Scaling Revenue Through Self-Serve Quoting
90 seconds to Understand Who are Solution Partners
Atlassian Solution Partners are certified consulting and resale companies that help customers plan, implement, and run Atlassian products, especially for complex cloud and enterprise deployments.
They expect Atlassian to give them a smooth, self-serve operating experience with clear economics and program status, modern tools to quote and manage customers without heavy manual support, and enablement and accreditation programs that reliably translate into better discounts, leads, and co-selling opportunities.
My Role
I led the design of the self-serve quoting experience within the Partner Purchasing Centre as the sole designer on this surface. Working within a predefined roadmap, I translated complex billing and system constraints into a scalable experience. Using partner insights gathered through interviews and office hours, I translated real-world needs into a clear quoting model, shaping decisions across interaction patterns, pricing transparency, and system behaviour.
The Challenge or Opportunity at Hand
Partners were stuck in a reactive loop. To configure or submit a quote, they had to open a support ticket, wait for internal teams to respond, and loop back multiple times before anything was finalised.
This wasn't just slow — it was a blocker to scaling. Partners couldn't move at the speed of their customers, and Atlassian couldn't scale partner revenue without scaling headcount in parallel.
The opportunity was clear: give partners the tools to configure, manage, and submit quotes entirely on their own — without needing to involve Atlassian at any step.
Outcome & Impact
The self-serve quoting system launched in Q1 2024 and immediately showed strong adoption signals and measurable efficiency gains across the partner network.
Self-serve quoting proves the model works — partners move faster and convert better. The next phase is to close product coverage gaps, reduce errors and friction, and scale adoption so it becomes the default engine for partner revenue.
Solutions — The 5 Key Interactions
Each interaction was designed to remove a specific blocker from the partner workflow, enabling faster, more accurate quoting without internal dependencies.
Interaction 01
Subscription Selection
Partners can add existing subscriptions, new products, and transfer from external account, in one quote. Each scenario operates across multiple object layers and distinct system logic, but the experience brings them together into a single, coherent flow that hides complexity and keeps partners moving.
Interaction 02
Edit Without Overload
A quote acts as both a summary and an editable workspace. Partners can review everything at a glance and edit any line in place, even as each line carries its own product, plan, tier, user count, and pricing with different valid options per product. The challenge was to surface this depth without overwhelming the table, making inline editing feel fast and precise at scale.
Interaction 03
Margin Clarity
Margin results from layered discounts across products and time, often spanning multi-year terms with different billing schedules and proration rules. In the previous experience, Partners struggled to reconcile the numbers, eroding trust and driving support tickets. The challenge was to design a margin explanation that supports quick validation and detailed breakdowns, making pricing transparent and defensible without slowing quoting down.
Interaction 04
Bulk Actions
Bulk actions sound simple but break quickly in a system with dependencies, constraints, and eligibility rules. Some subscriptions can be updated together, others cannot. The challenge was to make bulk actions feel fast and reliable, while clearly communicating what is included, excluded, and why, so partners stay in control.
Interaction 05
Error Handling
Partners invest significant time building quotes across many subscriptions and Stripe-driven constraints. In a system with this level of complexity, errors will happen as partners build quotes. The challenge was to make them clear, actionable, and non-blocking at both quote and line level, guiding partners to resolution while preserving their work.
