Business Operations

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Purpose

Overview of systems, workflows and processes for the three functional groups - Sales, Marketing and Customer Success - that work closely together. This section is a singular reference point for operational management of the database and where the most up-to-date workflows, routing, rules and definition sets are managed. Tracking all tools, license allocation, admins and contracts for the combined Marketing & Sales Operations tech stack. Tips, tricks and how to's for the various applications and external resources that will help user be more productive in the business systems.

Reaching the Teams (internally)

Tech Stack

Applications & Tools Who Should Have Access Whom to Contact w/Questions Admin(s)
Clearbit Account Executives
Account Managers
Outbound SDR
Inbound BDR
JJ Cordz (primary)
Francis Aquino
JJ Cordz
Francis Aquino
DiscoverOrg Mid-Market AEs
Outbound SDR
Francis Aquino Francis Aquino
DoGood Online Marketing
SDR Team Lead
Nicholas Flynn Nicholas Flynn
JJ Cordz
Drift Inbound BDR Molly Young (primary)
JJ Cordz (integration)
JJ Cordz
FunnelCake Sr Director Demand Gen
Marketing OPS
Online Marketing
JJ Cordz
Google Analytics Sr Director Demand Gen
Marketing OPS
Online Marketing
Product Marketing
Content Marketing
JJ Cordz JJ Cordz
Google Tag Manager Online Marketing JJ Cordz
GovWin IQ Sales - Federal Francis Aquino Francis Aquino
InsightSquared Executives
Sales Leadership
Francis Aquino Francis Aquino
LeanData Marketing OPS
Sales OPS
JJ Cordz (primary)
Francis Aquino
JJ Cordz
Francis Aquino
LicenseApp Access via GitLab credentials Francis Aquino
LinkedIn Sales Navigator Sales Leadership
Account Executives
Account Managers
Outbound SDR
Inbound BDR
JJ Cordz JJ Cordz
Marketo Marketing OPS
Online Marketing
Content Marketing
Field Marketing
JJ Cordz JJ Cordz
Optimizely Online Marketing JJ Cordz
Outreach.io Account Executives
Account Managers
Outbound SDR
Inbound BDR
Francis Aquino (primary)
JJ Cordz
Chet Backman
Francis Aquino
JJ Cordz
Chet Backman
Piwik Online Marketing Online Marketing Manager
Salesforce Sales Leadership
Account Executives
Account Managers
Outbound SDR
Inbound BDR
Solutions Architects
Marketing OPS
Not related to quotes or lead routing: Francis Aquino

Lead Routing/Scoring/Source: JJ Cordz
Francis Aquino
JJ Cordz
Sertifi Account Executives
Account Managers
Francis Aquino Francis Aquino
Terminus Online Marketing Emily Kyle (primary)
JJ Cordz
JJ Cordz
Unbounce Marketing OPS
Online Marketing
Content Marketing
Field Marketing
Design
JJ Cordz JJ Cordz
WebEx Marketing OPS JJ Cordz JJ Cordz
Zendesk Access via Salesforce Lee Matos Francis Aquino
Zoom Access via GitLab credentials PeopleOPS PeopleOPS
Zuora Access via Salesforce Wilson Lau (primary)
Francis Aquino (secondary)
Francis Aquino

Operations License Tracking & Contract Details (document can only be accessed by GitLab team members)

Glossary

Term Definition
Accepted Lead A lead a Sales Development Representative or Business Development Represenative agrees to work until qualified in or qualified out
Account An organization tracked in salesforce.com. An account can be a prospect, customer, former customer, integrator, reseller, or prospective reseller
AM Account Manager
AE Account Executive
APAC Asia-Pacific
BDR Business Development Representative
CS Customer Success
EMEA Europe, Middle East and Asia
Inquiry an Inbound request or response to an outbound marketing effort
IQM Initial Qualifying Meeting
MQL Marketo Qualified Lead - an inquiry that has been qualified through systematic means (e.g. through demographic/firmographic/behaviour lead scoring)
NCSA North, Central, South America
Qualified Lead A lead a Sales Development Representative or Business Development Representative has qualified, converted to an opportunity and assigned to a Sales Representative (Stage 0-Pending Accpetance)
RD Regional Director
Sales Admin Sales Administrator
SAO Sales Accepted Opportunity - an opportunity Sales agrees to pursue following an Inital Qualifying Meeting
SDR Sales Development Representative
SLA Service Level Agreement
SCLAU Abbreviation for SAO (Sales Accepted Opportunity) Count Large and Up
SQO Sales Qualified Opportunity
TEDD Technology, Engineering, Development and Design - used to estimate the maximum potential users of GitLab at a company
Won Opportunity Contract signed to Purchase GitLab

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