Field Flash Newsletter - Edition 2021-05-03

May 2021 edition of the Field Flash Newsletter sent to the GitLab Field (Sales, CS, SDR) team and stakeholders

This email newsletter was originally sent to the GitLab Field Team and stakeholders on 2021-05-03.

NEW ⚑️ GitLab Field Flash: May 2021 Edition ⚑️

In this month’s Field Flash, you’ll learn more about the first GitLab Sales Play, GitLab’s leadership position in Gartner’s latest Magic Quadrant for Enterprise Agile Tools, how GitLab compares to Jenkins when solving common decision maker problems, new resources for working with alliance partners and more. Plus, dive into Peter Davies’ Land deal of the month, and learn more about Alyssa Belardi in her team member spotlight.

Introducing: The First GitLab Sales Play

The first Sales Play – Upselling Premium to Ultimate – is now available for all sales segments! Review the details below and start leveraging Sales Plays in your selling motions today.

  1. What is a Sales Play? A Sales Play is a prescriptive set of actionable steps to guide reps through one of our key GTM motions: CI/CD, DevOps Platform, and GitOps. Sometimes it is also tied to a Marketing campaign.
  2. What is included in a Sales Play? In this Sales Play, you’ll find:
    1. Detailed Background Information: Ideal customer profile, target buyer personas, common pain points, discovery questions, elevator pitch, value positioning, objection handling and more.
    2. Sales Play Tactics: Detailed, step-by-step actions for ENT, MM and SMB reps to put the play into practice to generate leads.
  3. Where does it live? You can find this and future Sales Plays in the GitLab Handbook.
  4. Who is it for? This Sales Play is for ALL Sales segments (ENT, MM, SMB) for team members who call on existing GitLab Premium customers.
  5. Where can I learn more? Check out these resources:
    1. Sales Enablement LevelUp Webcast recording
    2. Mural outlining overall campaign & Sales Play flow for SMB vs. MM/ENT
    3. Practitioner track and manager track assets in PathFactory

Keep an eye out for additional Sales Plays coming in Q2! Please reach out in #sales with questions.

Deal of the Month πŸ…

Peter Davies and John Feeny discuss how they closed a 300-seat Premium Land deal with a government entity on a tight timeline by demonstrating a clear understanding of the customer’s digital transformation goals as well as the specific needs and requirements of Public Sector timelines and paper processes.

New and Noteworthy Resources πŸ““

GitLab has been named a leader in Gartner’s 2021 Enterprise Agile Tools Magic Quadrant for the first time! Use this link to share the report with customers, and access the press release here. Check it Out –>

GitLab is launching Incident Management to help Premium & Ultimate customers reduce downtime and respond to IT incidents directly in our single application. Check out this brief video overview (slides), and join the Sales Enablement Level Up Webinar session on 2021-06-03 and/or the CS Skills Exchange session on 2021-05-05 to learn more. Watch Now –>

Learn how HackerOne achieves 5x faster deployments with GitLab’s integrated security in this latest case study that focuses on CI, Security, reducing toolchain, and agile. You can also use this HackerOne case study slide in your customer decks as an easily-digestible reference resource. Learn More –>

The Channel team has made important Channel Partner Program updates to further align with GitLab’s FY22 key investment areas. Watch the latest group conversation (slides) about the Program changes and learn how to best position your co-selling motions to increase Net New customer logos and accelerate existing customer growth. Watch Now –>

You can now find all key components and critical information about GitLab Alliance Partners AWS, GCP and IBM in the new Alliance Private Handbook. Access it Here –>

More Resources βž•

Did You Know? πŸ”’

Sales Ops has updated the bookings policy for Subscription Start Dates to ensure proper revenue recognition while adding efficiency to the Sales cycle. See the details for New Business, Add-Ons and Renewals on the Sales Order Processing Handbook page and reach out in #sales-support for any questions on the changes.

The ABM team has made multiple process iterations to help you work more efficiently, transparently and collaboratively. Reach out in #abmteam with questions.

  1. More Easily Identify Priority Accounts For Cross Functional Teams - The ABM team has implemented a ranking system for Sales to easily indicate high-priority accounts utilizing the account rank field. Our focus account lists (GL4300 and MM4000) are determined based on account engagement data and Sales prioritization utilizing this new ranking system. Find Handbook documentation and definitions for Commercial & Large.
  2. Propose a Change to the New Logo Bounty List - A subset of the GL4300 accounts have been flagged as part of the new logo bounty list for additional Sales compensation (for those with applicable comp plans). This static list can be found here and will remain in the marketing focus account lists through the end of the fiscal year. Any proposed change to the New Logo compensation incentive needs to be documented in SFDC through Chatter and approved by both your manager and the VP, ENT Sales.

The pricing of Rapid Results (Self Managed) is increasing from $25K to $40K to align with the market and value of this package of services. Under this new pricing structure, customers can expect a 4-week delivery timeline. At the end of the engagement:

  1. The customer will have a Highly Available deployment of GitLab with a backup solution
  2. The customer’s SRE team will know how to maintain/upgrade the deployment using the delivered IaC/Configuration Automation
  3. Users will know how to use git, GitLab and GitLab CI
  4. The customer will be in a position to succeed with higher potential for faster growth.

If you have any questions, please reach out in the professional services slack channel to learn more.

Customers who want to add on to the 12-person limit for training sessions can now do so by ordering the new ProServ Training Per-Seat Add-on SKU. Priced at $500 per added seat, this is an easy way to accommodate additional attendees and avoid the need to order a full additional training delivery for customers with more than 12 trainees. Questions? Reach out in the professional services slack channel to learn more.

The People team recently launched the Team Member Relations group, a centralized team that works with both manager and team member in an intermediary function to understand and help resolve workplace issues. The team member relations specialist can also help coach and advise managers and team members on policies and processes. For more information, check out the handbook page.

What’s New in GitLab πŸš€

The GitLab 13.11 release is live! Here are the takeaways for customers and prospects:

  • Reduce Security and Compliance Risk: Security pros will be happy to see that they can now secure the software supply chain even further with support for custom detection rules, custom certificates and email alerts for key expirations. The new On-Call Schedule Management will lay a strong foundation as we mature our security alerts in future releases, providing a valuable incident management capability with end-to-end visibility across the entire DevOps process.
  • Increase Operational Efficiencies: Teams can grow and scale while simplifying compliance efforts with new controls that keep automation on track, including the GitLab Agent for Kubernetes for .com which supports pull-based deployments that are preferred by security as well as Network Security policy integration and alerts which enables fine-tuned RBAC controls within clusters. Compliant Pipeline Configurations allow customers to enforce a higher degree of separation of duties and reduce business risks, while Admin mode increases security and control of a customer’s GitLab instance by requiring admin users to reverify their credentials before running administrative commands.
  • Deliver Better Products Faster: 13.11 delivers faster, more reliable pipelines with a host of pipeline improvements. These include enhancements to the Pipeline Editor such as the Empty State enhancement and the ability to configure multiple cache keys in a single job, which helps customers get to work even faster and stay more productive once they begin. It also includes a new DORA 4 graph showing lead time for changes and metrics on DevOps Adoption at the group level.

Visit the 13.11 Release Post for more details

To see what’s ahead in 13.12, watch the kickoff video or check out the kickoff review page.

Upcoming Events 🎟

Corporate/Regional Event Spotlights

For a full list of virtual events, see a convenient calendar view in the Marketing Handbook.

Channel Webinars

Want the latest on Partner webinars? Subscribe to our GitLab Partner Channel.

Enablement Corner 🧠

From avoiding common discovery pitfalls to co-selling with IBM to deal registration and working with partners, the 9 LevelUp Webcast sessions in Q1 helped us start off the fiscal year strong by honing many of the skills needed to reach our Peak Performance in FY22. See all recordings on the Sales Enablement Sessions handbook page and join us for more sessions each Thursday at 9 am PT this quarter.

Team Member Spotlight πŸ”¦

Alyssa Belardi - SAE, AMER West

Alyssa Belardi - SAE, AMER West

Alyssa-Belardi-TMS-Thumb

Where did you grow up, and where are you based now?

I grew up in a split household between San Francisco and Tiburon, California. I love the SF Bay Area and have been fortunate enough to stay here for my entire life (except for a short stint living in the Australian bush… slack me to hear that crazy story) and now reside in Orinda, CA.

What is your favorite thing about your job?

Collaborating with various teams to achieve desired results. The most important part of my job is triangulating resources to tell an impactful story, prove the product, provide for and inspire our customers. Without the support of the broader GitLab team, I would most certainly not be able to do my job effectively.

Which of GitLab’s Values resonates most with you?

Results because I firmly believe one can’t achieve Results without Collaboration, Iteration, Diversity/Inclusion, Efficiency and Transparency. This GitLab value holds me accountable every day.

Do you have a helpful tip for working at GitLab to share?

Don’t be shy in Slack channels. Using the channels yields incredible responses from multiple sources – I’ve learned so much from some of the conversations started with what I thought was a simple question.

What is a hobby or skill you have that the team might not know about?

I collect vintage and unique glass items. Vases are my favorite - especially from Sklo Union, Rosenthal Studio and Louise Roe Copenhagen. I adore arranging flowers in special vases around the house, it’s my simple pleasure to make living itself an art.

Icebreaker: What was your favorite item of clothing as a kid?

When I was 8, I loved my red high top Chuck Taylor converse… they were the best and I wore them until there were holes through the soles. I still love and wear high top chucks today!

Questions or feedback? We want to hear it! Reach out to the field-enablement-team Slack channel or capture it using this process.

See the Field Flash Newsletter handbook page for more information about this newsletter.

Archive: Edition 14, Description: May 2021 Field Flash

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