Key initiatives focused on (1) Digital Transformation (2) Moving to the cloud (cloud native) (3) Speed time to market without impacting risk
Defining key trends and terms:
CIO or VP IT - Business focus, strategic, long-term, transformation, budget
CISO and VP Security - Risk, Security, Compliance, protecting the business
CTO - Technology focused, today and in the future. Focus can vary from company to company.
VP Apps/Development/Engineering - Helping to meet business demand for innovation, updates, and capability. This role is typically bonused/compensated on velocity, time to market and alignment with the business.
VP Ops - Keeping the business running efficiently. Uptime, recovery are important. The role is typically bonused/compensated on uptime and SLAs back to the business.
VP/Dir DevOps or Enterprise Architect - VP/Director of DevOps is a fairly new role. Enterprise Architect role is expanding with more and more control. Leading the execution of the transformation. Ensures the business and technology are in alignment. Focuses on best practices and processes as well as assists with documentation. Evangelist of DevOps best practices.
VP Security - Large enterprises will have this but others go straight to Manager of Security.
VP Shared Svcs - Common services for IT (Project Mgt, Portfolio Mgt, Resource Mgt, perhaps QA, etc) - for enterprises with microservices model
VP PMO / EPMO - Gathering and managing business projects/demand, execution, on-time, on budget
For prospects not yet using GitLab, focus on:
* CxO or VP - single app story. efficiency, time to market. Ask: Are you challenged by Digital Transformation? (e.g. moving to the cloud, DevOps, etc.)
* Director or Manager - repository and CI/CD are best-in-class. Benefits of single application, less friction. Ask: are you trying to increase the velocity of your SDLC? Do you struggle with Security gates - balance between security and speed?
For prospects using GitLab, upsell to Ultimate by focusing on: * Cxo (including CISO) or VP - test more of your apps to manage more risk without hiring additional /scarce security pros. Ask: Are you running security scans on your applications today? Do you wish you could find vulnerabilities earlier without adding security staff and costly security tools?
* Director or Manager - test more apps without increasing cost of tools or security staff. Ask: Are you testing all of your applications today? Do you wish you could find vulnerabilities earlier without adding security staff and costly security tools?