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Channel Operations

Welcome to the Channel Operations page

SFDC for Channel Business

Channel Interim Deal Registration 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.

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

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 discounts or rebates). More information can be found on the compensation page.

Channel Neutral Comp

Program and Incentive Definitions

Partner Program Discounts

Partner Initiated Opportunity - PIO

Partner Assist Opportunity

Partner Fulfill Opportunity

Services Attach Opportunity

Services Resale

Incumbency Renewals

Tender Offers

Program Compliance

Unauthorized Partners

Partner Applicant Approval / Denial - Granting Portal Acces

When a new partner company registers on the portal, they will receive an email confirming the receipt of their application, and CAMs will receive a New Partner Applicant email from Partnersupport@gitlab.com notifying you there is a new Partner applicant in your region. The first step is to contact the partner and qualify them.

If you want to move forward with onboarding the partner…

If you do not want to move forward with the partner:

  1. On the Salesforce Partner Account, set Partner Status to "Denied"

Visit the Partner Applicant / Partner Portal FAQ for additional information.

##Channel Marketing Processes

Complete process for submitting an MDF proposal request for funds and detailed instructions regarding the approval and claim process can be found in the Channel Partner Handbook under MDF.

Select and Open Partners are able to submit MDF requests via the Marketing Page in the Partner Portal. Partners should be reviewing plans with you prior to submitting an MDF request in the Portal to ensure you are aligned with the proposal.

Partner Logos may be accessed in GitLab Partner Portal in the Asset Library under Marketing. Logos are segmented so only authorized Select Partners have access to the Select Logo.

Frequently Asked Questions

Where can I find the Standard Channel Discounts for my Partners?

Public Sector discount table

Where can I find more information about our current Partners 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.

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)
List Price $100,000 $100,000 $100,000 $100,000
Channel Discount 0% 20% 20% 20%
Additional Rep Discount 5% 0% +5% +2.5%
Total Discount 5% 20% 25% 22.5%
IACV (Quota Relief) $95,000 $80,000 $75,000 $77,500
Channel Neutral (No Quota Relief @ BCR) +$0 +$20,000 +$20,000 +$20,000
Commissionable Amount $95,000 $100,000 $95,000 $97,500
Base Commission Rate (BCR) % 8 % 8 % 8 % 8
Commission Payout $7,600 $8,000 $7,600 $7,800

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:

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