My friend Ludovic pointed me to a post from Mike Cannon-Brooks on their journey scaling Atlassian. The experience is captured in this (great) presentation (1 MB, .pdf). This made me nostalgic about the Collaxa time. It is interesting to bump into this post the same day Jive Software raises $15MB to scale out sales and marketing. Having been on both the Collaxa side and the Oracle side, I think that organic demand driven sales is the only approach for smaller companies to scale and compete against more establis hed vendors. Another justification as to why Joel Spolsky is doing a World Tour to scale out FogBugz.