Force Management's definition of Command of the Message is "being audible ready to define your solutions to customers’ problems in a way that differentiates you from your competitors & allows you to charge a premium for your products & services.” Critical sales skills to demonstrate Command of the Message include:
| Value Driver | Description |
|---|---|
| Increase Operational Efficiencies | Simplify the software development toolchain to reduce total cost of ownership |
| Deliver Better Products Faster | Accelerate the software delivery process to meet business objectives |
| Reduce Security and Compliance Risk | Simplify processes to comply with internal processes, controls, and industry regulations without compromising speed |
| Asset Title | Why / When Use |
|---|---|
| GitLab Value Framework | primary asset with in-depth information on GitLab's value drivers and defensible differentiators |
| GitLab Value Framework Summary | 1-page quick guide, also great for sharing with internal champions |
| GitLab CXO Digital Transformation Discovery Guide | 3-page conversation guide for executive discussions |
| Proof Points | don't take our word for it–3rd party validation from customers, analysts, industry awards, and peer reviews Proof Points are also en route to this WIP handbook page |
| NEW Customer deck based on GitLab value drivers | alternative to the standard GitLab pitch deck that starts with the customer's perspective and aligns to the 3 value drivers. Video here |
GitLab sales professionals and Sales Development Reps (SDRs) may access additional information in the Force Management Command Center (password protected since resources contain Force Management intellectual property). In particular, the Channels section of the Force Management Command Center contains supplemental instructional videos, podcasts, and blogs).
