I would like to understand how other partners are addressing Atlassian’s upcoming announcement regarding usage-based pricing, which is set to go live shortly.
When the commercial relationship is direct between Atlassian and the end customer, the model is straightforward. However, for the partner channel, it presents significant ambiguities: while the customer can exceed the included allowances for specific meters, the partner remains ultimately responsible to Atlassian for the resulting invoice.
Furthermore, extra usage (and its corresponding toggle to enable metered features beyond the allowance) can be activated by both the customer and the partner. This creates potential exposure—for example, if a customer makes intensive use of Rovo credits—leading to situations where the customer may be unwilling or unable to pay, as well as disputes regarding who enabled the option in the first place.
A clear example of this risk is a public sector entity that has procured Jira through a fixed-price tender. In this scenario, the billing profile is in the partner’s name, placing the contractual payment obligation squarely on the partner. If the customer can unilaterally activate extra usage, the partner absorbs an unmanageable and non-transferable financial risk.
With this in mind, I would appreciate learning how you are managing this situation within your organizations (e.g., contractual clauses, spending limits, extra usage restrictions, consumption alerts, etc.).
Thank you in advance for sharing your insights and experiences!
