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Sales Discovery and Qualification Questions

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.

CUSTOMER STRATEGY

Goal

Objectives

Initiatives

CUSTOMER NEEDS

Desired Outcomes

Current Situation

Level of Satisfaction

Personal Needs

CUSTOMER DECISION

Decision Process

Decision Criteria

Budget and Timeline

Competitors

Time to Value

QUESTIONS FOR SELLING GITLAB PREMIUM/SILVER AND ULTIMATE/GOLD

The key to identifying more GitLab Premium/Silver and GitLab Ultimate/Gold opportunities is to truly embrace a consultative mindset with your prospect and customer engagements. More specifically:

Discovery Questions for GitLab Premium/Silver

Overview

GitLab Premium/Silver helps organizations increase operational efficiencies and deliver better products faster. With GitLab Premium/Silver, 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.

Enterprise level Support

Achieve High Availability and Disaster Recovery

Developer Productivity

Streamline Project Planning

Deploy with Confidence

Manage Development

Discovery Questions for GitLab Ultimate/Gold

Overview

GitLab Ultimate/Gold 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/Gold helps organizations achieve advanced DevOps maturity. Are these capabilities important to your customer? Consider asking the below questions to find out.

Security

Compliance

Project Insights

Portfolio Management

Other

ADDITIONAL QUESTIONS IF…

Prospect Signed Up For a Free Trial (goal: ensure a successful trial)

Competing/Selling Against GitHub and GitHub Actions

Competing/Selling Against Microsoft Azure DevOps

Competing/Selling against Jenkins

Competing/Selling against BitBucket

Competing/Selling against Checkmarx

Customer is Using Jira

Post Sale Account Development

Goal: Understand why they bought and use nuggets to further expand the sale and help with other sales

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