Pipeline management is key to predictable, scalable revenue attainment and can make the difference between simply hitting your number and overachieving. Proper sales pipeline management helps you allocate your time correctly, increase deal velocity, and increase total deal volume, size, and revenue through accurate forecasting practices.
A well-managed sales pipeline requires a clear process with defined activities and exit criteria that serve as a roadmap to getting a deal from discovery to closed won (or qualified out quickly). The following process is specific to the Commercial Sales team and will ensure you have a clean pipeline and accurate forecast.
To view these stages in Google sheet format please click this link.
This is the initial stage once an opportunity is created. The Sales Development team will scope business need/ challenge and validate commitment from prospect/customer to have a discovery conversation with the GitLab Team. It is important to note that Sales Development opportunities could come from inbound interest or outbound interest. There will be additional levels of qualification for inbound interest or existing customers as opposed to opportunities coming from outbound efforts.
Primary Activities to Complete in This Stage:
Exit Criteria:
These activities must be completed before moving the prospect to the next stage
Uncover as much intelligence about the project as you can, which will be confirmed at later stages throughout the sales cycle. Identify a business need or challenge the customer/prospect is trying to address and the potential for GitLab to solve.
Primary Activities to Complete in This Stage:
Secondary Activities to Complete in This Stage:
These are the more granular steps required to complete the primary activities in this stage
Exit Criteria:
These activities must be completed before moving the prospect to the next stage
Validate the pain points & determine how these pain points attach to the Customer/Prospect's top business challenges, the required capabilities to achieve the desired future state, and determine how GitLab is uniquely positioned to solve the challenge.
Primary Activities to Complete in This Stage:
Secondary Activities to Complete in This Stage
Exit Criteria:
Validate the technical qualifications are a fit for the customer/prospect needs.
Primary Activities to Complete in This Stage:
Secondary Activities to Complete in This Stage:
Exit Criteria:
Business and technical challenges and been uncovered and resolved. The goal is to meet with the customer, review & collaboratively fine-tune an ROI/justification. Prepare with the champion to meet with Economic Buyer on proposal OR enable champion to sell internally on GitLab's behalf. Prepare deck or pricing doc that will be presented to Economic Buyer.
Primary Activities to Complete in This Stage:
Secondary Activities to Complete in This Stage:
Exit Criteria:
Finalize the agreement, pricing, business, and legal terms.
Primary Activities to Complete in This Stage:
Secondary Activities to Complete in This Stage:
Exit Criteria:
Documents are in their final state ready to be executed.
Primary Activities to Complete in This Stage:
Exit Criteria:
Verifying the completeness of the documentation and opportunity to confirm ready to be Closed Won. Applies to sales assisted transactions only.
Primary Activities to Complete in This Stage:
Exit Criteria:
Congratulations!! The terms have been agreed to by both parties and the quote has been approved by Finance.
An opportunity was lost and the prospect/customer has decided not to pursue the purchase of GitLab
Primary Activities to Complete in This Stage:
