Gitlab hero border pattern left svg Gitlab hero border pattern right svg

Channel Operations

Welcome to the Channel Operations page

SFDC for Channel Business

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.

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

Program Definitions

Program Compliance

PIO - Partner Initiated Opportunity

Channel Assist Opportunity

Channel Fulfill Opportunity

Services Attach

Services Resale

Channel Neutral Comp

Incumbency Renewal Policy

Frequently Asked Questions

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

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:

GIT is a trademark of Software Freedom Conservancy and our use of 'GitLab' is under license