As a company we have to be great at providing multiple journeys. The contributor, user, and buyer journey involve different people going through them, different metrics, different hand-offs, and different teams providing them. Most companies never master a journey, a few companies master one: Ubuntu mastered the contributor journey, Atlassian the user journey, and Oracle the buyer journey. Our ambition is to master all three.
The hard thing is that during a journey you have multiple hand-offs between departments and teams. These hand-off points need to be well defined and work for both teams. It is essential to measure all steps of the journey to see where an improvement would have the greatest effect.
A contributor is someone who contributed to GitLab with code, documentation, a blog article, a tweet, a talk, a meetup, and/or helping on the issue tracker/forum/irc.
People might skip parts of this journey, for example by never contributing code. That is perfectly fine.
|Stage||Measured By||GitLab Owner|
|Install||# Usage Pings ?||Distribution|
|Single User Experience||Usage Ping||UX|
|Invite Other Users||Usage Ping||?|
|Adopt All Features||Usage Ping||? Product & Marketing|
|Invite Other Departments||Usage Ping||?|
|Stage||Measured By||GitLab Owner||Activities|
|Awareness||Impressions/Share of Voice||Marketing||Blog, SEO, Ads, Campaign, AR, PR|
|Initial Contact||Get in touch with us||Marketing||Trial, chat, or contact sales|
|Consideration||Willingness to talk||Marketing and Sales||Initial Qualifying Meeting|
|Enter Buying Cycle||Pipeline stage movement||Sales||Progress through pipeline stages|
|Decision/Purchase||Dollar amount in contract||Sales, Finance, Legal||Sign our paper/submit PO|
|Adoption||Usage ping of different DevOps stages||Customer Success|
|Reference||Scale of reference-ability: e.g. more points for video; then blog; public reference; private reference||Customer Advocates||Published material or entry to reference database|
|Contribute||More than a reference, the customer contributes to the GitLab project or community||Community Advocates||Code; feature requests; Customer Advisory Boards|
Refer to our handbook page on buyer's journey definitions for a more detailed explanation.
Users and buyers realize that they have a problem or challenge which could be solved through some sort of outside software or service. At this stage, they are trying to define the scope and the relative impact and size of the problem.
The focus is on educating potential buyers about the problems they are facing, the business impact of their problems, and the reality that others are successfully solving the same problem.
Users and buyers understand the problem they are trying to solve and the business impact/value of addressing the problem and are now actively seeking and evaluating potential remedies to their business issue. In this stage they are focused on identifying options that meet their specific requirements and needs.
The focus is on positioning GitLab as a viable and compelling solution to a potential buyer's specific problem.
Users and buyers have concluded that they need to invest in solving a specific business problem and are now comparing and evaluating specific options. In this stage, they are evaluating and comparing different options in order to identify the ideal solution for their specific situation.
The focus is on key information that a buyer needs to justify GitLab as their chosen solution.