Tanuki Tech (short for "Tanuki Instutite of Technology") is the world class sales/technology bootcamp that we are provide for the sales development organization. Our goal is to powerfully equip our sales development team members to be successful in their current role as well as prepare them for their next role, whatever that may be. We are doing this because we care about our team members.
How do we measure success? The specific goals for this program are:
The average coding bootcamp here in the United States costs 13.5k and graduates report an average starting salary of 67k (CourseReport 2020). Our goal is to far exceed the job placement and starting salary metrics of our peer institutions, completely as a free value to our team members as part of being part of this organization.
100s -
TT100: Introduction to Technology
Serves as an introduction to the technology industry and GitLab's space in it. In this course, we will explain fundamental concepts such as applications, operations, and the hybrid cloud. We will also explain why technology has been the main driver of innovation in the twenty-first century.
3 credit hours
TT101: Introduction to GitLab
GitLab is an extremely promising suite of technologies that is broad as well as deep. In this course, we will introduce GitLab and explain why it is such a special piece of technology.
3 credit hours
TT102: The People of Technology
To effectively engage in customer conversations, we need to understand the people that make up the technology industry. In this course, we will explain the various people that you will meet, their responsibilities and drivers, and how to have effectively engage each type of audience.
3 credit hours
TT103: Introduction to Cold Calls
Teaches cold call best practices and what it means to make a cold call here. As part of this class we do two mock calls: one for a director of engineering (target buyer) and one for an application architect (technical influencer).
3 credit hours
TT110: Competitive
Because we operate in so many different product categories, GitLab has a large number of competitors. In this class, we discuss our biggest four competitors and how to effectively handle competitive situations with them.
3 credit hours
TT120: GitLab Workshop 1
This is a hands-on workshop where we use GitLab to update our very own website (no technical skills required). Learn the product by using it in action.
3 credit hours
200s -
TT200: Introduction to Development
In this class, our goal is to have more effective conversations with developers by understanding what they do and learning to speak their language. Topics include life as a developer, how software is developed, where applications run, the public cloud, and APIs.
3 credit hours
TT201: Partnering with Sales - Good to Great (Goals)
In the first part of this class, we talk about how to live your life with purpose, maintain vision, and achieve hard things. In the second half of this class we talk about best practices for partnering with sales.
3 credit hours
TT210: GitLab Create and Plan
In this class, we go indepth explaining create and plan functionality. Topics include GitLab's SCM and Agile featureset and competitive differentiators.
3 credit hours
TT211: GitLab Verify and Secure
In this class, we will learn about verify and security functionality. Topics include waterfall versus agile, continuous integration, software testing, devsecops, and automation.
3 credit hours
TT220: GitLab Package, Configure, and Release
In this class, we will learn about package, configure, and release functionality. Topics include how software is packaged and ultimately released (rolling deployments, A/B testing, etc.).
3 credit hours
TT230: GitLab Manage, Monitor, and Govern
In this class, we will learn about manage, monitor, and govern functionality. Topics include how we allow engineering leaders to make proactive decisions to optimize their organizations and infrastructure.
3 credit hours
TT240: GitLab Workshop 2
Learn GitLab by seeing it in action. In this class, we will walk through what a new customer does when setting up the product and explain how we are different from our competitors.
3 credit hours
TT241: Free to Paid
In this class, we talk about how to identify free users in your accounts, connect with prospects, and ultimately handle the free-to-paid conversation.
3 credit hours
TT250: Social Selling with LinkedIn (deprecated)
This class covers social selling with LinkedIn to maximize customer mindshare and effectively get meetings. Also covered in this class is how team members can work together with their sales counterparts to conduct joint social selling motions.
3 credit hours
TT251: Competitive Workshop
In this class, we talk about our biggest competitive differentiators and how to utilize them in sales conversations.
3 credit hours
TT252: Competitve Objection Handling (WIP)
In this class, we discuss objection handling techniques and demonstrate how to utilize them in your sales conversations.
3 credit hours
300s -
TT300: Advanced Sales Conversations
Learn some of our customers' biggest technical initiatives and how to use them within our sales conversations (cloud migrations, automation, infrastructure as code, and microservices). Also covers the difference between product selling and solution selling.
3 credit hours
TT301: Security as a Differentiator
Security is our biggest differentator with our competitors. This class goes over how to leverage this differeniator in our sales conversations.
3 credit hours
TT305: AWS and Google Alliances
In this class, we will learn about what alliances are and discuss our co-sell motions with Amazon and Google. Great for those that are planning on working AWS/Google events.
3 credit hours
TT310: Demoing GitLab (deprecated)
In this class, we will practice demoing GitLab. After taking this class, you will be able to perform brief customer demos to gather customer interest and explain product value.
5 credit hours
TT330: Career Builder
In this class, we will discuss best practices for plotting your career direction and how to get there. Included in this class is "Sales Stories," where we interview sales leaders to help you determine which path to take your career.
5 credit hours
TT331: Alumni Stories
In this class, we interview some of our most esteemed alumni about their times here in sales development, including lessons learned. Those interviewed include Lisa Van de Kooji, Brandon Greenwell and Da'Neil Olsen.
3 credit hours
TT332: Leadership Perspectives
This is a class where we will have rotating speakers speak on different leadership perspectives. We will specifically introduce topic such as strategic leadership, organizational leadership, and people leadership. This class is great for those considering team lead or management positions.
3 credit hours
TT380: Technical Questions for Sales
This is a class offered by the sales enablement organization equipping salespeople to answer the most commonly asked technical questions. You may see the curriculum here. This class is delivered async only.
5 credit hours
TT381: The Sales Required 7
This is another class offered by the sales enablement organization and covers Ryan O'Neil's required seven sales process. Recommended for those considering applying to the commercial sales organization.
5 credit hours
Role-Based Classes -
Inbound (WIP):
Covers inbound workflow best practices (call, email, Drift), time management and note taking.
5 credit hours
Outbound:
Covers the different modalities of outreach (call, email, LinkedIn), identifying focus accounts and personas, time management, note taking, and best practices for working with sales.
5 credit hours
Associate Business Development (WIP):
Covers best practices for the associate business development role. This pathway is currently being constructed.
5 credit hours
Management (WIP):
Covers management best practices including various Salesforce views to monitor, KPIs to watch, and meetings to attend.
5 credit hours
We test for mastery (mastery-based learning) and students will be asked to demonstrate knowledge/skills learned. Students will be asked to repeat examination (or update answers) until mastery is demonstrated and the number of attempts needed is tracked.
To hand in written exams:
TT100 - Introduction to Technology (Ed Bao).Coursework will be assigned at the beginning of each quarter. To see your assigned coursework, see here.
To qualify for promotions, sales development team members are required to keep up with their quarterly enablement. The following are the current course requirements and are subject to change.
| Tenure | SDR | BDR |
|---|---|---|
| First quarter | TT100, TT101, TT102, TT103, TT110, onboarding checklist, sales quick starts | TT100, TT101, TT102, TT103, TT110, onboarding checklist, sales quick starts |
| Second quarter | Inbound, TT120, TTT201, T210, TT211, TT251 | Outbound, TT120, TT201, TT210, TT211, TT251 |
| Third quarter | TT200, TT220, TT300 | TT200, TT220, TT300 |
| Fourth quarter | TT301, TT305, TT330 | TT301, TT305, TT330 |
To see your current progress, see here.