GitLab Channel Program Guide

We invite organizations interested in becoming a GitLab Channel Partner to APPLY NOW.

GitLab Services and Resale Partner Program Guide

This guide documents the components, benefits and requirements of the GitLab Partner Program. For existing partners that require detailed information on how to work with GitLab on transactions, enablement and program elements, please refer to the Working with GitLab page of the GitLab Handbook.

The GitLab Ecosystem Strategy

The GitLab Ecosystem strategy is to collaborate with ecosystem partners across the customer lifecycle. By bringing together GitLab and partners across the globe, we are able to deliver the greatest value to customers and prospects. This collaboration brings together:

1. Regional, national and global professional services and integration partners
2. Hyperscaler partners, including Amazon Web Services and Google Cloud
3. Regional and national resale partners and distributors
4. Technology partners offering integrations to expand solution capabilities

To drive alignment around this customer focused approach, GitLab offers the GitLab Partner Program for our professional services and resale partners. The program focuses on rewarding partners for value delivered rather than volume. We offer partners enablement and resources to prepare them for success no matter where they engage in the customer journey.

The Opportunity of Partnering with GitLab

The most successful GitLab partners take a consultative, outcome-based approach with their customer and prospect engagements. Quite often, new GitLab partners are adding DevSecOps to their existing/adjacent app modernization, digital transformation, and/or hyperscaler practices.

Why DevSecOps?

DevSecOps is a large market with significant favorable trends. The DevSecOps Total Available Market (TAM) is estimated to be $40b, based on a GitLab internal assessment of market data. This represents both the software and services opportunity that partners can pursue together with GitLab.

“By 2027, 75% of organizations will have switched from multiple point solutions to DevOps platforms to streamline application delivery, up from 25% in 2023.” Source: Gartner®, Optimize Your Selection of DevOps Toolchains and Platforms, Hassan Ennaciri, Chris Saunderson, Manjunath Bhat, Daniel Betts, March 2024. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

Why GitLab?

GitLab enables our customers to deliver better, more secure software faster with one platform for their entire software delivery lifecycle. Customers can boost efficiency and reduce cycle times of every user with the help of AI in every phase of the software development lifecycle - from planning and code creation to testing, security, and monitoring.

GitLab customers gain clear & measurable benefits like 7x faster cycle times, along with improved uptimes, scalability, and security postures. Enterprise customers see over 400% ROI, as documented in the Forrester® Consulting GitLab Ultimate’s total economic impact report. GitLab named a Leader in the 2024 Gartner® Magic Quadrant™ for DevOps Platforms for the second consecutive year and also a Leader in the 2024 Gartner® Magic Quadrant™ for AI Code Assistants.

To learn more about the GitLab platform,visit the customer success stories page and resources page for industry recognitions on https://about.gitlab.com/.

Building a Successful Business with GitLab

GitLab focuses on working with partners who offer value-added DevSecOps Professionals Services to our joint customers, creating an opportunity for building profitable service practices that leverage GitLab as a strategic element to onboard customers and support their DevSecOps practices across technology stacks. The GitLab Ecosystem of partners is positioned to grow revenue through:

• Professional services including implementations, migrations, integrations, managed services, training and DevOps optimization for customers. Also, GitLab aligns to broader opportunities such as app modernization, cloud migration and digital transformation initiatives.
• Rebates for partners delivering their own services to our customers. This helps our customers with deployment and adoption, and offers partners an additional source of services revenue and investment funds.
• Annual GitLab software subscription resale margins. With the GitLab platform, partners can create a foundation for add on product sales as well as long-term recurring revenue.
• Referrals for identifying new GitLab subscription opportunities.
• Marketplace transactions through the AWS and/or GCP marketplaces, enabling partners to deliver broader, more integrated offerings with the hyperscalers and GitLab.

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The GitLab Partner Program

The GitLab Partner Program provides incentives, technical and sales training, valuable resources, and personalized support to help partners accelerate sales opportunities, engage in services, and grow a profitable business with GitLab.

This guide provides an overview of program benefits, requirements, and key elements, including:

• Partner Program Tracks: Explore different ways to engage with GitLab.
• Program Requirements and Benefits: Learn about participation criteria and rewards.
• Training and Certification: Gain skills to deepen expertise and credibility.
• Incentives and Rewards: Understand margins, referral fees, and deal registration benefits.
• Market Development Funds (MDF): Access funding to boost demand generation and enablement efforts.

For complete details, additional resources, and step-by-step guides, visit the GitLab Channel Program page on the GitLab Handbook.

Partner Program Tracks & Designations

Partners in the GitLab Partner Program are included in one of two tracks; Select and Open. Additionally, partners can earn a separate services designation for developing a GitLab professional services practice.

GitLab Open and Select Partner Requirements & Benefits

Open Track

The Open track is designed for resellers, integrators, and other sales and services partners committed to investing in their DevSecOps practice buildout and GTM efforts. Open resale partners transact via GitLab Authorized Distributors active in their region. There is no revenue requirement for Open partners. Partners in the business of delivering professional services are also encouraged to consider earning the GitLab Professional Services (PSP) designation.

Benefits for Open Partners:

• Broad sales and services enablement
• Margins and referral fees
• Deal Registration after the partner meets the required training as outlined below.
• GitLab badges
• Field support

Requirements for Open Partners:

To earn program benefits, Open partners must apply for the program, agree to the Master Partner Agreement, and complete the following minimum training requirements:

• Two (2) employees completing the Professional Sales Accreditation for Partner course
• One (1) employee completing Solutions Architect Verified Associate course

Select Track (by invitation only)

The Select track is for partners who make greater investments in driving GitLab sales and/or GitLab services. Participation in the Select track is by invitation only, and partners are not automatically upgraded from the Open track.

Select partners can maintain their program compliance through either sales (revenue), services capabilities and delivery, or both.

Benefits for all Select Partners include:

• Focused strategic relationships with GitLab Ecosystem Account Managers, Solution Architects, and Executives
• Margins and referral fees
• Targeted sales and services enablement
• Badges and certifications
• Access to proposal-based MDF
• Services and resale lead sharing opportunities
• Ultimate-level technical support
• Business planning and QBRs
• Priority help desk support
• Priority positioning in the GitLab Partner Locator
• Discounted and limited free Professional Services Engineer (PSE) exam vouchers.

Requirements for Select partners:

Training requirements:

• A minimum of $300K Net ARR (growth) bookings per year - OR - earning the GitLab Professional Services Partner (PSP) designation
• Training
  • Four (4) employees completing the Accredited GitLab Sales Professional course
  • Two (2) employees completing Solutions Architect Verified Associate course
  • One (1) completion of GitLab Certified Service Engineer (PSE)
• An executive-sponsored joint business plan to drive sales growth
• Sales focus and resources for DevSecOps sales
• Invitation from the GitLab Ecosystem team

The GitLab Professional Services Partner (PSP) Program

Open and Select Partners with existing services practices in one or more of the following spaces are encouraged to consider this program:

• DevOps/DevSecOps
• App modernization
• Digital transformation
• Container & Kubernetes
• Google Cloud, especially partners with the “Application Development – Services” Specialization
• AWS, especially partners with the AWS Migration and Modernization, DevOps or Generative AI Competencies

PSP Program Benefits

GitLab rewards Professional Services Partners for their investment in developing a GitLab services practice. PSP benefits include:

• Service Delivery Rebates for services attached to a GitLab transaction
• Priority engagement with the GitLab Field teams
• Priority listing in the GitLab Partner Locator
• Discounted and limited free vouchers for the GitLab PSE exam
• Differentiation with customers seeking GitLab related expertise and services based on their specific priorities on their journey for DevSecOps platform success

PSP Program Requirements

• Authorized GitLab partner in good standing
• Be in the business of designing, building, and operating a DevSecOps professional service practice
• Meet the following competency and delivery requirements:
  • Competency Requirements: Employ a minimum of three (3) GitLab Certified Service Engineers (PSEs). This can be achieved by employees completing PSE, or hiring full-time employees with a valid/existing GitLab PSE certification.**
  • Service Delivery Requirements: Submit an average of two (2) Service Attach registrations or two (2) Managed Services Deal Registrations per GitLab fiscal quarter.

When partners complete the competency requirements and their first two service attach registrations, and/or Managed Services Deal Registrations in a single GitLab Fiscal Quarter, they will receive their PSP designation within 7 business days.

Maintaining the PSP Designation: Each PSP is required to have submitted at least 8 Service Attach Registrations and/or Managed Services Deal Registrations with proof of execution (POE), over the previous 12 months at their annual audit(s). Partner PSP annual audits take place based on the partner’s date of PSP achievement.

Partner Resale Margins & Incentives

The GitLab Partner Program offers financial incentives to partners who help sell and support GitLab products. Partners can earn both one-time and recurring revenue through product sales, referrals, and service delivery. For complete details, terms and conditions for GitLab program incentives, review the GitLab Partner Program Incentive Guide. Margins for sales to U.S. and Canada Public Sector customers are available in the GitLab Public Sector Partner Program Incentive Guide. For additional questions, please contact partnersupport@gitlab.com.

Deal Registration Program

To promote the growth and success of channel partners, manage channel conflict, and provide a systematic approach to pursuing sales opportunities, GitLab has formalized rules of engagement and deal registration procedures. Partners are encouraged to submit their deal registrations as early as possible to lock in the largest program margin. Deal registrations must be for an individual sales opportunity, not an account or combined opportunities.

Only partners that have signed the GitLab Partner Program Agreement and are in compliance with program requirements are able to register deals, earn program margins and transact with GitLab. Unauthorized partners do not qualify. If at least one partner employee completes the Sales Professional accreditation, a partner may temporarily qualify for deal registration and program margins.

For detailed deal registration rules and transactional instructions, please visit the Working with GitLab page in the GitLab Handbook.

Service Attached Registration Program

GitLab provides incentives for Select partners and Designated Professional Services Partners (PSP) that sell and deliver their own professional services for GitLab customers. This is intended to encourage partners to drive greater GitLab adoption and value for customers. Services that qualify include:

• Implementation
• Integration with other tools in the customer’s DevSecOps toolchain
• Migration from other DevSecOps tools
• DevOps optimization and transformation - creating scalable, repeatable and efficient DevOps processes
• Managed/hosted services (with software sold to / owned by end customer)
• Security and compliance, helping customers integrate security earlier in the development process and to meet industry compliance requirements
• Adoption workshops and advisory
• Assessments and planning
• Application Development
• DevSecOps AI integration
• Support and/or Success Services

Another benefit of service attach registrations is that they help meet partners’ Professional Services Program (PSP) compliance and help the GitLab Sales and Services teams learn more about partner capabilities and customers. This makes it easier to match customer services needs to partner’s capabilities.

To qualify for the rebate incentive, Select partners and/or PSPs must submit a qualifying Service Attach deal registrations. This is separate from the Partner Sourced Deal Registration for the license sale. Partners with approved Service Attached Registrations qualify for quarterly back-end rebates. In addition, approved and accepted Service Attached Registrations count towards partners’ PSP qualifications.

For instructions on how to register a deal and other program requirements, please visit the Working with GitLab page in the GitLab Handbook.

Training and Enablement

GitLab offers partners comprehensive training, enablement and certifications to help partners sell, demonstrate and provide services around GitLab solutions. GitLab also offers valuable resources to help partners develop deep sales and services relationships with customers.

For more information on training, as well as access to resources, visit the:

• Partner Training, Accreditations, and Enablement page in the GitLab Handbook
• The GitLab Partner Portal and
• Partner Technical Presales Enablement

Not for Resale License Program

The GitLab Not-for-Resale (NFR) Program offers qualified GitLab partners with free access to GitLab solutions at no cost to partners. This program enables partners to use GitLab for customer demonstrations, proof of concepts, and internal enablement, helping them build expertise and showcase the platform’s value to customers.

Key benefits of the NFR Program

• Hands-on Expertise: Gain in-depth experience with GitLab’s platform
• Integration Opportunities: Build integrations with GitLab Alliance solution partners to showcase with customers
• Centers of Excellence (COE): Create or extend Centers of Excellence to enhance capabilities in DevSecOps for current and prospective customers

NFR Program Eligibility

To participate in the NFR program, partners must:

• Be Open or Select partners in good standing
• Have at least one employee that has completed one of the following GitLab technical trainings:
  • GitLab Solution Architect
  • Partner Technical Associate
  • Professional Services Engineer Certification training, lab and exam (with a passing score).

To request NFR licenses, please visit the NFR section of Working with GitLab page in the GitLab partner handbook.

GitLab Partner Champions Program

The GitLab Partner Champions Program will empower, support, reward, and recognize members of the GitLab Partner community who champion great customer outcomes based on the GitLab DevSecOps platform.

GitLab Champions: Advocating for Shared Success

GitLab Champions enlists, supports, rewards, and recognizes members of the GitLab Partner community who make outstanding contributions to GitLab and our community around the globe.

Become a GitLab Champion.

Program Key Features

Themed and Sponsored Community: Designed with a distinctive GitLab theme and is financially supported by GitLab. It is led by Ecosystem SAs in each region.

Partner Technical Presales Enablement

GitLab Champions get access to technical assets, enablement and high touch support from the Solution Architects and others at GitLab.

Access to Technical GitLab Team Members

GitLab Champions not only develop deep working relationships with GitLab Ecosystem Solution Architects, they also are invited to meet with other members of GitLab technical teams including product, Field CTO and Services.

To learn more, visit the GitLab Champions page.

Marketing Development Funds (MDF) Program

GitLab Select and Distribution partners have access to the proposal-based GitLab Marketing Development Funds (MDF) Program. MDF funds provide funding support for eligible marketing and partner enablement activities that help to:

• Acquire new GitLab customers
• Drive demand within an existing mutual customer base

To receive MDF, partners must:

• Submit a proposal to GitLab via the GitLab Partner Portal
• Have an authorized GitLab Marketing Manager review and approve the proposal
• Promptly submit the required proof of performance documentation to GitLab 30 days following the activity

Activities planned with cloud partners, AWS and Google will be prioritized for funding. For additional information about the GitLab MDF program, please visit the Marketing Development Funds of the GitLab Handbook.

Contact Us

You can email the GitLab Partner Support Team at partnersupport@gitlab.com