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Channels

Channels Handbook

The Channel is a critical part of our strategy moving forward as it will help us 1) drive growth ARR through services capacity and capability to drive customer adoption and usage of the Gitlab platform and 2) drive and increase new customer ARR through their relationships, service engagements, and knowledge of accounts.

Channels KR

OKRs

Channels Value

The Channel is a critical part of our strategy moving forward as it will help us 1) drive growth ARR through services capacity and capability to drive customer adoption and usage of the Gitlab platform and 2) drive and increase new customer ARR through their relationships, service engagements, and knowledge of accounts.

GitLab Channel Value

Channels Partner Types

Alliances

Alliances

Resellers

Primary monetization is through reselling GitLab licenses and services. Resellers can be a service partner too (often known as a Solution Provider).

  1. VAR/VAD (Value Added Reseller or Distributor) - Channel services including resale, implementation, contracting, support, financing etc.
  2. DMR (Direct Market Reseller)- primary business is resale of the software, often does not implement. Value are the contracts that these partners have in place with customers.

Learn how to become a Gitlab reseller today

Services partners.

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).

  1. Global Systems Integrators - have a large global workforce and can deliver on almost any customer need. Examples: Accenture, Deloitte, TCS, Wipro
  2. Regional Systems Integrators - large workforce but with single continental focus and a more limited offering of services. Examples: CI&T, Slalom
  3. Boutique Systems Integrators - very focused DevOps partners that could be deep experts on GitLab and the nuances of getting it setup and running it. Examples - CloudReach, Flux7
  4. Managed Service Providers - provide ongoing support for solutions/applications. Examples: Rackspace

Existing Gitlab Partner Program

Resellers program

Gitlab Channels Program Updates - March 2020

  1. Building a channel of enabled, DevOps & Digital Transformation focused resellers and services providers.
  2. Provide eStore access for SMB & Midmarket channel partners
  3. Net neutral to Gitlab seller compensation
  4. Incentives to identify net new customers & opportunities in existing customers.
  5. Incentives to attach product, operational & strategic services.
  6. Referral fees for non reselling services partners.
  7. MDF available for Demand Generation activities and events
  8. Sales & SE Enablement available on demand; certifications - H2’FY21
  9. Services Certifications - H2’FY21
  10. Renewals incumbent protection: If a partner sells a deal and is in good standing (actively supporting the customer, etc) that partner receives first right of refusal for renewal; unless otherwise stated by the customer.

Internal - Channels Strategy & Program Updates FY21

Channel Sales Enablement - Core Curriculum

Welcome to GitLab!

DevOps Technology Landscape

Our Customers

Our Portfolio

Competitive Advantages & Strategy

Channel Sales Support

Channel Sales Enablement - Advanced Curriculum

Technical Deep Dive

Integrations