The SA should either be included in a discovery call or provided with Outcome / Infrastructure / Challenges information uncovered by prior interactions with the account. Occasionally, SA's may support a combination call of discovery and technical demonstration/deep-dive on a single call, but this is suboptimal as the latter approach does not allow the SA time to prepare for and/or tailor the discussion.
The SA is also responsible for any pre-sales technical customer inquiry or audit from associated accounts, including RFI, RFP or security audits. For details on the audit process, proceed to the Security page.
The SA is always responsible for drafting Professional Services SOW's, regardless of the account status (pre- and post-sales).
As a general guideline, no more than 2 Solutions Architects should join any single client-facing call, whether it be assistive for the topic or for learning / shadowing.
Objective - Land new accounts, logos & new teams in existing account with Gitlab Ultimate.
Who is this sales play for?
Ideal Customer Profile - Prospects or new teams in existing customers who are listed in this qualification list for enterprise customers
Target Buyer Personas
|Persona role||Possible titles|
|Economic buyers||CISO or Security Manager, VP of Security, Director of Security, VP of IT or CTO, App/Dev Director|
|Technical influencers||Chief Architect, App Dev Manager|
|Other Personas to consider||Infrastructure Engineering Director, Release and Change Management Director|
Target Account Lists
Consider the following questions:
Primary: SDR, SAL Secondary: SA
Sales Play: New Customers(new logos)
SA and SAL
Sales Play: New Teams(existing customers)
SA and SAL
SA and SAL
Will have specific resources under actions above. This is for additional resources.
|Customer Persona||Services to Consider||Customer Desired Outcomes|
|CISO, CTO, VP Engineering, Director of DevOps Platform or Developer Experience, Head of Digital/DevOps Transformation||Transformative services, slides||reducing functional silos, proactive risk management (e.g. shift left), standardizing CI/CD workflows, and innersourcing collaboration.|
|Sr. Manager App Dev, Director of Engineering||Standard service packages or Custom Scoped Offerings||Customers who are interested in training on one ore more specific topic. Customers who need help in implementing GitLab Self Managed or need data to be migrated to GitLab|
Please copy this checklist per opportunity & update as needed.
Consider these milestones and adjust stages in SDLC as you progress.