An effective questioning strategy is critical to engaging customers in dialogue that will help you truly understand their needs, build credibility and trust, and qualify the opportunity. Furthermore, effective discovery and needs analysis will be instrumental to your developing a tailored, compelling, customer-centric solution that will increase your chances to win the business and advance the buying decision.
Target buyer personas include CIO, CTO, VP of Application Development, Product Owner, and App Developer/DevOps Engineer.
The key to identifying more GitLab Premium and GitLab Ultimate opportunities is to truly embrace a consultative mindset with your prospect and customer engagements. More specifically:
GitLab Premium helps organizations increase operational efficiencies and deliver better products faster. With GitLab Premium, organizations may scale their DevOps delivery supporting high availability, geographic replication, progressive deployment, advanced configuration, and consistent standards. Are these capabilities important to your customer? Consider asking the below questions to find out.
GitLab Ultimate helps organizations increase operational efficiencies, deliver better products faster, and reduce security and compliance risk. This product tier is ideal for projects with executive visibility and strategic organizational usage and helps enterprises transform IT by optimizing and accelerating delivery while managing priorities, security, risk, and compliance. Ultimate helps organizations achieve advanced DevOps maturity. Are these capabilities important to your customer? Consider asking the below questions to find out.
Goal: Understand why they bought and use nuggets to further expand the sale and help with other sales