Support integrations with companies that are leaders in their categories and enable them to work well with GitLab.
We will actively work to ensure strong integrations (i.e., Jira) through partnerships (Alliance team) that will be driven by customer demand.
Through product integrations, GitLab helps developers compile all their work into one tool that can be accessed anywhere. We have worked closely through partnerships to provide developers with a single DevOps experience. GitLab has created partnerships and incorporated integrations with a number of companies including Aqua Security, ARM, AWS, Bitnami, Canonical, Datadog, Digital Ocean, D2IQ, GCP, Mattermost, NetApp, Microsoft, Portworx, Rancher, Suse, Sysdig, Upbound, VMware, Whitesource, and many more.
Interested in a GitLab Technology Partnership?
If you want to talk to us about a partnership please create a shared Google Doc that includes: details about the technical integration, end user benefits and business relationship that you would ideally want. Then please contact the Alliances team.
Primary monetization is through the sales of software licensing/support that integrates with GitLab
Platform Partners. These are critical partnerships and will be prioritized to support our customer demands.
Cloud partners. For example AWS, Google, Azure, Digital Ocean, IBM
Kubernetes partners: Red Hat, Rancher, VMWare, Mesosphere, Cisco, NetApp, etc.
Outbound: There is a core set of priority outbound partnerships we will maintain and focus on.
Those are: GitHub, BitBucket, Jira and Jenkins
Inbound: GitLab plays well with others.
This means we will support integrations to make them successful by enabling them within our product but we encourage other integration partners to make and maintain the integration with us.
The work required to deliver the integration will be provided by the partner.
For go-to-market initiatives with inbound partners, we are open to collaboration but expect them to lead the effort.
Sell-to Partners - Most of CNCF and majority of tech partners.
VAR/VAD (Value Added Reseller or Distributor) - Channel services including resale, implementation, contracting, support, financing etc.
DMR (Direct Market Reseller)- primary business is resale of the software, often does not implement. Value are the contracts that these partners have in place with customers.
Training Partners - focus on training companies, teams and often certifications
Criteria for successful partnerships
Exposure - Partnerships which generate more exposure to new segments of audiences, integrations are a good example.
Product usage familiarity - more people using GitLab but not necessarily installing their own instance (GitLab.com), open source projects as an example.
Adoption - partnerships attracting more people to adopt GitLab for their own instance. Upstream and downstream partners help here.
Revenue - Revenue generating partnerships. Users come first but focus on revenue has ensured we have the revenue for sustainable growth.
Strategic - partners we find will add strategic value to our long term positioning and often around competitive situations.
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
GitLab Hosted - same code as self managed but maintained by a third party
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.
Moving to Helm
GCP, AWS, DO, etc
user/month or hour
Active installations per hosting platform
Total active installations per hosting platform (Total, AWS, Azure, GCP, IBM, Red Hat, Digital Ocean, etc) in a given calendar month.
Product Download by distribution method
Total downloads by installation method (Omnibus, Cloud native helm chart, Source, etc).
If you are interested to inquire about a potential acquisition of your company please visit our acquisition handbook.
Handling 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.
Gdocs which are shared with the partners should be set to "Anyone with the link". Internal Gdocs should be set to "GitLab".
The following structure should be used for Gdoc names: "PARTNER NAME and GitLab".
Alliance folder contain current work with partners and are kept by Partner name
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:
Create issue with the following details on the campaign:
Budget spend approval and acknowledgement from AWS/Google/etc
Future credit acknowledgement - by production team lead
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.
Inquire with the partner how many developer seats will be necessary.