Use the Global Channel Dashboard to view Pipeline Creation, Open Pipeline, and Bookings reports grouped by Partner, Segment, or Region. Other reports within the Global Channel Dashboard include Deal Path, Engagement, Deal Type, Top Channel Deals by IACV, and Deals Registered through the Partner Portal.
Reports by Territory
|Channel Book & Pipe-Current Fiscal Quarter||Channel Book & Pipe-Current Fiscal Quarter||Channel Book & Pipe-Current Fiscal Quarter||Channel Book & Pipe-Current Fiscal Quarter|
|Channel Book & Pipe by Partner - Current Fiscal Quarter||Channel Book & Pipe by Partner - Current Fiscal Quarter||Channel Book & Pipe by Partner - Current Fiscal Quarter||Channel Book & Pipe by Partner - Current Fiscal Quarter|
|Deal Path Pipe & Book - Current Fiscal Quarter||Deal Path Pipe & Book - Current Fiscal Quarter||Deal Path Pipe & Book - Current Fiscal Quarter||Deal Path Pipe & Book - Current Fiscal Quarter|
|Deal Path Pipe & Book - Current & Next Fiscal Quarter||Deal Path Pipe & Book - Current & Next Fiscal Quarter||Deal Path Pipe & Book - Current & Next Fiscal Quarter||Deal Path Pipe & Book - Current & Next Fiscal Quarter|
|Direct vs. Channel Book & Pipe - Current Fiscal Quarter||Direct vs. Channel Book & Pipe - Current Fiscal Quarter||Direct vs. Channel Book & Pipe - Current Fiscal Quarter||Direct vs. Channel Book & Pipe - Current Fiscal Quarter|
|Open PIO Pipeline by Partner - Current Fiscal Quarter||Open PIO Pipeline by Partner - Current Fiscal Quarter||Open PIO Pipeline by Partner - Current Fiscal Quarter||Open PIO Pipeline by Partner - Current Fiscal Quarter|
|PIO Bookings by Partner - Current Fiscal Quarter||PIO Bookings by Partner - Current Fiscal Quarter||PIO Bookings by Partner - Current Fiscal Quarter||PIO Bookings by Partner - Current Fiscal Quarter|
|PIO Creation by Partner - Current Fiscal Quarter||PIO Creation by Partner - Current Fiscal Quarter||PIO Creation by Partner - Current Fiscal Quarter||PIO Creation by Partner - Current Fiscal Quarter|
|PIO New Logos - Current Fiscal Quarter||PIO New Logos - Current Fiscal Quarter||PIO New Logos - Current Fiscal Quarter||PIO New Logos - Current Fiscal Quarter|
|Channel Renewals - Current & Next Fiscal Quarter||Channel Renewals - Current & Next Fiscal Quarter||Channel Renewals - Current & Next Fiscal Quarter||Channel Renewals - Current & Next Fiscal Quarter|
For a global view of current and next fiscal quarter channel renewals, click here.
All required team reporting is included above. In the event you need a special report, please open an issue and tag Channel Ops.
SFDC Channel Training Cheat Sheet: Refer to this document for the training video hosted by the Channel Operations team, as well as quick reference "cheats" to help with your Salesforce reporting.
All channel opportunities require a Partner to submit a Deal Registration via the Partner Portal in order to receive programmatic discounts. For more details on the partner deal registration process and program go here.
Note: The Partner Portal is Impartner which has SSO enabled with Vartopia which is the Partner facing Deal Registration system. Managed Services team are 3rd party resources that will help manage administrative processes for Deal Registration.
When a Partner submits a Deal Registration the Managed Services team will handle the initial submission. The submission will trigger the following actions:
The Managed Services team will evaluate the Registration, link it to the appropriate Customer Account and Contact in SFDC and then send it to the applicable Channel Manager for approval/denial.
The Channel Managers need to review the deal registration and either approve or deny. It is highly recommended to work with the applicable GitLab Sales Rep prior to taking action.
Although multiple partners can submit a deal registration for an opportunity, only one deal registration can be approved for a specific opportunity. As a reminder, deal registrations are opportunity based and partners cannot register an account.
Before approving or denying the Deal Registration the Channel Manager needs to check to see if an Opportunity already exists.
When a customer account is created by "User Vartopia" during a deal registration, that customer account should be reassigned to the appropriate sales rep. For more information, click here.
Deal Registration System Status and Information:
Why is this important?
|Sales Stage in SFDC||Partner Initiated (PIO)||Partner Assist||Fulfill|
|1-Discovery||CSM Discretion||CSM Discretion|
|4-Proposal||CSM Discretion||CSM Discretion|
For more details on Partner Engagement definitions go here.
Any time a deal is being transacted via the Channel, a GitLab quote is required to be created in SFDC if any pricing is being offered other than MSRP (List Price).
At a minimum, a Draft Proposal needs to be created and provided to the Partner. If a Partner has an approved Deal Registration, then an approved quote needs to be created and provided to that Partner.
Discounted quotes that are not in the system and sent to a Partner are not permitted at this time. This includes providing product and pricing quotes details in email. This applies to all GEO’s and Segments.
Any questions or issues, please reach out to either Channel-Ops or Deal Desk.
A Managed Service Provider (MSP) purchases licenses on behalf of an end user. The MSP will be the owner and manager of the licenses but their customer - the end user - is the one using the licenses. This creates specific needs in GitLab Salesforce opportunities to ensure proper reporting and compensation.
When you have an MSP opportunity, the Sales Reps need to follow these additional steps:
Step 1: The opportunity must be created using the MSP partner account, NOT the potential customer on whose behalf they are purchasing.
Step 2: Change the opportunity owner to the correct Sales Rep that owns the end-user account even though the opportunity is created under the Partner MSP account.
Step 3: Fill out the Partner and Deal Registration Information Section per the following:
Step 4: When filling out the quote for this opportunity, select the MSP quote template.
New Process as of November 3rd 2020
A Service-Attached Deal Registration needs to be created to track when a partner offers their own professional services along with GitLab licenses. This is separate from the Deal Registration for the license sale.
To track the Partner Services, the partner must register the deal on the partner portal.
Please follow the above steps 1 - 4 Deal Registration Process
Next, select the Opportunity that is applicable to the GitLab sales of licenses that the services are being performed for. This GitLab sale opportunity may be open or closed won.
This Services Deal Registration is now attached to the GitLab sale opp. Once linked, the Channel Manager will now need to approve per the Deal Registration by selecting
Once approved then a notification will be sent to the Partner, the Deal Registration system updated, and the Registration status updated to Approved.
Rebate payouts will be reported and paid after each GitLab quarter close.
Prior to November 3, 2020
A Service-Attached opportunity is created to track when a partner offers their own professional services along with GitLab licenses. This is separate from the license sale and respective Salesforce opportunity.
To create the opportunity, the partner must register the deal on the partner portal. The opportunity needs to be created for the service-attach opportunity alone. The service-attached opportunity should never be a part of, or added on to the GitLab product sale opportunity.
For proper reporting, ensure that all the correct fields are used to notate that this is a partner service-attached opportunity.
GitLab Sales needs to add the GitLab product sales opportunity as the parent opportunity to the service-attached opportunity.
As the opportunity progresses, use the stages of the opportunity (0 - 7) until the agreement documentation is received that the customer is moving forward. Once the agreement for the Partner Services is completed (i.e. SOW, quote, order form), change the opportunity to Stage: 10-Duplicate.
For opportunities where there are multiple partners bidding on the same opportunity, it’s important that each partner gets the appropriate pricing for the opportunity.
For more informaiton on quoting or the Partner Program, please visit:
SFDC Opportunity Fields:
*For additional definition and qualification of Deal Engagement type go here.
**For additional Source definition please visit the Marketing Handbook Page.
|Use Case||Use Case Details||Lead/Initial Source||Sales Qualified Source||Deal Engagement Program Tagging on the Opp|
|Campaign in a Box||Partners driving customer outreach/marketing activities||CQL||Channel||PIO|
|Deal Reg = PIO||Deal submitted via our Deal Reg process and no lead exists in our system||CQL||Channel||PIO|
|Inquiry - bring partner in to work||We have an inquiry and we pass it to the partner to qualify||CQL||Channel||PIO|
|Deal Reg = PIO||Deal submitted via our Deal Reg process and a lead/opp (00-1) already exists in our system||MQL||AE or SDR||PIO|
|MQL Non BANT||We have an MQL that is worked but opp doesn’t come to fruition so it needs to be reworked and Channel brings it back to qualified||MQL -> CQL||AE or SDR or Channel||PIO|
|Inquiry to SDR||We have an inquiry that we pass to the AE or SDR to work and the channel provides value by assisting on the deal. I.e. helps expedite the timelines||MQL||AE or SDR||Assist|
|Inquiry to SDR||We have an inquiry that we pass to the AE or SDR to work and is just transacted thru the channel||MQL||AE or SDR||Fulfillment|
Partner Program participation sign ups must be initiated by the Partner in the Partner Portal application form which can be found here. In the partner application process, channel partners review the partner contract, including both the resale and referral addenda, review the partner program guide, complete their application form and agree to program terms and conditions. Technology partners are not able to agree to the terms and conditions during the application process.
If an authorized representative of the channel partner accepts the agreement terms, they (or the person entering the application) will need to select “Yes” that they agree to terms on the application form. Once they have agreed, they will automatically be set to “ Authorized” and will get immediate access to the partner portal. At this time, partners will be set up in both Salesforce and the partner portal at Authorized and their track set to Open.
The partner will receive an email confirming the receipt of their application, and applicable Channel Sales or Alliance Manager will receive a New Partner notification email from Partnersupport@gitlab.com notifying there is a new partner applicant in that region. Channel Sales Managers will be notified of each partner application in their regions, whether they agreed to the terms or not.
Upon receiving notification they will be responsible for reviewing the partner’s information and deactivating any inappropriate partners. They will also need to set the Partner Type in Salesforce for newly authorized partners.
For partners that have questions about the contract or need to negotiate terms and conditions, Channel Sales Managers are responsible for working with the partner offline to address questions and come to agreement on program terms. Upon receiving the New Partner Applicant notification email, the applicable Channels Sales Manager needs to complete the following:
Technology partners use the same form, but are not able to agree to the terms and conditions. Once they submit the form, they will be set to active. If the Alliances team wants to establish a contract with the partner, they must follow the Legal Request process in Salesforce.
If for any reason, a partner account needs to be created in Salesforce directly, requests for account creation can be made to #channel-ops within Slack.
Visit the Partner Applicant / Partner Portal FAQ for additional information.
Comp Neutrality applies to all GitLab Opportunities where a Partner is involved in the physical transaction (takes paper) and a Partner Program discount is applied on the executed Partner Order Form.
The maximum Comp Neutral payout is based on the applicable GitLab Partner Program discount matrix. If additional discount is needed in order to close the deal, that portion is not eligible for Comp Neutrality.
In the event a lesser discount is applied on the deal then what the Partner Program allocates, then the lesser discount will also be what is calculated for Comp Neutrality.
As a reminder, comp neutrality only applies to comp and does not retire quota. For additional information, please review Channel Neutral Compensation within the Sales Ops commission section of the Handbook.
Internal: Partner Program Discount Matrix
For Partner Program discounts for PubSec, please reach out to #channel-ops on Slack.
In the event the opportunity is going thru a Partner and therefore qualifies for CN, then the appropriate partner information must be filled out on the Opportunity and Quote in order for the CN field to calculate properly.
Required Partner Fields on the Opp:
Required Partner Info on the Quote
Example Calculation No. 1:
Partner Track : Select Product : Standard (Previously Premium) QTY : 25 Term : 1 year Partner Deal Type : Resale Partner Engagement : PIO Deal Registration : Approved Partner Program Discount : 15%
Example Calculation No. 2 (PubSec):
Partner Track : Open Distributor : True Product : Ultimate QTY : 50 Term : 1 year Partner Deal Type : Resale Partner Engagement : Assist Deal Registration : Approved Partner Program Discount : 10%
If the Opportunity is going through a 2-Tier Channel (Distributor + Reseller), both Partner Accounts must be included on the Opportunity in the Partner Information section in order for both Program discounts to apply AND for Comp Neutral to calculate on both. Reseller should be in the DR - Partner field and the applicable Distributor in the Distributor field on the Opportunity.
For deals going through GCP and AWS, the Partner fields should still be filled out on the Opportunity but comp neutral will not calculate until the deal closes as partner discounts are done after the quote/order form is generated. Deal Desk will assist with this process.
Where can I find the Standard Channel Discounts for my Partners?
Where can I find more information about our current Partner 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 - Assistedfield in the SFDC opportunity with the appropriate partner account.
Partner - Fulfillmentfield 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)|
|Additional Rep Discount||5%||0%||+5%||+2.5%|
|IACV (Quota Relief)||$95,000||$80,000||$75,000||$77,500|
|Channel Neutral (No Quota Relief @ BCR)||+$0||+$20,000||+$20,000||+$20,000|
|Base Commission Rate (BCR)||% 8||% 8||% 8||% 8|
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: