Co-Create Action Plan - FY26Q1
Overview
This action plan outlines our strategy to launch 7 new Co-Create projects in FY26Q1. The plan establishes processes for identifying high-potential customers, engaging effectively, and ensuring successful project delivery. Our ultimate goal is to foster continuous contributions that fuel our dual fly-wheel approach, transforming initial projects into long-term contribution relationships.
Customer Segmentation Process
Customer segmentation helps us identify organizations most likely to successfully participate in Co-Create. By analyzing multiple criteria, we can focus our resources on customers with the highest probability of contributing meaningful features to GitLab.
Prioritization criteria for customer selection
- Number of public issues and merge requests created
- Usage of specific GitLab features
- Current subscription tier and seat count
- Industry sector focus (Finance, Manufacturing, Telco)
- Previous open source contribution experience
- GitLab usage growth trends
- Customer relationship strength
Data Collection
- Review Co-Create tracking data
- Document data sources
- Validate selection criteria with team
- Identify data gaps
Customer Tiering
- Tier 1: High engagement potential
- Strong issue/MR history
- Premium/Ultimate subscription
- Prior contribution experience
- Tier 2: Medium engagement potential
- No previous MR history, but clear overlap between customer and GitLab tech-stack
- Tier 3: Future potential
Outreach Process
A structured outreach process ensures consistent communication and sets clear expectations with potential Co-Create participants. This process leverages our existing customer relationships while maintaining a healthy pipeline to achieve our quarterly goals.
Target Selection
- Focus on existing account team relationships
- Prioritize top 25 scored customers
- Maintain 3x target pipeline (21+ prospects)
Engagement Steps
- Initial contact through dedicated Slack channel
- CSM follow-up if needed
- Schedule alignment meeting with:
- Customer Success Manager
- Account Executive
- Solutions Architect
- Document meeting outcomes and next steps
Contribution Sustainability Strategy
While Co-Create focuses on enablement with a no-strings-attached approach, our aim is to foster long-term contributors. This quarter we want develop processes to support this, this may inlcude:
- Track contribution patterns across Co-Create participants
- Incorporate contribution / co-create activity into regular business reviews
- Celebrate customer contributions through case studies and social media recognition
Success Metrics
Tracking key metrics helps us measure program effectiveness and identify areas for improvement. These metrics align with our goal of launching 7 new Co-Create projects while maintaining high-quality customer engagement and fostering ongoing contributions.
Track the following:
- Number of initial meetings scheduled
- Active customer conversations
- Projects initiated
- Time from contact to project start
- Post-project contribution activity (new MRs, issues, comments)
- Percentage of customers making multiple contributions
- Average time between contributions
Risk Mitigation
Identifying and addressing potential risks ensures smooth program execution and helps maintain momentum toward our quarterly goals.
Pipeline Management
- Prepare resources for common concerns:
- Legal documentation
- ROI calculations
- Technical onboarding materials
- Maintain documentation of objection handling
Process Optimization
- Create reusable templates for:
- Communication templates
- Meeting documentation
- Onboarding materials
- Document clear processes for team reference
Resource Management
- Balance process improvements with pipeline goals
- Coordinate with team members for support
- Maintain clear documentation
Target Timeline
This action plan supports launching 7 new Co-Create projects by the end of FY26Q1 through:
- Building a pipeline of 21+ prospects
- Converting 33% to active projects
- Managing 8-10 week average project initiation time
- Establishing follow-up processes to encourage continued contributions
Resources
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