Sales Qualification Questions

On this page

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?