The Channel is a critical part of our strategy moving forward as it will help us:
Primary monetization is through reselling GitLab licenses and services. Resellers can be a service partner too (often known as a Solution Provider).
Learn how to become a GitLab reseller today
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).
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.
Program Compliance
PIO - Partner Initiated Opportunity
Channel Assist Opportunity
Channel Fulfill Opportunity
Services Attach
Services Resale
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 - Assisted field in the SFDC opportunity with the appropriate partner account.Partner - Fulfillment field 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) |
|---|---|---|---|---|
| List Price | $100,000 | $100,000 | $100,000 | $100,000 |
| Channel Discount | 0% | 20% | 20% | 20% |
| Additional Rep Discount | 5% | 0% | +5% | +2.5% |
| Total Discount | 5% | 20% | 25% | 22.5% |
| IACV (Quota Relief) | $95,000 | $80,000 | $75,000 | $77,500 |
| Channel Neutral (No Quota Relief @ BCR) | +$0 | +$20,000 | +$20,000 | +$20,000 |
| Commissionable Amount | $95,000 | $100,000 | $95,000 | $97,500 |
| Base Commission Rate (BCR) | % 8 | % 8 | % 8 | % 8 |
| Commission Payout | $7,600 | $8,000 | $7,600 | $7,800 |
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:
