The account based strategy team is responsible for:
An ideal customer profile is the description of our "perfect" customer company (not individual or end user). The profile takes into consideration firmographic, environmental and additional factors to develop our focus list of highest value accounts.
A few things to note about GitLab's ICP:
Attribute | Description | |
---|---|---|
Core criteria (must haves) | Number of developers (currently also using company size as proxy) | 500+ |
Tech stack (regional) | Includes GitHub, Perforce, Jenkins, BitBucket or Subversion | |
Cloud provider | AWS or GCP | |
Prospect | First order logo (not a current PAID customer for GitLab anywhere within the organization) | |
Additional criteria (attributes to further define) | Digital transformation | identified C-suite initiative |
High intent account | Account is trending as high intent based on our data in Demandbase |
Attribute | Description | |
---|---|---|
Core criteria (must haves) | Number of employees | >500 |
Tech stack (regional) | Includes GitHub, Perforce, Jenkins, BitBucket or Subversion. Also include a LACK of tech stack in smaller companies | |
Prospect | First order logo (not a current PAID customer for GitLab anywhere within the organization) | |
Additional criteria (attributes to further define) | New hire | CIO |
High intent account | Account is trending as high intent based on our data in Demandbase |