Sales Qualification Questions

The following questions can be used to help develop the opportunity and advance the buying decision. These questions are grouped based on sales stages.

  1. Qualification Stage
    • What led you to look at GitLab?
    • What are you using now?
      • If SVN, What are some of the main motivating factors for considering the move away from SVN to Git?
    • In terms of development, where are you at on the continuous delivery spectrum?
      • Is this something your group and company are looking to strive towards?
      • What has prevented this move so far?
    • How are you using CE right now, if applicable? check version.gitlab.com to identify if their company is on CE
    • What problems are they looking to solve?
      • If these problems are not solved, what happens? What are the implications of these problems?
    • What tools are you using in your Dev Ops stack?
      • Bug Tracker (Issue Tracker)
      • CI
      • Code Review
      • Deployment
      • Project Management/Agile Tools
    • What performance issues are you experiencing in any of these areas (stack above)?
    • Where is this interest/initiative coming from? (At the top or only this lead - is it company, unit or personal interest. The higher the initiative, the more likely to close and quickly)
    • What is the timing to purchase?
    • What are the requirements you have for this project?
      • What does success look like?
      • What will you be evaluating?
    • Are you considering other Git-based offerings? If so, who?
    • Do you have a budget allocated to a solution?
    • What is your role and what do you do?
      • Ideal Roles: Infrastructure/Cloud/Enterprise Architects, Dev Ops, System Admin/Engineer, IT Managers/Directors, Release Engineer , VP Engineering
    • How would you describe what your group does?
    • How large is your group? (Goal is to find out who will use GitLab and how large the opportunity could be)
    • Are other groups using Git?
      • If no, why not? and what Version Control Systems are they using?
      • If yes, who are they using?
    • Does each team/group purchase their own solutions or is their a department who does this?
      • If a centralized department, what is that groups name?
  2. Additional qualification questions if prospect signed up for free trial. (Goal: Know how to ensure a successful trial)
    • What would constitute a successful trial?
    • Are there certain features that are most important to you in your evaluation?
    • How many users are you interested in deploying on GitLab?
    • Are you evaluating any other tools?
    • What is your timeframe for making a decision?
    • Are you looking to bring one division of your company on to EE?
      • If only a group, what is preventing you from bringing on the entire company at this time?
  3. Opportunity Development Questions (Goal: develop their implicit and explicit needs. Why they must make a decision)
    • How important is increased security/authentication for you and your company? For example, Two factor LDAP authentication
    • How important would it be to assign different user levels for team members to only be able to access certain areas of the source code?
    • Do you need to work with large binary files?
    • How important is code quality and reviewing merge requests?
    • Where does high availability rank within your needs?
    • If using GitHub Enterprise, how important is it to import projects?
    • If using Jira,
      • are they looking to replace with a built in tool or integrate with Jira?
      • how important is it to integrate with Jira?
    • If using Jenkins,
      • are they looking to replace with a built in tool or integrate with Jenkins?
      • how important is it to integrate with Jenkins?
    • How important is it to you to reduce costs being spent on with other test and review tools?
  4. Post Sale Account Development (Goal: Understand why they bought and use nuggets to further expand the sale and help with other sales)
    • How is the adoption of GitLab going?
    • What are you liking about GitLab EE?
    • What are you not liking or have questions about?
    • How has GitLab helped your group? What are their use cases?
      • improve code quality?
      • speed up code releases?
    • How many projects do they have?
    • Is there anything you or your team would like to see within GitLab?
    • Are you seeing any challenges with not having other groups using GitLab as well?
    • Are there other groups that you think would benefit using GitLab?
      • If yes, how would you suggest getting in contact with them?
    • How many of the provisioned licenses are being used?
      • If low adoption, Is there anything I can do to help you?
      • If high adoption of licences, Ask what their growth plans are and when they feel they will need to increase their seats?
    • Would you be willing to talk to our marketing team and go deeper into telling us your story and how you use GitLab?