A new Partner Information section has been added to all opportunities. This will ensure proper tracking for all channel opportunities when filled in. If you are working a deal with a GTM route of Channel, please ensure this section is properly reflecting the Partners of the deal. In the case of a Partner Initiated Opportunity from the partner portal, these sections should already be populated, but please double check before closing your deal.
Channel Interim Deal Registartion Process
Until the system is fully built out, you’ll need to do some manual steps to approve deal registration. First, go to this report, this will show all deal registrations as a lead record in SFDC.
Find the Area you cover
Click on the Customer name to access the Lead record
In Lead Record
You’re now viewing the lead record which will show you the basic information that the partner submitted via the Partner Portal. To approve this deal registration lead, click on the Convert button at the top.
Click Convert
This will convert a lead to an opportunity. You’ll need to fill out a few details for the opportunity record.
Account name - Select End User account record for opportunity or select to create a new end user account.
Opportunity Name - This is a freeform field, please name the opportunity as you normally would.
In the Task Information section, please input “Other” for any blank section
Opportunity is created
Move opportunity into Sales reps name
Ensure the Partner Information section is correctly populated.
Channel Neutral
To incentivize working with our Channel partners, 'Channel Neutral' means that we will not reduce $ value to individual sellers even if the Channel business reduces total iACV to GitLab (via disocunts or rebates).
More information can be found on the compensation page.
Program Definitions
Program Compliance
For partners to transact, they must join the GitLab Partner Program via the partner portal.
Non Contracted partners may transact on a one-off basis, only with approval of channel leadership.
PIO - Partner Initiated Opportunity
Any opportunity that was brought to GitLab via a Deal Registration.
The opportunity must be new to our sales team, and can be for a new or existing customer.
This is an upfront discount and is dependent on the partners track within the GitLab Partner Program.
Channel Assist Opportunity
Any opportunity where the partner assists our sales team to close the deal.
This may be a customer demo, an executive introduction meeting, delivery of services, etc.
This would be a Deal Registration, but for a GitLab sourced opportunity, so it does not qualify for PIO.
The determination of Channel Assist is at the sales rep determination and tracked via SFDC opportunities.
Channel Fulfill Opportunity
Any opportunity that was fulfilled by a partner but closed independently via the GitLab sales team.
The partner has only processed the order and didn’t provide any meaningful support to close the deal.
Services Attach
Any partner delivered services that are provided to the end user in support of a GitLab deployment.
This will result in a 2.5% upfront discount from the product.
This is stackable for up to three (3) independent services provided by the partner to a single end user.
This will be administered as an upfront discount from the GitLab license price on the initial sale.
The partner may sell their own services, after the initial sale, for a rebate of 2.5% of the Net license price for a period of up to nine (9) months.
The maximum is 7.5% discount or rebate with any combination of upfront or post sales of partner branded services.
Services may be delivered by a non-Authorized service partner, which will be paid as a referral fee.
Rebates and referral fees may require CRO approval.
Services Resale
Any partner that resales services that will be delivered by the GitLab Professional Services team.
Channel Neutral Comp
For FY21 the sales team will not absorb any channel partners standard contractual discounts.
They will be compensated at the non-channel net value of the deal.
Channel Discount must come from the New Partner Program. Any discount in excess of partner limits will not be factored into Channel Neutral compensation
Incumbency Renewal Policy
If a partner transacts IACV, when renewal time comes, the partner will own that renewal unless formally communicated by the customer.
The partner will be required to be program compliant (ie in good credit standing, have provided quarterly updates on customer, review within 30 days of renewal, etc).
Frequently Asked Questions
Where can I find the Standard Channel Discounts for my Partners?
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.
If the partner registered the deal the Deal Registrarfield will need to be populated in the SFDC opportunity with the appropriate Partner Account.
If the Partner Assisted you (see above for definition) please populate the Partner - Assisted field in the SFDC opportunity with the appropriate partner account.
If GitLab sourced and sold the deal directly, and the partner is simply fulfilling the deal, please populate the Partner - Fulfillment field in the SFDC opportunity.
