The Channel is a critical part of our strategy moving forward as it will help us:
The purpose of this page is to provide the GitLab Sales team insights on the GitLab channel partner community and how to best work with our partners.
Additional related channel resources:
Primary monetization is through reselling GitLab licenses and services. Resellers can be a service partner too (often known as a Solution Provider).
Primary monetization is through the sale of services. This can be a one-time implementation, ongoing support or advisory, managed services, or outsourcing. Services partners will resell GitLab services, deliver services on behalf of GitLab or deliver GitLab certified services. Services partners can be a reseller partner too (often known as a Solution Provider).
How can GitLab sellers benefit from our channel partners?
GitLab channel partners have established sales forces that help us multiply our sales coverage. Through that coverage and deep customer relationships, partners can identify new customer opportunities and new sales opportunities with existing customers, resulting in ARR growth. Through their service offerings and vendor partnerships, they can deliver more complete solutions than GitLab can alone, and drive customer adoption of GitLab. As a result, the GitLab channel will:
Partners can help you scale and working with them is comp neutral
FY21 commissions will be channel neutral for all deals through partners (including Distributors, if applicable), which means standard partner discounts are credited back to the salesperson and must follow order processing procedures to correctly flag partner attribution. Total IACV on the deal after all discounts will count towards quota credit, but the channel neutral amount does not qualify for quota credit and only pays out for compensation at BCR. See Channel Neutral section referenced in the FY21 Commission Plan presentation
Partner Services also qualify for FY21 Professional Services Spiff (v2). So as partners help customers adopt and expand their GitLab deployments, they can earn a Services Attach rebate and the GitLab sales team can earn the Professional Services Spiff.
Maximizing value by working with Channel Partners
Developing successful relationships with channel partners in your region requires some effort, but has a great payback. Following are a few key tips that will help you develop relationships with GitLab channel partners and greatly increase your sales effectiveness.
To incentivize working with our Channel partners, 'Channel Neutral' means that we will not reduce $ value to individual sellers even if the Channel business reduces total iACV to GitLab (via disocunts or rebates). More information can be found on the compensation page.
PIO - Partner Initiated Opportunity
Channel Assist Opportunity
Channel Fulfill Opportunity
Channel Neutral Comp
Incumbency Renewal Policy
Where can I find the Standard Channel Discounts for my Partners?
Where can I find more information about our current Partners processes?
Whats the current Deal Registration Process?
How do I track the opportunity of a partner deal? Please fill in at least one of the following Opportunity drop downs to identify the deal as a Channel opportunity.
Deal Registrarfield will need to be populated in the SFDC opportunity with the appropriate Partner Account.
Partner - Assistedfield in the SFDC opportunity with the appropriate partner account.
Partner - Fulfillmentfield in the SFDC opportunity.
How do I check what I'm being paid on?
What are some examples of Channel Neutral math?
|Deal Calculation||Direct Deal||Channel 1 (Neutral)||Channel 2 (Add’l Disc)||Channel 3 (Split Disc)|
|Additional Rep Discount||5%||0%||+5%||+2.5%|
|IACV (Quota Relief)||$95,000||$80,000||$75,000||$77,500|
|Channel Neutral (No Quota Relief @ BCR)||+$0||+$20,000||+$20,000||+$20,000|
|Base Commission Rate (BCR)||% 8||% 8||% 8||% 8|
How do I get Channel deals/discount approvals? Follow standard approval process in SFDC
How does the Amazon Process work? Follow Amazon Web Services (AWS) Private Offer Transactions handbook
I need HELP! How to do I reach out to the experts?
The quickest way to get help is by using the following Slack channels:
Groups Use the GitLab.com group for epics that may include issues within and outside the Channels Team group.
Guidelines for Partner Folders:
DRI To be stated in intro of issue and assigned to that person. There maybe 1 or more assignee but the DRI should be stated intro of issues
Due Dates What is the expected due date of completion or NBA (next best action - next key iteration and should be mentioned in the issue)?