Earnings statement customer reference identification and outreach is a continuous activity that occurs across each new quarter in support of the public earnings package. By identifying customers as part of this process, they enter the referencing “pipeline” to provide valuable proof points for the earnings statement and additional customer story content in the future.
Use the Earnings Toolkit to perform outreach, get customer legal permissions, and created the needed content.
Please reach out to the Product CAB Manager (slack the cab-internal channel) before you nominate a customer for the Product CAB. Typically the customer profile is enterprise level with over 1200 licenses; however we review every nomination on its own merit
Enablement Video for Nomination Process
We use workflow functionality within ReferenceEdge to encourage sales account owners to nominate customers into the reference program. Find detailed process here. The Customer Reference Manager reviews the reference lead report on a quarterly basis and reaches out to sales to gather customer insight.
Please follow the process in this deck to link case references and other reference activities to opportunities; this will allow us to measure reference attribution.
Please access the resources below to search for suitable references to send to your prospects/customers.
GitLab understands the value of our customer relationships and values customers that are willing to share their success with our team. We have a logo permission form that we require be signed before we promote the customer relationship using the customer logo. We understand and respect that corporate logos are considered intellectual property and are owned and licensed by the respective organization.
Customer Slide in the Pitch Deck This slide is reviewed and updated on a 6 monthly basis by the PMM team and the Reference team. The CRM creates the review issue and works with the assigned PMM to review new logos and create a revised slide. Once the strategic marketing team approves the new slide; the CRM creates an issue for the brand team to review the slide. The CRM co-ordinates with the Pitch deck editor to update the new slide into the pitch deck.
Customer Case Study Slides Once the case study is published, the CRM creates a stand alone slide in the WIP folder, at the end of every quarter, the CRM raises a design review issue for the brand team to approve the new case study slides in WIP. When the new slides are approved by the design team; the CRM migrates these new slides into the Case Study Deck.
Full Customer Logo Deck Jan 2022 The CRM reviews the deck above on a 3 monthly basis; working with the PMM team to update the deck. The CRM creates an issue for the brand team to review and publishes a new version of the customer logo deck. The CRM manages the versions of the deck and tracks the new additions.
