GitLab Sales Learning Framework

GitLab sales professionals are expected to be knowledgeable and proficient across a variety of topics, skills, behaviors, and processes. For ease of consumption, sales training resources are organized in the following 6 categories below. If you are looking for more immediate access to resources to support your selling efforts, please check out the Sales Resources page.

GitLab Target Audiences

Understanding the GitLab Buyer: Personas and Pain Points (Jan 2018, 10 minutes)
GitLab Buyer Personas
Learn more about Enterprise IT roles & key care-abouts

Industry Topics & Trends

Understand the Industry where GitLab Competes (Jan 2018, 11.5 minutes)
What is DevOps? (Dec 2013, 7 minutes)
DevOps Explained (20 minutes)
Software Development Lifecycle (SDLC)in 9 minutes! (Jan 2016, 9 minutes)
What is the Software Development Lifecycle (SDLC)? (July 2018, 11 minutes)
GitLab's public website on the SDLC
Review the DevOps Tool Landscape
Git Tutorials
Review and subscribe to the following blogs: Hacker News, Martin Fowler, and New Stack (15 minutes)
Cloud-Native Transformation (Mar 2019, 29 minutes)
What are Microservices? (Jan 2019, 19 minutes)
What is Serverless? (Jan 2019, 18 minutes)
Key Findings of Annual DORA (DevOps Research & Assessment) Survey (Dec 2018, 12 minutes)
Cloud-Native Ecosystem (Oct 2018, 19 minutes)
Introduction to GitLab with GitBasics (Jun 2018, 86.5 minutes)

Why GitLab?

Delivering the GitLab pitch deck (Apr 2019, 14 minutes)
GitLab’s key value drivers and differentiators (coming soon with the Force Management training in late Aug 2019!)
Keys to Faster Delivery (Accelerate Digital Transformation) (Jul 2019, 18.5 minutes)
How GitLab.com Subscriptions Work (Jun 2019, 29 minutes)
GitLab 101 reseller enablement webcast (Jun 2018, 59 minutes)
Removing Software Bottlenecks (Mar 2019, 30 minutes)
Review GitLab’s Direction
Review and subscribe to the GitLab Blog

Competition

Understanding GitLab's Competitors in the Industry (Jan 2018, 10 minutes)
Crayon Market and Competitive Intelligence Tool Launch (Sep 2019, 30 minutes)
- Competitive Battlecards on Crayon (log in via Okta SSO!)
Jenkins: Competitive Overview (Feb 2019, 31 minutes)
Jenkins: Overcoming Objections (Mar 2019, 26 minutes)
GitLab vs Jenkins, where is GitLab weaker? (Feb 2019, 25.5 minutes)
Azure DevOps Competitive Review: Part 1 of 2 (Nov 2018, 23 minutes)
Azure DevOps Competitive Review: Part 2 of 2 (Nov 2018, 13 minutes)
GitLab Comparison Page (Sep 2018, 22 minutes)

GitLab Portfolio

GitLab Product Vision (Apr 2019, 30 minutes)
Use Case Session 1: Increase the quality of my code while decreasing time to delivery (Continuous Integration (CI)) (Sep 2019, 26.5 minutes)
How to upgrade your customer to a higher tier (Jul 2019, 26 minutes)
Selling the Value of GitLab Ultimate (Sep 2018, 39 minutes)
Deep Dive on GitLab Ultimate (Sep 2018, 24 minutes)
Agile Project & Portfolio Management on GitLab Click-Through Demo (Jun 2019, 30 minutes)
GitLab AutoDevOps Run Click-Through Demo (Apr 2019, 21 minutes)
Q3FY20 GitLab Release Update for Sales (Aug 2019, 29 minutes)
Security
- GitLab Security & Compliance Capabilities (Jan 2019, 37 minutes)
- GitLab Security Features: Part 1 (Dec 2018, 27 minutes)
- GitLab Security Features: Part 2 (Dec 2018, 31 minutes)
- Forrester Software Composition Analysis (SCA) Wave & Security Q&A (Apr 2019, 30 minutes)
- GitLab Security Deep Dive (Oct 2018, 27 minutes)
- GitLab’s Security Dashboard (Nov 2018, 32 minutes)
GitLab: Open Source vs. Commercial Offering (Dec 2018, 7.5 minutes)
Meltano Demo (Nov 2018, 18.5 minutes)
CI/CD Tools Primer (Aug 2018, 26.5 minutes)
Introduction to GitLab CI/CD (Jun 2018, 53 minutes)
GitLab Product Tiers & Maturity Levels (Jun 2018, 31 minutes)

Functional Skills & Processes

Critical GitLab Sales Skills and Behaviors video (Jul 2019, 9.5 minutes)
Anatomy of a Successful Discovery Call video (Jul 2019, 21 minutes)
Things I Wish I Knew During My First Few Quarters at GitLab video (Aug 2019, 25.5 minutes)
Study and bookmark the Sales Handbook page
Sales Forecasting at GitLab
Version.GitLab.Com Walk-Through (Jul 2019, 8.5 minutes)
Chorus
- How to find a call in Chorus (Jul 2019, 4 minutes)
- How to review a call in Chorus (Jul 2019, 7 minutes)
- How to comment and share moments in Chorus (Jul 2019, 5 minutes)
- How to gain compliance on recorded calls (primarily for NA) (Jul 2019, 6 minutes)
Clari Sales Forecasting & Pipeline Management Tool
- Join the Google Classroom for in-depth training with Class Code: e7hfgg0
Social Selling Basics
- Social Selling Basics presentation
- Social Selling Basics video (Jul 2019, 20 minutes)
  - Social Selling_Sales Enablement_2019-07-11 (Jul 2019, 28 minutes)
- LinkedIn Sales Navigator resources
How to Host a GitLab Meetup (May 2019, 36.5 minutes)
Just Commit marketing campaign overview (Feb 2019, 11.5 minutes)
GitLab Code Contributor Program overview (Jan 2019, 13 minutes)
Giving Feedback to GitLab Product Management (Oct 2018, 15 minutes)
GitLab Customer Reference Program (Aug 2018, 30 minutes)
Customer Case Studies: How Three Customers Leverage GitLab to Gain a Competitive Advantage (Oct 2018, 37 minutes)
How to Use Customer Case Stories (Oct 2018, 5 minutes)
Analyst Relations 101 (Aug 2018, 23.5 minutes)
Understanding Analyst Reports and How to Use Them (Oct 2018, 14 minutes)

Sales Enablement Sessions

Live sales enablement videocasts are held every Thursday from 12:00-12:30pm ET with the exception of the last two weeks of every quarter. Sessions are recorded and published to YouTube, made available for on-demand playback, and added to the inventory above. Learn more here.

SDR Coaching

Similar sessions are held for GitLab’s SDR team every Wednesday from 12:30-1:00pm ET. Learn more here.

Additional Notes

Learn about GitLab customer training on the GitLab Training Tracks site
Learn about the weekly GitLab Sales Enablement webcast series
Learn about the weekly GitLab SDR Enablement webcast series

Additional Sales Training Resources

Sales Training

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