GitLab Alliances Handbook

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2. GitLab Alliances Handbook

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On this page

• Alliances Mission
• Who are we
• Open to Collaboration
  • Interested in a GitLab Technology Partnership?
• Sales Alignment with Platform Partners
• Criteria for Successful Partnerships
• GitLab Delivery Models
• Acquisitions
  • Inbound Alliance Requests if at GitLab
  • Google Docs
  • MDF Cloud Credit Reimbursement Process
  • License Requests
    • Self-managed
    • GitLab.com

Alliances Mission

Accelerate GitLab’s trajectory by connecting the great work every team is doing with the outside world

Who are we

• Nima Badiey, VP, Alliances
• Mayank Tahilramani, Director, Alliances {Focused on Strategic Public Cloud Partnerships}
• Pete Goldberg, Director, Alliances {Focused on Strategic Public Cloud Partnerships}
• Vick Kelkar, Director, Alliances {Focused on Strategic Private Cloud Partnerships}
• Kasim Ahmad, Business Development Manager {Focused Alliance Co-Sell Partnerships}
• Mike LeBeau, Manager, Alliances {Focused on Ecosystem Partners}

GitLab Team: Please visit the Private Alliance Handbook Page for additional information about Alliance Partners.

Open to Collaboration

GitLab is an open product with a Core, open-source edition and an enterprise, open-core edition, with additional features that are closed-source.

We're open to integrations with companies and tools that are interested in harnessing GitLab's platform capabilities, user flows and data with their products.

For a list of the GitLab Technology Partners.

Interested in a GitLab Technology Partnership?

GitLab is open to collaboration and committed to building technology partnerships in the DevOps ecosystem. If you are interested in becoming a GitLab Technology Partner, learn more on our Integrate with us page.

If you want to talk to us about a partnership please create a New Partner Issue and share details about the technical integration, end user benefits and business relationship that you would ideally want. When creating an issue, please select new_partner issue template in the drop down.

Sales Alignment with Platform Partners

We are able to connect with sales and technical teams at platform partners to accelerate deals and add value for customers.The best way to engage with platform partners is with active opportunities that include expansion for an existing customer and POV or technical evaluation for a prospect.

1. Reference Google Docs to review the sales enablement material on co-selling with the partner.
2. Identify active opportunities (at or about to enter Stage 3) or expansion with current customers.
3. Register the opportunities using the partner registration forms included below. This will allow us to gather the required information to register them in the partner's portal. Once the submission is approved by the partner, we will get an introduction to the account manager covering that account. This can take up to 3-5 business days.
4. For any questions on the above steps, navigating enablement material or if an opportunity is fit to engage a partner please reach out to Kasim Ahmad.

AWS Opportunity Registration Form

GCP Opportunity Registration Form

Criteria for Successful Partnerships

1. Exposure - Partnerships which generate more exposure to new segments of audiences, integrations are a good example.
2. Product usage familiarity - more people using GitLab but not necessarily installing their own instance (GitLab.com), open source projects as an example.
3. Adoption - partnerships attracting more people to adopt GitLab for their own instance. Upstream and downstream partners help here.
4. Revenue - Revenue generating partnerships. Users come first but focus on revenue has ensured we have the revenue for sustainable growth.
5. Strategic - partners we find will add strategic value to our long term positioning and often around competitive situations.
6. Alignment - collaboration is stronger and our customers have a great experience when the Product, Marketing, and Sales teams are aligned.

GitLab Delivery Models

There are many ways that GitLab can be both installed (/install/) and once installed many deployment environments that GitLab can target. Below is a structure to think about those options and some of the trade-offs that are made depending on the model.

• Self-managed - customer downloads, installs and maintains themselves
• Marketplace - self-managed but purchased through marketplaces
• GLaaSTS - fully managed (by the cloud provider) private instance of GitLab. Similar to the managed database options clouds offer.
• GitLab.com - fully managed multi tenent offer by GitLab Inc.

Acquisitions

If you are interested to inquire about a potential acquisition of your company please visit our acquisition handbook.

Inbound Alliance Requests if at GitLab

If you've received an inbound alliance request please post a new message to the #alliances Slack channel with the brief description of the request. Once posted, the alliances team will declare who will take lead on that request and the necessary next steps to take.

For Context of the Partnerships we are working on please reference: GitLab Partner Dashboard

Google Docs

1. Gdocs which are shared with the partners should be set to "Anyone with the link". Internal Gdocs should be set to "GitLab".
2. The following structure should be used for Gdoc names: "PARTNER NAME and GitLab".
3. Alliance folder contain current work with partners and are kept by Partner name

MDF Cloud Credit Reimbursement Process

When applying for MDF funds which are reimbursed in the form of cloud credits to a GitLab account follow the following process to make sure all relevant parties are informed:

1. Create issue with the following details on the campaign:
   1. Campaign topic
   2. Timeline
   3. Budget
   4. Marketing targets
2. Budget spend approval and acknowledgement from AWS/Google/etc
3. Future credit acknowledgement - by production team lead

License Requests

When partners and potential partners request free licenses to develop integrations with GitLab most need a self-managed license key. To generate a license follow the steps below according to the type of license.

Self-managed

1. Inquire with the partner how many developer seats will be necessary.
2. Open an issue using the License Issue template.
3. Specify the license is for Ultimate (unless requested otherwise).
4. Specify the term to be 6 months.
5. Specify the appropriate number of seats; if unknown set at 5. The total number of seats should not exceed 10.
6. Provide any relevant details about the purpose and use of the license in the issue.

GitLab.com

1. Inquire with the partner how many developer seats will be necessary.
2. Create an issue under the internal-requests project and choose the plan-change-request template.
3. Set the appropriate number of seats; if unknown set at 5. The total number of seats should not exceed 10.