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5. Sales Strategy and Analytics Handbook
6. Sales Strategy Projects

Maintained by:

Jack Brennan

@jbrennan1

On this page

• Sales Strategy
  • Projects
    • Forbes 2000 to SFDC
      • Goal
      • Methodology
      • Result
      • Considerations
      • Update frequency
      • SFDC Fields
    • Potential LAM

Sales Strategy

Projects

The Sales Strategy team is involved in multiple projects in the areas of Analytics, GTM and Field Planning.

Forbes 2000 to SFDC

Goal

Provide visibility of Gitlab expansion within the top 2000 Global Forbes accounts.

To allow SFDC reporting by Forbes rank, we created a 1:1 relationship between every Forbes account and a single SFDC account.

The original issue can be found here.

Methodology

The following rules were applied for the matching:

• Apply two rounds of matching:
  1. First, Forbes against ARR driving accounts in SFDC (customers).
  2. Second, Forbes against all other non-ARR accounts.
• Three methods for matching were used, ordered by priority:
  1. Website: Using domain of the Forbes website vs the SFDC website of the child account.
  2. Name: Using a lower case, stripped version of the Forbes and SFDC name.
  3. Fuzzy: Using fuzzy matching for the ARR driving accounts, to try to catch as much relevant value as possible.
• Forbes accounts matched in the first round were not to be matched again.
• Names and websites were standardized to improve matching rates.
• A rough manual check was done vs top ARR accounts.

Result

The matched file for 2020 can be found here.

Considerations

As the matching was mostly automatic, it is far from perfect. If any issue is identified, please reach out to the Sales Strategy team to have it corrected.

Update frequency

The report will be updated once a year around June. The Sales Strategy team is responsible for the matching and the Sales Ops team for the upload.

SFDC Fields

This placeholder will be updated once the fields are added.

Potential LAM

This placeholder will be updated once project is complete.