Field Enablement Spotlight: Continuous Education at GitLab
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
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:
- The latest, most relevant sessions are highlighted within the Field Enablement Spotlight: Continuous Education at GitLab page in Highspot.
- Sales enablement Youtube playlist on GitLab Unfiltered YouTube
- Sales enablement Youtube playlist on GitLab YouTube
- Historical sessions that were recorded in Google drive can be accessed via this deprecated spreadsheet
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
- GitLab CI/CD for GitHub FAQ
- Cloud Native Ecosystem
- Enterprise IT Roles
- How to set up Chorus.ai call recording
- GitLab Serverless FAQ
- GitLab.com Subscriptions
- Services to Accelerate Customer Adoption
- Collaborating with Community Programs
To request new sales enablement sessions
- Complete and submit this Field Enablement Spotlight Request issue template
- For urgent requests, please send a Slack message to #field-enablement-team and mention @John Blevins
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.
- Assign the moderator (in addition to the speaker) to the issue and add
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/
.
- For example:
-
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
- Upload recorded session to the Continuing Education Google Drive folder.
- Upload recorded session to the Field Strategy & Enablement spot on Highspot. Make sure the video properties are set to “internal” and to “prevent downloading or remixing.”
- Update future & past sessions list with the Google Drive recording link in the Sales Enablement Sessions Handbook.
- Add session recording to the Field Enablement Spotlight: Continuous Education at GitLab Highspot page.
- Promote the recorded session availability on #Sales & #customer-success Slack channels.
- Check the zoom meeting report & record the number of total attendees as a comment in the issue.
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