GitLab Select partners have access to the proposal-based GitLab Marketing Development Funds (MDF) Program. These funds are intended to support our Focus partners' demand generation efforts.
To be considered for funding support you must:
Proof of performance (POP) includes partner-generated invoice AND at least one of the activities listed in the table below that shows GitLab and partner representation. For activities that require a lead list, you must also submit it in an spreadsheet excel format, as part of your POP.
|Eligible Activity||Description||Proof of Performance|
|Collateral Sales Tools||Printed or web-based material developed to assist in your efforts to promote GitLab solutions (product briefs, data sheets, case studies, etc.). The document must include the GitLab logo.||• Electronic version or hard copy of marketing collateral
• Graphic files or digital photos that show the integration of GitLab brand/solutions
• eDM/Direct mail
|Events||Any industry or partner event that you plan to attend to promote or host GitLab solutions. This can be done in collaboration with other vendors that don’t compete with GitLab. Events may also include enablement activities.||•(REQUIRED) Lead list/Attendee list (to include: Company Name, Contact, Title, Email, Phone, Full Address)
• Electronic version or hard copy of invitation
• Marketing collateral
• Photo of display/booth/event
• Funded Head (Distribution Only)
|Partner Sponsorship||Participation in a partner-led event or activity or third-party event.||• Contract of signed sponsorship|
|Partner Training||In-person or virtual events focused on enablement, sales or technical training.||• Certificate of completion
• Group class – attendee list REQUIRED (to include: Company Name, Contact, Title, Email, Phone, Full Address)
• Catering/Facilities invoices (if applicable)
|Marketing Materials||The delivery of co-branded marketing materials (digital or physical) to promote GitLab solutions. Eligible assets include emails, direct mailers and social media posts, and must include the GitLab logo.||• Electronic version or hard copy sample of direct mail, newsletter
• Lead list (to include Company Name, Contact, Title, Email, Phone, Full Address)
|Lead Generation/ Telemarketing||Delivery of co-branded messages via telephone or other mediums to gain net-new customers. The message should focus on GitLab solutions. The contact list should include Company Name, First Name, Last Name, Title, Full Address, Email, Phone.||• (REQUIRED) Lead list or call list (to include: Company Name, Contact, Title, Email, Phone, Full Address)
• Telemarketing script of how GitLab brand or solution were incorporated into the campaign
• Itemized call record or campaign metrics
• Internal invoice accepted
|Webcast/Webinar||A syndicated or on-demand web event with the purpose of either lead generation or continuing education. This can be conducted in collaboration with GitLab or GitLab-approved third-party vendors.||• (REQUIRED) Lead list/Attendee list (to include: Company Name, Contact, Title, Email, Phone, Full Address)
• URL to recorded online event, podcast, or presentation that shows integration of GitLab brand and solutions
• Invitation to the online event/podcast
• Follow up/additional activities
To obtain marketing development funds (MDF), please complete the following steps prior to any activity being performed or expense incurred. Any activity that does not follow the process below and has the appropriate approvals will not eligible for reimbursement.
If the originally approved activity will not take place, please notify your GitLab Channel Marketing Manager. You may be able to reallocate your funds to another activity that is equal to or less than the original approved activity that takes place within the same time frame, but this must be approved by your CMM.
If your MDF activity has a lead list, as required by our POP policy, you must include a copy of the joint event lead list. This list is considered confidential and the property of both GitLab and the authorized GitLab partner, and will be used for the sole purpose of tracking lead progress and calculating the activities return on investment. By submitting your MDF request, you agree to these terms and conditions.
Upon your submission of the lead list, GitLab will pass those leads back to you directly within the GitLab Partner portal, making it seemless to connect your deals you'd like to deal reg back to the MDF request.
Instructions on how to accept/reject/reassign a lead or register a deal and submit to GitLab for approval can be found via this video or in the partner portal.
For partners who are claiming reimbursement for the first time only:
|[FY24 H1 MDF||EMEA](https://gitlab.com/gitlab-com/marketing/partner-marketing/-/issues/806)|
|[FY24 H1 MDF||AMER](https://gitlab.com/gitlab-com/marketing/partner-marketing/-/issues/803)|
|[FY24 H1 MDF||PUB SEC](https://gitlab.com/gitlab-com/marketing/partner-marketing/-/issues/804)|
|[FY24 H1 MDF||APAC](https://gitlab.com/gitlab-com/marketing/partner-marketing/-/issues/805)|
When a MDF fund request is received, MDF Program Owner and the CMM receive an email alert. * The CMMs have the ability to approve first, by confirming that all of the information input by the Partner was correct. * Once they approve, the MDF Program Owner will do a final approval, also known as a level 2 approval. * MDF Program Owner will link the fund request to the regional issues, mentioning its fund request number. * At this point, all the MDFs that were approved and are ready to be processed.
Processing an MDF consists of: * Adding the MDF line in Allocadia, with all of its information. We don’t add this in the pre-planning phase because sometimes fund requests may get canceled or the Marketing Activity/event moves to a different date. * From Allocadia we open an MDF Epic and two sub-issues List Upload and POP (Proof of Performance). * Marketo and Saleforce Campaign are created.
POP Tracking board: To better track the POP we have created a MDF Operations Board. * POP Label description can be found in this section of the handbook. * CMMs are also tagged to create their own activity tracking issue. * A Zip requisition request is opened. * Zip will now have an MDF approver (MDF Program Owner) to make sure we have all of the correct information updated and to make sure that payment is not process for partner before receiving the POP. * After that Zip approval will take 4 business days.
* Three automated emails are sent to partners notifying them to submit their claims. * Email 1: sent a day after the activity end date * Email 2: 14-day after the activity end date has passed * Email 3: 28 days after the activity end date has passed, alerting them once the 30-day deadline has been reached, GitLab can contractually decline to pay if the MDF Claim is not submitted. For new partners that need to be onboarded in Coupa we are allowing a 35 day deadline. _For more information please read the Rules of Engagement for Payment. * A communication will be made to the CMMs if claim has not yet been made and CMMs will reach out to Partners.
Once a claim is submitted MDF Program Owner receives an automated email. * All of the files received by the partner are checked. If any documentation is missing or does not fulfill the MDF Guidelines we will reach out to partner. * All of the documentation gets uploaded to the POP issue and the label for MDF Program Owner to review and approve. * MDF Program Owner checks every POP issue, looking at lead list, invoice and supporting images/pdfs and approves it or tags CMMs if there’s a concern. * Once approved, Teri will upload the lead list to the Lead Upload Issue. * She will email the invoice to AP. * She will note in Zip/Coupa - MDF Reimbursement payment is clear to pay. * Payment can take up to 45 days once invoice is submitted to Accounts Payable.
For more information on marketing development funds, please email us at email@example.com