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GitLab Channel Program Guide
GitLab Channel partner program guide.
We invite organizations interested in becoming a GitLab Channel Partner to APPLY NOW.
GitLab Channel Partner Program & Guide
How the Program Works
Partner Program Tracks & Designations
The GitLab Partner Program consists of two tracks to support the different ways our partners go to market:
- Open – This track is for all partners (resellers, integrators, sales, and services) in the DevOps space , IT as a service (ITaaS) and other adjacent spaces that are committed to investing in their DevOps practice buildout. GitLab Open partners may or may not be transacting partners, and qualifying partners can earn product discounts, referral fees and services incentives.
- Select – In this track, partners make a greater investment in GitLab sales expertise develop services practices around GitLab, and are expected to drive greater GitLab product recurring revenues. In return, Select partners have a dedicated Channel Account Manager (CAM) and greater investment. The Select track is by invitation only.
- Professional Services Partner (PSP) - this partner designation highlights your team’s capabilities in helping customers get up and running with GitLab as well as maximizing those customers’ ROI in GitLab.
GitLab Partner Program, Value for Partners
GitLab is experiencing tremendous growth, which translates to incredible opportunities for our partners.
| GitLab Value | What’s included |
|---|---|
| GitLab Sales & Referrals | - Product sales discounts - Renewals discounts - Referral fees - Partner services and other incentives - Recurring revenue |
| Customer Adoption Services Opportunity | - Enhance your consulting practice - Deployment services including: implementation, integration, migration - Adoption services including: education, enablement, and process optimization - Build Managed Services offerings leveraging GitLab |
| Most Complete DevOps Platform in the market | - The entire DevOps lifecycle in one application - New features released every month - Transparent product development where you can contribute and collaborate both directly and on behalf of customers |
| Ecosystem of Technology and Cloud Partners | - Multi-cloud platform support - Build off your existing partner relationships - Integration services opportunities |
| Investment in Partner Success | - Portal for enablement resources and deal management - Sales training and resources - Services training and service framework guidance - Customer adoption guidance - Webinars focusing on sales, services, and adoption success - Not-for-Resale (NFR) licenses, for your labs and demos |
GitLab Open and Select Partner Requirements
| GitLab Open | GitLab Select (Invitation only) |
|
|---|---|---|
| Overall Program Requirements | ||
| GitLab Partner Agreement | X | X |
| # of Accredited Sales Professional or existing Verified Sales Associate resources | 2 | 4 |
| # of Solutions Architect Verified Associates | 1 | 2 |
| # of GitLab Professional Services Engineer (PSE) or existing Professional Technical Engineer (PTE) | 1 | |
| Exec Sponsored Joint Business Plan | X | |
| Program Rev Targets Min - BusPlan Committed | $300K | |
| Sales Benefits | ||
| Deal Registration Discounts | X | X |
| Referral Fee | X | X |
| Renewals Discounts | X | X |
| Discounts for Reselling GitLab Professional Services | X | X |
| Support Benefits | ||
| Partner Helpdesk | X | X |
| Level 2 Support Hotline | X | |
| Dedicated Channel Manager | X | |
| Not for Resale Licenses | X | X |
| Marketing | ||
| Partner Portal | X | X |
| Proposal Based MDF | Through Distribution | X |
| Sales & Pre-Sales Technical Enablement | X | X |
| Program Logo | X | X |
| Program & Certification Badges | X | X |
| GitLab.com Listing | X | X (featured) |
| Demand Generation Resources | X | X |
| Leads | X | |
| Services | ||
| Rebates for Attaching Your Services to GitLab Sales | X (for PSPs) | X |
| Professional Services Designations, Training, Accreditations, & Certifications | X | X |
| Managed Services | ||
| Managed Services Discount | X | X |
GitLab Partner Services Program
The GitLab Channel Services program is designed to help new or existing partners design service portfolios around the DevSecOps Lifecycle in correlation to GitLab products. The program helps partners evaluate business opportunities and creates a technical enablement framework to use as they build their GitLab-related service practices.
The foundation of the GitLab Partner Services Program consists of two elements on which partners can build upon to start or grow their GitLab-related service portfolio:
- Designations: GitLab offers the GitLab Professional Services Partner Designation (PSP), which includes training for service delivery teams which enable partners to meet program compliance requirements.
- GitLab Service Development Framework: Partners can utilize GitLab Service Development Framework to assist their teams as they build the service offerings, market and sell their services, and support their service business growth.
Becoming a Designated GitLab Professional Services Partner (PSP)
GitLab Professional Services Partner Designation (PSP) has partner program, competency, and delivery requirements that must be completed before you can obtain the designation. PSP designations will be awarded to partners who complete the requirements below.
The GitLab Partner team will communicate new PSP designations via email and will reflect the designation in the GitLab Partner Locator.
GitLab PSP Designations are reviewed annually:
1.Non-compliant partners at the time of the annual review will have their designations removed.
2.Partners who received their PSP designation prior to Nov. 2023 will have until their next annual audit to become compliant with the new criteria.
3.The annual audits are performed quarterly, and will begin during Q1FY25 (Feb. 2024-Apr. 2024).
4.Service delivery requirement will be prorated for the period between Nov. 2023-Nov. 2024.
GitLab PSP Designation Requirements
| GitLab Designated Professional Services Partner (PSP) Requirements | |
|---|---|
| Program Entry Requirements | Each PSP must be: 1. Be an Open or Select GitLab Partner or GitLab Distribution Partner 2. Design, build and operate a professional service practice, and 3. Meet the Delivery requirements. And, Hire team members who have completed the competency requirements and/or sponsor the appropriate number of team members through the completion of the competency requirements. |
| Competency Requirements | Each PSP must remain compliant with either the Open, Select, or Distribution programs, and perpetually employ at least three (3) GitLab Certified Professional Service Engineers. |
| Delivery Requirements | Each PSP must: - Enter an average of at least 2 Service Attach Registrations per fiscal quarter 1. When partners who have completed the competency requirements also complete their first two service attach registrations, they will receive their PSP designation within 7 business days. 2. Each PSP will be required to have submitted at least 8 Service Attach Registration over the previous 12 months at their annual audit(s). |
Maintaining PSP Designation
GitLab Partner program will review the GitLab Professional Service Partners’ service attach registrations and practitioner certification status each year in the quarter the partner was originally granted certification. Partners at risk for non-compliance will receive an audit warning email 30 days prior to their removal of their PSP designation. This will allow partners and their account managers time to create a plan to return to compliance.
- If partners becomes compliant during the 30-day warning period, they will not have their PSP designation removed.
- If partners remain inelligible after the 30-day warning period, their PSP designation will be removed, their PSP badge will no longer be shown on the partner locator, and they will be notified via email. Partners are encouraged to work with their GitLab Partner Account Manager (PAM) to create a plan for obtaining and maintaining designation. When a partner regains PSP elligibility, their badge will be re-issued within 7 business days.
GitLab Channel Partner Program Guide
The GitLab Channel Partner Program Guide offers a complete overview of the program.
Contact Us
All authorized GitLab resellers are invited to the GitLab #resellers Slack channel. This Slack channel allows you to reach out to our sales and marketing team in a timely manner, as well as other resellers.
Additionally, you can email the GitLab Partner Support Team at partnersupport@gitlab.com
Last modified April 16, 2024: PSP Audit Process Updates_index.md (
fea658e6)
