BDRs are frequently asked the following questions in some form or another:
I didn’t get a confirmation email, what should I do?
I need to change my password, or my password change didn’t work, what should I do?
I want to use [username] but it says it’s already taken, even though that user has never actually done anything on his/her account. Can you remove that user so I can get the username?
I made a mistake when setting up my account and need to change it. What should I do?
GitLab.com seems slow. Why is that? Is anything being done to address this?
I'm migrating from GitHub, BitBucket, SVN, etc. Do you have any migration tools?
I'm looking to integrate with a Kanban board or project management tool. What do you recommend? What integrates? Is GitLab's project management functionality any good? Do you have any resources that address project management within GitLab?
I really need [specific feature, integration, etc.]. Is that planned?
I don't think [Feature X] works like it should. I think it should work [this way]. Can you fix it?
What tools do you integrate with? Do you integrate with [Tool X]?
How do groups work within GitLab? How do permissions work within groups? How many users can be in a group?
Do read-only users still count toward our total user count for EE? What about bots?
What are the different levels of permission within a project? Can I limit access for certain projects to specific users?
Can I allow specific people to access my private projects, while keeping the project private?
Does GitLab have git LFS or git annex functionality?
I’m working with PostgreSQL and/or PostGIS. Is this compatible with GitLab? How does GitLab work with these?
How many repositories can I have on my GitLab account?
Are you really free? Will you really be free forever?
How much does it cost for XX enterprise licenses? Do you send an invoice or can I pay by credit card?
Do you provide any volume discounts?
Do you provide any reseller discounts?
There are some EE features we would like to use, but not all of them - can we pay per feature and add them to CE?
How is GitLab.com backed up and secured?
Variable Compensation Guidelines
Full-time BDRs have a significant portion of their pay based on performance and objective attainment. Performance based "bonuses" are based on results. Actions for obtaining results will be prescribed and measured, but are intentionally left out of bonus attainment calculations to encourage experimentation. BDRs will naturally be drawn to activities that have the highest yield, but freedom to choose their own daily activities will allow new, higher yield activities to be discovered.
Guidelines for bonuses: * Team and individual objectives are based on GitLab's revenue targets and adjusted monthly. * Bonuses are paid quarterly. * Bonuses may be based on various objectives * E.g. a new BDR's first month's bonus is typically based on completing onboarding * Bonuses may be tied to sales target attainment, OKRs, or other objectives.
BDR Vacation Incentives
Note: this is a new, experimental policy started in June 2016: changes and adjustments are expected
At GitLab, we have an unlimited time off policy. The business development team has additional incentives for taking time off: 1. The first 5 business days taken off by a BDR in a calendar year prorates their target by 100%, rounded up (i.e. reduces the BDR's target by the period's target divided by the number of business days in the period, times the number of days taken off). 2. The second 5 business days are prorated by 50%, rounded up if applicable 3. The third 5 business days are prorated by 25%, rounded up if applicable
E.g. A BDR with a target of 200 opportunities in a January with 20 business days can reduce that month's target to 190 by taking 1 day off, 150 by taking 5 days off, 125 by taking 10 days off, or 113 by taking 15 days off.
Rules and qualifications for BDR Vacation Incentives:
BDRs must give notice 30 days ahead of intended time off to by the Team Lead and Senior Demand Generation Manager (and ensure they acknowledge receipt within 48 hours)
BDRs must add intended time off to the availability calendar
Prorated days can be deferred (i.e. take PTO without prorating the target), but are lost at the end of the year. Incidentally, the math usually works out in favor of not deferring.
BDRs can take additional vacation days (see GitLab PTO policy), but time off beyond 15 days will not adjust targets.
With GitLab's PTO policy), there's no need to give notice or ask permission to take time off. Unfortunately, a quota carrying BDR can expect to lose some earning potential for taking PTO, which often leads to BDRs not taking vacation. Another problem with unlimited PTO is that management loses forecasting power when BDRs take unexpected PTO, making it tempting for leadership to discourage vacation. We hope that this additional vacation incentive for the team acts as a balancing incentive to both parties by (a) providing a prorated quota for BDRs who plan ahead and (b) helping leadership plan and forecast better without discouraging vacation.
Read industry trends and articles about your job
Reach out to high performers on the sales and business development teams to learn or improve a skill
Read the BDR handbook
Add at least 5 new contacts to salesforce everyday
Learn something new about all of your targeted accounts
Look for a deposit you can make in your prospecting emails/calls from an article or study online
Plan your day out entirely
Have metric based goals for scheduled slot whether it is calling, emailing, mining, or reading
Try not not multitask, become focused and separate activities to increase efficiency
Pick up the phone and dial! You are not overstepping anyone's boundaries by doing this
Email all newly added prospects
Work your desired cadence of calls/emails/voicemails
Follow up with historical leads that pertain to your targeted list
Send content to at least 10 prospects without asking for anything in return
Look at your most productive day and duplicate it
Analyze and benchmark your numbers
Make sure Salesforce is up to date with any account/contact information
Your messaging for each one will be different. An end user or lower level developer will not care much about the ROI on our product.
3 X 3 X 3
Three things in three minutes about the: - Organization - Industry - Individual
Where to Start?
Lost deals, users and customers (CE and EE)
What relevant titles should we be reaching out to
Who in the org have we called before that we can follow up with or reference
Cross reference with version.gitlab.com to see their version and available other usage info
Summary/Bio - Anything mentioned about job responsibilities or skills
Previous work - Any Gitlab Customers that we can reference
Connections - Are they connected to anyone at GitLab for a possible introduction
(ctrl F) search for keywords
Call about them, not you
Be confident and passionate
Aim high and wide
Prospect into multiple departments
Don’t sell into an interruption
Focus on the objective
Make it easy to say yes
Get something actionable
Reschedules are part of it
Example of an Initial Prospecting Process/Call Cadence:
8-10 Calls (4-5 voicemails - Every other call/1-2 per week)
5-6 Emails (Include 2 InMails/1-2 per week)
Step 1 - Call VM/Email - Day or two break
Step 2 - Email follow-up/InMail - Day or two break
Step 3 - Call 2x - Morning (no voicemail) - Afternoon (voicemail) - Day or two break
Step 4 - Email (Deposit) - 3rd party resource - Day or two break
Step 5 - Call 2x - Morning (voicemail) - Afternoon (no voicemail) - Day or two break
Step 6 - InMail follow-up/Call 2x - Day or two break
Step 7 - Call VM/Email "Why Not?" - Day or two break
Step 8 - Call VM/Email "Too Busy or Not Interested?"
Cold Call Framework
Hi. This is (Name) from GitLab
Ask for Time
“Do you have just a moment?”
“Have you heard of GitLab before?”
Initial Message with IBS
“GitLab helps (Title) in the (Industry) industry solve issues around (pain & need) or “(Industry specific client) used GitLab to (Case study value proposition)
Confirm that they are the right person
“I understand you are in charge of application/program development, is that correct?
"Do you have 15 minutes on (specific day and time) to discuss your developer life cycle?"
Initial Benefit Statement example
GitLab is an end-to-end developer lifecycle solution that allows developers to collaborate on code, project management, and to create a seamless workflow between teams across the entire org.
Structure of a Prospecting Call
Initial Benefit Statement………….Brief/IBS “Why me?”
Value proposition………………….Dive into IBS? “Why now?”
Education……………………………Educate about GitLab
Next steps…………………………..Commitment and/or next steps
Execs read emails in the morning
Expect to be forwarded to the right person (Always ask)
Keep emails 90 words or less
Break into readable stanzas
Always be specific and tailored
Make your request clear
Make your emails viewable from a mobile device
Opening Stanza (Best Practice is something about them)
Benefit & Value Proposition
Definite Ask with available days and times
Include “you” or “your” in the subject line
Customer specific reference in subject line
First paragraph relevant customer news
Second paragraph is the “so what” and why they should take your call
End with a meeting request
Subject: Your new project on Git
You recently launched a new version of the webpage XYZ. Congrats! I am sure everyone at XYZ are loving the expertise you bring to the table. I read on your web page that it was developed using Git.
Everyday here at GitLab we help senior developers like yourself to collaborate on code, and project management in the IT departments of the Fortune 1000, ultimately leading to an average savings of 30% when compared to other tools on the market.
What day do you have 15 minutes on your calendar to discuss?
Each rep will be assigned a list of 15-30 targeted accounts to work on a monthly or quarterly basis.
Criteria for those accounts still TBD
Number of Employees
Populated with contacts and activity
Last activity date
Former or current customers
Help Marketing create campaigns focusing on:
Accounts using specific competitors
Up-to-date company sizes
Contract end dates
Rules of engagement
Outbound to work off of contacts and leads within SFDC
Outbound does not touch any historical lead that has activity on it within the last 45 days. We are on the same team as inbound, no bad blood, etc.
Formal Weekly 1:1
BDR and BDR Team Lead
Mental check-in (winning and success)
Discuss progress on targeted accounts
Coaching - email strategy, campaigns, cadence, best practices
Review goals at the account level and personal level