Collection, both in terms of moving to the Teamwork Collection, but also expanding the number of seats, the breadth of deployment. Again, as we talk about, as they see the Teamwork Graph working in multiple different types of teams, you see seat increases, right? Which is, again, driving that ARPU number, if you're looking at a really macro level that is happening there.

Mike Cannon-Brookes: Hi, Rob. Look, as we said, we continue to see a great increase in Rovo-assisted actions, which is probably a rough proxy for credit usage. It's not directly linear, but the 50% quarter-on-quarter growth gives you a sense of the customer adoption of Rovo across the areas. Secondly, as we've said, the Teamwork Collection, with approximately 10 times as many Rovo credits included, is a great motivator, inducement for upgrade in terms of hitting those limits and looking at upgrading the Teamwork Collection, both in terms of moving to the Teamwork Collection, but also expanding the number of seats, the breadth of deployment. Again, as we talk about, as they see the Teamwork Graph working in multiple different types of teams, you see seat increases, right? Which is, again, driving that ARPU number, if you're looking at a really macro level that is happening there.

Speaker #4: It's not directly linear, but the 50% quarter-on-quarter growth gives you a sense of the customer adoption of ROVO across the areas. Secondly, as we've said, the teamwork collection with approximately 10 times as many ROVO credits included is a great motivator, inducement for upgrade, in terms of hitting those limits and looking at upgrading the teamwork collection, both in terms of moving to the teamwork collection, but also expanding the number of seats the breadth of deployment again, as we talk about, as they see the teamwork graph working in lots of different types of teams, you see seat increases, right?

Speaker #4: Which is, again, driving that RPO number if you're looking at a really macro level that is happening there. We have a series of consumptive elements today, and we continue to work on how we judiciously and prudently roll out consumption-based offerings.

James Chuong: We have a series of consumptive elements today. We continue to work on how we judiciously and prudently roll out consumption-based offerings. We talked about both the direct consumption-based offering for overages, and secondly, the Flex model, which we continue to work on to allow customers to opt in to the entire Atlassian platform with a sort of dollar-based commitment that they can use across various different collections and consumptive elements in a singular package. Both of which are early in their cycle, hold great promise for the future, but as always, we maintain our sort of long-term thinking position and working through there. Right now, the simplest thing I would say is that the Teamwork Collection and the Service Collection are the vehicles for AI monetization, right?

Mike Cannon-Brookes: We have a series of consumptive elements today. We continue to work on how we judiciously and prudently roll out consumption-based offerings. We talked about both the direct consumption-based offering for overages, and secondly, the Flex model, which we continue to work on to allow customers to opt in to the entire Atlassian platform with a sort of dollar-based commitment that they can use across various different collections and consumptive elements in a singular package. Both of which are early in their cycle, hold great promise for the future, but as always, we maintain our sort of long-term thinking position and working through there. Right now, the simplest thing I would say is that the Teamwork Collection and the Service Collection are the vehicles for AI monetization, right?

Speaker #4: We talked about both the direct consumption-based offering for overages, and secondly, the flex model, which we continue to work on to allow customers to opt in to the entire Atlassian platform as a with a sort of dollar-based commitment that they can use across various different collections and consumptive elements in a singular package.

Speaker #4: Both of which are early in their cycle, hold great promise for the future. But as always, we maintain our sort of long-term thinking position and are working through there.

Speaker #4: Right now, the simplest thing I would say is that the Teamwork collection and the Service collection are the vehicles for AI monetization, right? Customers adopting those, driving the usage within those—that is, as we've said, the vehicle to measure AI monetization and adoption.

James Chuong: Customers adopting those, driving the usage within those, as we said, that's the vehicle to measure AI monetization and adoption, and both are going very strongly.

Mike Cannon-Brookes: Customers adopting those, driving the usage within those, as we said, that's the vehicle to measure AI monetization and adoption, and both are going very strongly.

Speaker #4: And both are going very, very strongly.

Speaker #1: Thank you. And that concludes our question and answer session. I will now turn the call over to Mike for closing remarks.

Operator: Thank you. That concludes our question and answer session. I will now turn the call over to Mike for closing remarks.

Speaker #4: Look, thank you, everyone, for joining the call today. As always, we appreciate the thoughtful questions and continued support. A huge shout out to everyone across the Atlassian team.

Mike Cannon-Brookes: Look, thank you everyone for joining the call today. Always, we appreciate the thoughtful questions and continued support. A huge shout-out to everyone across the Atlassian team. Another great quarter into the books and continued long-term thinking and hard work to deliver for our customers. I hope to see as many of those customers and as many of you on the investment community at Team '26 Europe, which is coming up in October. Other than that, have a kick-ass day.

Speaker #4: Another great quarter into the books and continued long-term thinking and hard work to deliver for our customers. I hope to see as many of those customers and as many of you on the investment community at Team 26 Europe, which is coming up in October.

Q4 2026 Atlassian Corp Earnings Call

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