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“The advent of cloud native has empowered engineering leaders to procure and purchase software that helps them ship faster and reliably. These engineering leaders are different from the usual high ticket item buyer and an understanding of their persona is critical to success when selling DevOps software.” - Priyanka Sharma

The Champion Persona

Sub section of the Buyer Personas

• /handbook/marketing/brand-and-product-marketing/product-and-solution-marketing/#buyer-personas
• Wider than Dir./VP. Anyone with overview of multiple teams and their productivity is a Champion

Potential titles

• Director of Eng, VP of Platform, Systems Architect, Snr. Manager, Team Lead

Ability to buy

• Their direct boss can cut million dollar checks without needing to heavily involve CIO. Need to go through procurement still.

Responsibilities and promotion criteria

• Lead multiple teams and have insight into cross-org productivity challenges
• Promoted for shipping fast and reliably AND for introducing systemic improvements

Self image

• Primary work self-image: technologist. They always want to be on the cutting edge and know the latest
• Well-compensated and aware of it but humble and down-to-earth in general about socio-economic factors Intellectually elite(st?)

Where to find them

• Online: Twitter, HN front page, passively on LinkedIn (hate InMail)
• Meetups: Papers We Love, Some Kubernetes events, Small group events hosted by high end technologists like Bryan Cantrill, workshops
• Conferences: KubeCon, Monitorama, Strangeloop, PromCon, GrafanaCon, SRECon, GopherCon, etc. (systems conferences)

What they appreciate

• Conversations about our Kubernetes ecosystem, the latest trends in cloud computing (serverless, monitoring, etc)
• Straight shooting
• Empathy for their struggles
• Demos and technical knowledge (strategic level ok and appreciated)

What they don’t like

• Pitches that sound canned
• Mass email

My engagement strategy

• Be a peer (tweet, talk)
• Teach them something new
• Talk tech - be up to date
• Be credible (cite papers, reference industry experts)
• Be ready to do a demo at moment’s notice
• Help - contribute generously
• Sell intellect and empathy, the $$ will follow

What you can do

Scope

Identify the sub-sections of personas that are the most lucrative for you

Release date

2018-03-22

GitLab Press Spokespeople

Mark Pundsack

Q: What is covered in today’s announcement?

A: With GitLab CI/CD for GitHub, enterprises working with multiple different types of code repositories can now standardize on GitLab CI/CD for seamless consistency across both their GitHub and GitLab code repositories. Open source projects that host their code on GitHub can take advantage of CI/CD on GitLab SaaS, where GitLab offers top tier features for free to open source projects.

How GitLab.com subscriptions work

GitLab.com subscriptions work slightly differently to Self-managed licenses. Unlike Self-managed licenses which grant equal access to features across an installation, GitLab.com subscriptions are applied to namespaces on GitLab.com (typically groups). Members of groups that have subscriptions applied to them will enjoy those features anywhere within the licensed namespace. For example, if BigCorp has an Ultimate license, the sub-groups BigCorp/Frontend, BigCorp/Backend will each have access to Ultimate features and share a common pool of Shared Runner minutes.