This email newsletter was originally sent to the GitLab Field Team and stakeholders on 2021-04-06.
In this month's Field Flash, you'll find important Field Operations process updates and improvements, six new competitive resources, a new IDC study that features GitLab, our first IBM Cloud Paks customer win and more. Plus, Marsja Jones and team share how they closed an Ultimate upgrade deal with the help of GCP. And, we learn more about Sales Development Representative Danielle Madry in her team member spotlight.
As we work to close out Q1-FY22, Field Ops has announced multiple updates to help streamline your processes. Review the summary below to ensure you’re up-to-date:
Questions? Reach out in #sales-support.
Marsja Jones, Taylor Medlin and Kasim Ahmad share how they closed an Ultimate upgrade with an SMB AI customer. Learn why “reduce security and compliance risk” guided the conversation and how the team leveraged alliance partner GCP to close the deal.
Check out Marsja’s custom deck here.
The Competitive Intelligence team has created a Competing Against GitHub Free Analysis as a resource to help you in customer conversations. Reach out in #competition with questions or feedback. Check it Out –>
The Competitive Intelligence team has created five new pages to compare how GitLab vs. GitHub address common Business (BDM) and Technical Decision Makers (TDM) problems. See the DevOps Tools Page –>
Customer Reference has updated the approved customer logo deck for use in Sales presentations! This deck is refreshed every 6 months, and you can always find the latest on the Customer Reference or Command of the Message handbook pages. Access it Here –>
Learn how Siemens transformed its collaboration and organizational workflow with GitLab SCM, CI/CD, and DevOps to exceed 4 production deployments and 6.4M builds per month (210,000 builds per day). Read More –>
IDC published a new study that is a deep dive into GitLab — the DevOps platform, and the company. It shares the business benefits and key elements of how GitLab built a truly end-to-end solution, "from idea to code deployed without leaving the platform." Use this link to share with customers.Read the Study –>
Need help identifying which GitLab Authorized Partners are in your territory and/or finding a partner with specific services capabilities or alliances? Visit the GitLab Partner Locator to help you quickly identify and engage with authorized Sales & Services partners within your territory! Check it Out –>
To facilitate the ongoing quest for knowledge and be better prepared to answer customer questions, the GitLab Solutions Architect team now has full access to O'Reilly's Learning Platform. Learn More –>
One of our key GTM changes in FY22 is around GitLab-delivered services, which includes the launch of Services Attach. New - First Order opportunities with a Net ARR ≥ $20,000 in the large segment will require a $15,000 minimum in attached GitLab or Partner Professional Services.
Services Attach applies to ENT AMER only in Q1/Q2 and will roll out to EMEA and MM - First Order in Q3. To learn more about Services Attach, including the full opportunity criteria, rollout approach, SFDC process and more, please see this deck. You can also access the notes and recording from the Field AMA session here.
Please direct questions about the Services Attach requirement to your manager or #sales-support. Please direct questions about positioning PS to the professional services slack channel.
Fulfillment has deployed two small but impactful improvements to the SaaS billable members list:
last activity datefor billable members.
Coming Soon: New Async Certification Options! Since last May when we launched the first GitLab Technical Certification, we've awarded over 500 certifications to GitLab Professional Education Services customers and partners. We are excited to announce the availability of new self-service study + exam bundles as an async option that will start rolling out 2021-04-20 on GitLab Learn to anyone with a GitLab.com account! Questions? Reach out in the professional services slack channel to learn more.
The GitLab 13.10 release is live! Here are the takeaways for customers and prospects:
Corporate/Regional Event Spotlights
For a full list of virtual events, see a convenient calendar view in the Marketing Handbook.
Want the latest on Partner webinars? Subscribe to our GitLab Partner Channel.
Take 1-hour to complete our new course Working With and Co-Selling With Partners and learn more about how you can expand the access and reach of your sales efforts by leveraging the force multiplier effect of co-selling with Channel & Alliances partners!
Please take 10 minutes to complete the FY22 Field Communications Pulse survey. The valuable insights garnered from this survey will help Enablement continue to iterate on existing and new communication programs to most effectively keep you up-to-date!
Where did you grow up, and where are you based now?
I grew up in Kinston, NC. I am based in Grifton, NC now.
What is your favorite thing about your job?
Talking and meeting everyone and collaborating.
Which of GitLab's Values resonates most with you?
Collaboration. We can make great things happen individually but when we work together WE are a Powerhouse!
Do you have a helpful tip for working at GitLab to share?
I’m fairly new but being open to change, having a positive mindset and having good intent in all you do has helped me this far!
What is a hobby or skill you have that the team might not know about?
I am a techie. I teach kids in my area how to code and I also have a podcast called Brown Tech Bae where I host a few guests and also talk about technology and family life.
Icebreaker: If you wrote a book, what would it be called?
Danielle And Her Adventures In Tech!
Questions or feedback? We want to hear it! Reach out to the field-enablement-team Slack channel or capture it using this process.
See the Field Flash Newsletter handbook page for more information about this newsletter.
Archive: Edition 13, Description: April 2021 Field Flash