This page is a dedicated resource for all information on how we manage our lead lifecycle. We have two elements covering the lifecyle - The Lead/ Contact Status in SFDC, and the Lifecycle Classifications Fields in SFDC.
We have 9 Lead/Contact status to represent where the lead is sitting within our sales cycle in Salesforce.
Status | Definition |
---|---|
Raw | Untouched prospect, default status |
Inquiry | Action was taken by the record to specifically give their contact information to GitLab |
MQL | Marketing Qualified through systematic means |
Accepted | Actively working to get in touch with the lead/contact |
Qualifying | In 2-way conversation with lead/contact |
Qualified | SAO created & hand off to Sales team |
Disqualified | Person has been disqualified from our sales cycle |
Recycle | Record is not ready for our services or buying conversation now, possibly later |
Bad Data | Incorrect data - to potentially be researched to find correct data to contact by other means |
Ineligible | All leads/contacts that are ineligible to go through the sales process after an initial review |
In addition to our statuses, there are substatus that are required for XDRs to use. The substates are in use for the following Statuses: Disqualified, Ineligilble, Recycle & Bad Data:
Disqualified |
---|
Bad Buyer Profile |
ECCN |
Competitior |
Consultant |
Gitlab Employee |
No Authority |
Personal Use |
Student |
Unsubscribe |
No longer at company |
Ineligible |
---|
JIHU |
Support |
Remote Inquiries |
Community Contributors |
Recycle |
---|
Cannot move forward |
Doesn't see value |
Evaluating |
In current contract |
Interested in CE only |
Interested in Gitlab.com only |
No Budget |
No interest |
No response |
Not ready to buy |
Payment option limitation |
Product limitation |
Staying with subversion option |
Bad Data |
---|
Bad phone number |
Bounced email |
Invalid email |
No data collected |
Spam |
We have 6 fields on the lead and contact that's purpose is to represent where the person is in their jouney with GitLab.
Field Name | Definition |
---|---|
Unknown | This person has not matched with any accounts and is not a GitLab user |
User | This person is a GitLab User |
Prospect Hierarchy | This person has matched with an account that has first order available |
Customer Hierarchy Account | This person has matched with an account that is a customer in their account hierarchy |
Former Customer Account | This person has matched with an account that is a former customer |
Partner Managed | This person is currently being managed by a partner |
The fields are formula fields and have three possible options - True
, False
or -
, -
means that we don't have enough information to say if the field is true or false so it will stay in -
until the information becomes available. More information to come on how to leverage these fields.