Gitlab hero border pattern left svg Gitlab hero border pattern right svg

Cloud Native Ecosystem Sales Enablement


Slide deck

"The advent of cloud native has empowered engineering leaders to procure and purchase software that helps them ship faster and reliably. These engineering leaders are different from the usual high ticket item buyer and an understanding of their persona is critical to success when selling DevOps software." - Priyanka Sharma

The Champion Persona

Sub section of the Buyer Personas

Potential titles

Ability to buy

Responsibilities and promotion criteria

Self image

Where to find them

What they appreciate

What they don’t like

My engagement strategy

What you can do


Identify the sub-sections of personas that are the most lucrative for you


Find peers the personas trust. Join them and ask to tag along


Reach out consistently and loop in the peers from time to time. Responsiveness is the key to success.



Individuals to follow