The Mid-Market Key Accounts First Order team was started to create and scale the process of landing key new logos for GitLab Mid-Market Sales. We venture to do this efficiently, scalably, and repeatably while fostering the core CREDIT values of GitLab. As we grow, the goal is to take these processes throughout Commercial and Enterprise Sales.
As a First Order team, we strive to be obsessed with customer success, and aim to sell to IT professionals in a manner that is efficient, comfortable, and honest. We give first and use the resources available to us to create a buying environment that will enable a relationship to foster naturally with GitLab.
We uphold GitLab brand integrity though our outreach, and we collaborate to ensure we have the skills necessary to execute at the highest level possible.
This part will help you with:
Everyone has a book of business of 700-1000 accounts. In order to prioritize your time effectively use the MMKAFO - My Accounts Report. This training video will explain how we use the report, what we focus on in the report, and how often we should be using this report. Please contact Jacob Potter for the video passcode.
This report filters by 6 main categories:
|LamDevCount||minimal 50 developers and for Rank 1.5 prospecting 100+|
|Industries||FinTech, Healthcare (US only), IT, Internet Software, Software (excluding IT Software Consulting firms)|
|CE users||Companies that are using the free Community Edition of our product|
|Location||Accounts that have Headquarters located in Metropolean cities|
|Free users with CI runner minutes bought||uncovered new accounts that are using GitLab free but are paying for CI runner minutes|
|DemandBase||shows traction / interest of accounts that are engaging with GitLab|
|Salesforce Navigator||Training video|
|Termsheet||Subscribe to the newsletter|
|Channel & Alliances||collaborate with your Territory responsible Channel Manager / Alliances Manager|
|Built In||Prospecting Resource|
|Seeking Alpha||Prospecting Resource|
|Google Alerts||Follow a company with their new google content|
|Local Country Financial Newspaper||Online versions|
Collaboration with Field Marketing helps to speed up outbound efforts by changing cold engagements into warmer contacts and help to speed up conversations for pipeline building.
The BDR and SDR team are responsible for pre-qualifying leads and setting meetings (IQM’s) for the First Order team. BDR’s are focused on outbound while SDR’s are responsible for the inbound lead flow. It’s important to understand how to collaborate with both teams:
Working with local partners can speed up your sales cycles, increase the overall ARR of your opportunity and help you tackle language barriers.
The Alliances team can assist with connecting you to the Alliance Partner sales and technical counterparts to accelerate conversations in prospect accounts.