Pricing, payment, and billing

Pricing, payment, and billing is an integral part of selling your app on the Atlassian Marketplace. Learn about our revenue-sharing models, how to set or change prices for your app, what a remittance report looks like, and more.

Payment models

We offer three payment models for Atlassian apps: Paid via Atlassian, Paid via Vendor, and Free.

Paid via Atlassian

Customers pay a fee to use your apps, and evaluate and purchase them directly from Atlassian. These apps use the Atlassian Licensing API, and Atlassian provides automated sales and licensing reports to you as a Paid via Atlassian app partner.

Note: Currently, this isn't available for Bitbucket and Compass cloud apps. You can request Paid via Vendor for Bitbucket Cloud apps at Developer and Marketplace support.

Paid via Vendor

Customers pay a fee to use your apps, and purchase them from you or your external website. You supply your own licensing and billing system.

Free

Customers don't pay to use your app. Free apps generally use open-source licensing.

How do I change the payment model?

You can change the payment model for existing apps in the following scenarios:

• Free → Paid via Vendor
• Paid via Vendor → Free

You can't change the payment model in the following situations:

• Paid via Atlassian → Paid via Vendor
• Paid via Atlassian → Free
• Free → Paid via Atlassian
• Paid via Vendor → Paid via Atlassian

If you try to change the payment model in these cases, you'll see the following message:

How can I fix this?

You'll need to release a new version with this change in place.

Additionally, if the app is transitioning to Paid via Atlassian, then make sure the following required licensing parameters are added:

For server apps

In your atlassian-plugin.xml. add/remove licensing param <param name="atlassian-licensing-enabled">true</param> from atlassian-plugin.xml.

For details, see Adding licensing support to server apps.

For Connect apps

Set the enableLicensing flag in the app descriptor file to true to add licensing or remove the flag to set the app version to free.

For details, see Cloud app licensing.

How does revenue sharing work for Paid via Atlassian apps?

As a partner, Atlassian will pay you the following percentages of gross revenue for Jira, Jira Service Desk, and Confluence apps:

• 85% for cloud apps
• 75% for Data Center apps
• 75% for server apps

This pricing is effective 1 April 2022 through 31 December 2025.

For Atlassian products not stated above, you will receive a revenue share of 75% across all hosting types. For more information, see Section 4.2 of the Atlassian Marketplace Partner Agreement.

When do I get paid for my Paid via Atlassian app sales?

We owe you remittance for your sales after you reach $500 USD in profit. We pay you within 30 days after the end of the month in which you accrue $500+ USD in profit.

This means that we pay you within a minimum of 30 days from the time of sale, and no more than 60 days after. We designed this time frame around customer support needs, refunds, and chargebacks (payment disputes). We offer the same 30-day refund period for your apps as we do for other Atlassian products. After 30 days, we don't grant refund requests to customers.

Atlassian may remit funds early at our discretion.

How do Atlassian resellers work?

Solution Partner resellers

Employing Atlassian's worldwide network of Atlassian Solution Partners resellers gives you a sales multiplier. When you opt into this program, Solution Partners can purchase your app for their clients at a discount from the list price. You can opt in or out of the program on a per-listing basis, and when you edit pricing details for your app.

For more information, see Section 4.9 of the Atlassian Marketplace Partner Agreement.

Other resellers

Paid via Atlassian apps can't offer discounts to organizations that aren't part of the Atlassian Solution Partners program. If you'd like to sell your app at discount to individual customers, you can create a sales promotion.

Pricing and fees

How do I set or change prices for my app?

You can set the initial pricing for your app when you submit it for approval on the Marketplace.

To change prices for your app:

1. Log in to https://marketplace.atlassian.com/ with your partner account.
2. Select Manage vendor account from the profile menu in the upper right.
3. Select your app's name from the list.
4. Select the Pricing tab, then select Cloud, Data Center or Server. If your app is only compatible with one delivery model, then only one option would be displayed.
5. Select Edit and make your changes accordingly.
6. Select Submit pricing to confirm your changes.

Your change becomes active and will reflect on the Marketplace site in 24 hours. Following this, new customers will pay updated prices.

How should I price my cloud app?

Our “Price Guidance“ feature helps you compare the tier price for your apps against the same tier price for server and average price of all Data Center apps.

Below are the two guidance values available via the Marketplace app pricing tool:

Cloud - Server price ratio guidance

This guidance value is a ratio of monthly per user price of the cloud version and the approximated monthly per user price of the server version for your app for each price tier.

As this guidance value is the ratio between your app price for cloud and server version, it will keep changing as you update the price for your cloud app tiers, helping you compare the price differences between your server and cloud app deployments, and price your apps accordingly.

Calculating Cloud - Server price ratio guidance

• Average monthly price for each tier: Divide each tier's average annual price by 10, since we charge 10 times monthly price as annual price for cloud apps.
• Monthly average per user price for each tier: Divide the total monthly price of the tier with the number of users in the current tier. Note, given the tier structure for server pricing, we use the price of unlimited tiers to calculate the per user price for 10,000 users and above tiers.
• Cloud-Server price guidance ratio: Divide the cloud app price by the server app price for the same tier. Refer to the Price guidance column in the sample screenshot below:

Normalized price ratio guidance

The normalized price guidance is the approximate per user average monthly price of all Data Center apps calculated for the maximum number of users in each tier, which is normalized with reference to the price of the [11-100] tier for your app. Because this normalization is done against the price of the [11-100] tier, this guidance value will keep changing as you change the price for this tier.

This guidance value signals how the app's price can be discounted across tiers for all of the Marketplace by setting lower per user price for higher tiers. The steps below show how we calculate the normalized price guidance value:

Calculating Normalized Price Ratio Guidance:

• Average annual price across all Data Center apps: Take the average price of all apps for the number of users equal to the max user count for each cloud tier. i.e. To calculate the average annual price for the [101-250] tier, we took the average of all Data Center app prices for 250 users.
• Average monthly price for each tier: Divide each tier's average annual price by 10, since we charge 10 times the monthly price as the annual price for cloud apps.
• Monthly per user price (PUP) for each tier: Subtract the total monthly price of the previous lower tier from the tier's price. Divide the remaining value with the difference in the number of users between the current tier and the previous lower tier.
• Normalized average monthly per user price for all DC apps: Set the guidance per unit price for the [1-100] tier equal to the per unit price of the same tier for your app. Normalize the price for all the other tiers on the basis of this per user price. Refer to the Price guidance column in sample screenshot below:

How can I align my pricing with Atlassian’s core product pricing?

Our goal is to provide you with the tools and flexibility needed to price your apps for the customers in cloud. As we continue to help customers adopt and migrate to our cloud products, pricing and total cost of ownership continue to be our priority. We want to ensure that the value our customers gain from Atlassian products and apps outweighs their investment.

To do this, we introduced key changes in the past year to help you align your pricing effectively with Atlassian’s core product pricing:

1. Opt-in app migration discounts (July 2020) - These migration discounts reduce the total cost of ownership gap between on-premise and cloud. Through this, the impact of pricing being a blocker to migrations will be minimized.

2. Opt-in dual licensing (September 2020) - To help customers save on migration costs, customers can take advantage of Free license extensions for up to one year.

   We know how important pricing flexibility is to your business, especially the ability to deliver targeted promotions to customers to support specific scenarios. If you have existing cloud apps, you may already be familiar with promo codes. These promo codes are also widely used by Atlassian’s field sales and advocate teams to reduce friction in app adoption for larger customers.

Can I offer my app at a discount or promotion?

Yes, you can. Learn more about sales promotions.

App purchasing

Are Marketplace apps available to purchase worldwide?

We sell to customers everywhere, except for trade-embargoed countries subject to United States export restrictions. We help Marketplace Partners collect any taxes applicable for the customer's locale.

Can customers pay for apps with purchase orders (POs)?

Unfortunately customers can't pay for apps with POs. Like Atlassian products, buying apps through a purchase order (PO) is not supported. Customers can reference purchase orders with their invoice. Learn more about POs.

How do you handle quotes, checks, and bank transfers?

For Paid via Atlassian apps, the Marketplace handles quotes, checks and bank transfers the same way as Atlassian products.

Billing

How does the remittance, invoice, and payment process work?

From August 1, 2020, each month you will receive two emails from ap@atlassian.com:

• An email with a remittance report.
• An email with a CSV of the summarized bill and bill credits.

For any enquiries about a payment or report, email Accounts Payable at ap@atlassian.com. Also, see Frequently asked questions below.

Note, the numbering convention for transactions in these emails is:

• Prefix MPV: Summarized sales
• Prefix MPVCR: Summarized refunds
• Invoice Number - “AT”: ELA bill
• Invoice Number - “AT”+suffix A: Concession bill
• Invoice Number - “ATL”+suffix A: 10k bill

Remittance report

This report contains:

• Summarized bill based on accumulated amount of the invoices (sales) for the month (MPV).
• Summarized bill credit based on accumulated credit memos (refunds) for the month (MPVCR).

The following appear as separate line items in the remittance report and are not reflected in the Marketplace Portal:

• ELA (bills): This is the customer’s redemption of ELA credits that were previously prepaid. This is denoted by the prefix “AT”.

• Concession (bills): This occurs when Atlassian gives a full discount to the customer, but maintains and pays the liability to the partner.

  • Community licenses
  • Free licenses
  • Customer concessions

Items that are included in the summarized bill (total sales for the month) on the remittance report, but are not reflected in the Marketplace Portal:

• 10K Licenses
• Adjustments - For example, a canceled refund.

The following screenshot shows an example remittance report:

Note that this report is an updated version of the remittance report that was sent prior to August 1, 2020.

CSV of the summarized bill and bill credits

This CSV file contains the details of the summarized bill and bill credits. Note that this CSV was not sent prior to August 1, 2020.

Each record in the CSV includes the following information:

• Sale Date
• Order ID
• License ID (Host SEN)
• Customer Name
• App Name
• Sale Price
• Net Revenue
• Reference # (Remittance report reference #)

Concessions and ELA bills will not show up in the .CSV, as this is a $0 transaction to the customer.

Be aware that the expected date of the remittance report and the payment of a given month is between the 17th-20th of the payment month.

The following screenshot shows an example CSV:

Frequently asked questions

1. What if my remittance report doesn’t match my remittance payment? For any enquiries about a payment or report, email Accounts Payable at ap@atlassian.com.

2. When can we expect to see 10k license bills on the remittance report? We plan to introduce higher user tiers for marketplace apps before the end of CY 2020, which should eliminate this problem.

3. Why are there items included in the summation bill but not reflected in the Marketplace Partner Portal?

   • Concessions: This occurs when Atlassian gives full discount ($0 invoices) to the customer but maintain and pays the liability to the partner. This is denoted on your remittance report with the suffix A for the manual concession bills. The original invoice number is “AT+Bill Number-suffix A.”
   • Canceled refunds/adjustments: These changes would have been made after the information is synced in the Marketplace Portal for a specific time period.

What if a customer requests a refund?

Atlassian offers full refunds within the first 30 days from a purchase, no questions asked.

Refund requests that fall between 31-60 days from a purchase will be at the discretion of Atlassian, unless the per-partner refund total exceeds $1,500. In that case, Atlassian will seek approval from the partner prior to issuing a refund.

In the event of upgrade requests between 31-90 days post-purchase, Atlassian will opt to reallocate funds for the remaining maintenance toward the higher-tiered license. This allows us to appease the customer while increasing revenue to our partners. Find out more.

Customer upgrades and renewals

How do license upgrades work?

Paid via Atlassian app licenses have to exactly match the Atlassian host product license.

For example, if a customer has a Confluence license for 500 users, they need to purchase the same license for apps. For Server and DC, If customers upgrade their product license but not their app license, then we alert the product administrator to upgrade the app license for your app according to your change in product license. For Cloud apps, app tier is upgraded along with the product tier upgrade to ensure that app and product tier always remain in sync. Learn more about license upgrades

How do renewals work?

'Paid via Atlassian' app licenses for Server or Data Center come with one year of maintenance just like any other Atlassian product. Maintenance includes support and access to any version upgrades for a year from the date of purchase. When maintenance expires, customers have to renew app licenses to receive support or maintenance for the next 12-month period.

For cloud Paid via Atlassian app licenses, we offer both monthly and annual billing options to customers. Based on the customer billing cycle, the app is renewed either for one month or for a 12-month period. Please note that cloud subscriptions that renew monthly are setup for automatic renewals by default.

Our renewal system automatically notifies customers when the app licenses are about to expire. A customer can renew in advance of expiration to ensure uninterrupted access to support and software updates. Learn more about maintenance renewals