Field Enablement Spotlight: Continuous Education at GitLab

Continuous education webcast series for GitLab sales team members

Field Enablement Spotlight Sessions

Upcoming Training

To see what training is coming soon, view the Field Enablement Spotlight issue list.

Spring 2024 Lineup

DATE TOPIC SPEAKERS
Apr 4 FY25-Q1 - Partner Sales Update Partner Sales Team
Apr 11 Cloud Licensing Exemptions Update Deal Desk Team
Apr 18 FY25-Q1 Competitive Update Marketing
Apr 25 No session during the last week of the quarter N/A

Past Sessions

Click here to see links to past sessions on YouTube
Date Topic Public or Private
2024-03-27 Success Plan Services Private
2024-03-28 FY25-Q1 Revenue Play: GitLab Dedicated Private
2024-03-07 Discovering Agile Planning Opportunities Private
2024-02-29 GitLab University Launch Private
2024-02-15 FY25 Deal Approval Matrix Changes Private
2024-02-08 Tools to Help You Win: SafeBase Private
2024-02-01 Tools to Help You Win: ZoomInfo Overview Private
2023-12-14 Code Suggestions GTM Launch Overview Private
2023-11-30 Winning with Professional Services: Customer Stories Private
2023-11-16 FY24-Q4 Competitive Update Private
2023-11-09 Sales Ops Update: AE Clari Best Practices Private
2023-11-02 How to Implement DORA Metrics in GitLab Private
2023-10-19 Pitching GitLab and the Top 10 Reasons Why Private
2023-10-12 Analyst Relations - New Gartner & Forrester Security Reports Private
2023-09-28 Value Framework Refresh Overview Private
2023-09-14 Propensity to Purchase (PTP) Score Launch Private
2023-09-07 FY24-Q3 - Better Together: Winning with Cloud Partners Private
2023-08-31 FY24-2H - Solution Play: AI Powered DevSecOps Private
2023-08-24 New Compliance Deck & Demo Environment Private
2023-08-10 Salesforce Data Quality & Governance Overview Private
2023-08-03 FY24-Q3 - Deal Desk Update: Quote Approvals Private
2023-07-13 GitLab Security Competitors Overview Private
2023-06-15 New Gartner & Forrester Reports: GitLab Named DevOps Platform Leader Private
2023-06-08 GitLab’s AI Vision & Strategy AMA & Course Launch Private
2023-06-01 GitLab Dedicated - General Availability Launch Private
2023-05-25 GitLab AI Competitors Overview Private
2023-05-18 Global DevSecOps Trends - Survey Results Private
2023-05-11 FY24-Q2 - Revenue Play - GitLab AI Private
2023-05-03 Value Stream Assessment Showcase Private
2023-04-13 FY24-Q1 - Channel Program Update Private
2023-04-06 Positioning Professional Services Private
2023-03-23 Winning with Value Stream Assesments Private
2023-03-16 Alliances: Co-Selling with Oracle Cloud Infrastructure Private
2023-03-09 FY24-Q1 Revenue Play Private
2022-02-23 Sales Ops Update: Quote Studio Private
2022-02-09 Partner Solution Showcase Private
2023-02-02 SKO Preview Private
2023-01-19 FY23-Q4 Sales Ops Update (Win / Loss Code Changes) Private
2023-01-12 Working with Analyst Relations Private
2023-01-05 FY23 - Q4 Competitive Corner: Winning Against Github Private
2022-12-15 FY23-Q4 Product Spotlight: Winning with Ultimate Private
2022-12-08 Forrester TEI Enablement (Study + Estimator) Private
2022-11-17 Strategic Selling & ROI Private
2022-10-13 How GitLab Competes with Snyk Private
2022-10-06 Security & Governance Enablement Private
2022-09-29 Collaborating with Community Programs Private
2022-09-15 FY23 - Q3 Sales Ops Update - Clari Data Analytics & Best Practices Private
2022-09-08 Basics of Legal Subscription Agreements Private
2022-09-01 VMware Partnership and Go-to-Market Approaches. Private
2022-08-25 Q3 Rev Program Update Private
2022-08-18 Automated Software Delivery (AutoSD) Integrated Campaign Private
2022-08-11 FY23 - Q3 Channel Update Private
2022-07-07 The New Simple ROI Calculator Private
2022-06-30 Q2 FY23 Customer References Update Private
2022-06-23 Alliance Technology Partner Solutions Private
2022-06-16 Positioning and Selling GitLab.com Private
2022-05-19 15.0 Release Private
2022-05-05 AWS Alliances: New AWS Marketplace listing and upcoming Credit Promotion Private
2022-04-07 Solution Selling: Compliance Private
2022-03-31 Cloud Licensing Update Private
2022-03-24 Q1 FY23 Customer References Update Private
2022-03-10 Q1 FY23 Professional Services Update Private
2022-03-03 Solution Selling Private
2022-02-24 Best Practices Co-Selling with AWS Private
2022-02-17 Q1 FY23 Channel Update Private
2022-02-10 GitLab Runner Sales Playbook Private
2022-02-03 GitLab Value Stream Assessment Private
2022-01-06 GitLab on IBM Power - Modernization Private
2021-12-16 GitLab Acquires Opstrace Private
2021-12-09 Operational Efficiencies & Flexible Hosting Options with Gitaly Cluster Private
2021-11-18 Trust Building In Consultative Engagements Private
2021-11-11 FY22-Q4 Competitive Update Private
2021-11-04 FY22-Q3 Product Update Private
2021-10-07 DevSecOps Campaign Refresh Private
2021-09-30 Co-Selling Executive Business Reviews Private
2021-09-20 NEW DevOps Platform customer deck Private
2021-09-09 Bitbucket Sales Play Private
2021-09-02 Verify: Testing Vision & Positioning Public
2021-08-26 Digital Programs for non-CSM-assigned accounts Private
2021-08-19 Deal Review Panel Discussion Private
2021-08-12 ServiceNow <> GitLab: Better Together Public
2021-08-05 Q3FY22 Channel Update Private
2021-07-21 Q2 FY22 Alliances Update: The Importance of Ecosystem Partners Private
2021-07-08 Q2 FY22 Product Update Public
2021-07-01 The Value of Professional Services Private
2021-06-24 Competing against Microsoft for Plan - Azure Boards Private
2021-06-17 Breaking Changes in 14.0 - AMA with Product & Customer Success Private
2021-06-10 Account Planning Office Hours Private
2021-06-03 Q2 FY22 Competitive Update Private
2021-05-27 GitOps Infrastructure Automation Sales Play Private
2021-05-20 Office Hours for Gainsight & Account Planning Private
2021-05-13 Sales Ops Update - Docusign Rollout Private
2021-05-06 Channel Program Updates Private
2021-04-22 GitLab Premium to Ultimate Sales Playbook Launch Private
2021-04-15 Q1 FY22 Market Research and Customer Insights (MRnCI) Update Private
2021-04-08 How to Avoid Common Discovery Pitfalls Private
2021-04-01 Co-Selling with AWS Private
2021-03-25 Co-Selling with GCP Private
2021-03-11 Positioning Verify & Product Vision Private
2021-03-04 Co-Selling with IBM Private
2021-02-25 Q1 FY22 Competitive Update Private
2021-02-04 Peak Performance - SKO 2021 Preview Private
2021-01-14 The GitLab / Red Hat Partnership Private
2021-01-07 Q4 FY21 Competitive Update Private
2020-12-10 Deal Registration Program and Working with Partners Private
2020-12-03 Deal qualification: Best practices in figuring out if you truly have a deal Public
2020-11-19 Maximizing Value of Partners in a Deal (Co-Selling with Partners Part 2) Private
2020-11-12 How GitLab Evaluates and Completes Software Purchases Private
2020-11-05 Co-Selling with Google - Alliance Overview Private
2020-10-15 Proof Points & Analyst Resources Update Private
2020-10-08 Deal Structure Best Practices Private
2020-10-01 Leveraging the GitLab/VMware Alliance Private
2020-09-24 Q3 FY21 Competitive Update Private
2020-09-10 Accelerating Your Pipeline with AWS Private
2020-09-03 GitLab Standard ROI Models Public
2020-08-27 Demystifying the Metrics Conversation Public
2020-08-20 Q3 FY21 GitLab Product Release Update for Sales Public
2020-08-13 Gainsight Overview for Sales Private
2020-08-06 The Value of Professional Services: A CFO’s Perspective Private
2020-07-16 The GitLab Journey & the GitOps Use Case Public
2020-07-14 Special: Forrester TEI Report Private
2020-07-09 Channel Partner Success for GitLab Sellers Private
2020-07-02 Closing Best Practices Private
2020-06-25 Q2 FY21 Competitive Update Private
2020-06-18 NEW Forrester TEI Report Private
2020-06-11 Best Practices for Selling Premium and Ultimate Private
2020-06-04 Q2 FY21 GitLab Product Release Update Public
2020-06-01 GitLab Pricing Overview Private
2020-05-21 Competitive Update: GitHub Support Private
2020-05-14 Compliance Public
2020-05-08 Quarterly Co-Terms Private
2020-05-07 Operational Efficiencies Public
2020-04-16 Competitive Update: GitHub Private
2020-04-09 Professional Services Offerings & Positioning Private
2020-04-02 End to End Visibility & Insights Public
2020-03-26 GitLab Account Based Marketing and Ideal Customer Profile Private
2020-03-19 True-Ups Public
2020-03-12 The GitLab Journey & The SCM Use Case Public
2020-03-05 The GitLab Journey & The CI Use Case Public
2020-02-27 Q1 FY21 GitLab Release Update Public
2020-02-06 SKO Preview Public
2020-01-13 FY21 Product Outlook - Ops Section Public
2020-01-13 FY21 Product Outlook - Secure and Protect Public
2020-01-09 Reference Edge training session Private
2019-12-19 Microsoft Competitive Update Private
2019-12-12 FY21 Product Outlook - CI/CD Section Public
2019-12-05 Build Pipeline Leveraging the New Digital Transformation Customer Deck Public
2019-11-21 Ultimate Is Ready for Primetime! Private
2019-11-14 FY21 Product Outlook - Dev Section Public
2019-11-07 How to Sell with AWS to accelerate your pipeline and find new Customers Private
2019-10-17 The Art Behind Command of the Message Private
2019-10-10 Selling Services to Accelerate Customer Adoption Public
2019-10-03 Forrester Wave Cloud CI Report: What It Means to GitLab Sales, Customers & Prospects Private
2019-09-26 Renewals Update from Sales Ops Private
2019-09-19 GitLab Comparison Story against Cloudbees and Jenkins Private
2019-09-12 Crayon Launch (Market and Competitive Intelligence Tool) Private
2019-08-22 Q3FY20 GitLab Release Update for Sales Public
2019-08-15 Things I Wish I Knew During My First Few Quarters at GitLab Private
2019-08-01 Sales and Customer Enablement Update Public
2019-07-11 Social Selling 101 Public

Note: To watch private videos on GitLab Unfiltered, please look at the Handbook page on watching private videos. which includes a link to this 2-minute video.

Get an invite to the weekly session

To get a calendar invite to the weekly Field Enablement Spotlight, make sure you are added to the one of the following email groups.

  • Sales Team sales-all@
  • SDR Team sdr@
  • Marketing team marketing@

You can fill out an access request to request access to the email group. These groups are invited to the meeting so that each individual person does not need an invite.

Training Playlist

There are a few places to see previous Sales Enablement sessions:

Recording

Public vs Private

  • Some enablement sessions, typically those that focus on industry or technical product knowledge, are made public, including the Q&A
  • Other sessions that focus on topics like competitive analysis or openly discussing customers are kept private
  • At the start of every session, and before moving into Q&A, the facilitator will announce to the audience if the call is public or private
  • Here is a how-to video on accessing private videos on GitLab Unfiltered.

Enablement pages

To request new sales enablement sessions

Scheduling trainings

4-6 weeks before the start of a new quarter

  • Solicit input from sales leaders, Product Marketing, Channel, Alliances, Competitive Intelligence, Analyst Relations, and others (e.g. Sales Ops) on sales enablement topics for the next quarter

2-4 weeks before the start of a new quarter

  • Alignment call to finalize topics & tentative schedule with
    • Sales Training Facilitator (John Blevins)
    • Director, Sales & Customer Enablement (David Somers)
  • After alignment call, John Blevins to open issues for each enablement session with
    • Documentation of preliminary learning objectives, title, expected outcomes, etc.
    • Tentative dates listed as “TENTATIVE - ZZZ”
    • Intended SME/speaker(s) assigned to the issue
    • Ping the SME in the issue to ask if they can commit to it, get their commitment before you schedule.

1-2 weeks before the start of a new quarter

  • John Blevins to schedule meeting with all SMEs/speakers
    • Goal: Ensure SMEs/speakers are aware of the upcoming sessions and can own the sessions

      • Review schedule, outcomes, objectives
      • Answer questions
      • Adjust as needed
    • Manage ongoing collaboration via issue, Google Docs, and public Slack channels (e.g. #product-marketing or #sales-and-customer-enablement)

    • The Sales and Customer Enablement team discusses upcoming trainings in regular meetings with sales leadership and the GitLab Product Marketing Management (PMM) team.

  • Sessions picked to execute on should be chosen from the backlog, or a new issue created, and moved to the status:plan column.
  • Assign the issue to the speaker and add Moderator: <name> to the issue description.
    • The speaker will then research and generate the conent for the training.
  • Once the speaker is ready, a moderator and date should be chosen for the training.
    • Assign the moderator (in addition to the speaker) to the issue and add Moderator: <name> to the issue description.
    • Add a due date to the issue.
    • Add the date in ISO format to the issue title.
    • Move the issue to the status:scheduled column.
    • Manually drag the issue to order issues in the column by date.

Enablement Calendar

Field Enablement Spotlight sessions are scheduled on the Sales Enablement calendar so that everyone on the Sales and Customer Enablement and PMM team has the ability to edit the calendar event.

How to conduct a Field Enablement Spotlight Session

  • Each training session has a speaker and a moderator
  • Sessions are 30 minutes long
  • The presentation portion should be 15 minutes leaving 15 minutes for Q&A

Speaker

  • Create your content as a handbook page (don’t use a slide deck)
    • Create a new directory under /handbook/sales/training/sales-enablement-sessions/enablement/ with the title of your talk

      • For example: /handbook/sales/training/sales-enablement-sessions/enablement/cloud-native-ecosystem/.
    • Add an index.html.md file to that directory.

      • Use this template:
      ---
      
      title: "Title goes here"
      ---
      
      
      
      
      
      
      
      ## Title goes here
      
    • Add your content to this page.

    • Add links to any other pages you need to reference on this page so you can present from training page.

    • Add a link to the training page from this page in the #enablement-pages section.

Moderator

The moderator should serve as the host of the call and overall wingperson for the presenter. The moderator monitors chat to raise questions to the presenter and searches for links that are mentioned on the call to make sure they get linked in the handbook page for the training.

Moderator tasks prior to the session

  • Confirm presenter availability & learning objectives.
  • Solicit input from #field-enablement-chatter on any important announcements that should be made at the beginning or end of the session.
  • Update the session agenda document embedded in calendar invite.
  • Change the title of the calendar invite to match the weekly topic and session length.
  • Promote the upcoming session in the #sales & #customer-success slack channels.

Moderator tasks during the session

  • Log in to zoom 5 minutes ahead of time
  • The video should not be recording, but pause if this is the case
  • At 12pm ET / 9am PT welcome everyone to the call and remind them that the presentation will be public/private. Specifically mention how to talk about sensitive info on every intro.

Hello and welcome to today’s sales enablement session. As a reminder we’ll be posting this session to YouTube. Please remember to not share any private info such as the names of non-referenceable customers.

  • Record the call to your local computer.

For today’s GitLab sales enablement training we are pleased to have <speaker name> talk to us about <topic>. With that, I’d like to pass it over to <speaker name>

  • Monitor the time. If the presentation goes longer than 15 minutes, interrupt to remind the speaker that we are at 15 minutes and we want to leave time for Q&A.
  • Stop the recording.

Moderator tasks after the session

Last modified March 28, 2024: update schedule / recordings (25954b03)