Partner Enablement

Enablement Phase 1

• Conduct account mapping exercise
• Complete business plan
• Establish forecasting and pipeline guidelines & process
• Provide details of current partner incentives
• Portal Training for Self Service - incld Deal Reg
• Set Sales and Technical training schedule
• Conduct Demo

Enablement Phase 2

• Complete GitLab Sales Professional training
• Complete GitLab Certified Systems Engineer training- SDP
• Conduct GitLab Elevator Pitch training & presentations event

Marketing/Awareness/Demand Generation

• GitLab current logo and branding on partner website
• Communicate partnership to customers
• Schedule partner webinar introducing GitLab to customers
• Establish marketing/demand generation plan
• Run prospecting event / call out day
• Host customer tech day

@malessio how does this compare to what you have outlined for partners. I would suggest some goals on when to complete this stuff. Like within x days or weeks from signing deal this task should be done.

Since they are going to be registering deals - A good portion of the [reseller onboarding checklist] (https://about.gitlab.com/handbook/resellers/onboarding/) should apply:

@wilsonlau will need these:

• Uniform Sales and Use Tax Exemption Certificate completed and emailed to partners@ gitlab.com
• Billing contact added to SFDC
• Billing contact added to Invoice Owners
• Banking details added to SFDC

They will be the SFDC opportunity owner for deals that they have registered, so we will need the following:

• GitLab@reseller.com email address set up
• Added to deal registration page
• Partner Demo License set up
• Partner announced during team call
• Partner guested at Sales Team call
• Bi-weekly call with partner set up
• Added to Resellers Slack Channel
• Partner team members added to SFDC
• SFDC Communities enabled

regarding Marketing/Awareness/Demand Generation above - I have a whole process set up with @jjcordz that we should leverage for this

For these items: that you list:

• Portal Training for Self Service - incld Deal Reg

The [reseller handbook] (https://about.gitlab.com/handbook/resellers) goes over deal reg.

• Set Sales and Technical training schedule

@xiaogang_gitlab has some trainings that he regularly schedules for to bring new resellers and new employees of existing resellers up to speed. They are more focused on SE's than sales people; but the last session is demo training and can apply to both.

• Complete GitLab Sales Professional training
• Conduct GitLab Elevator Pitch training & presentations event

These are inter-related, and the only trainings we have today are employee focused. Since we are an open company I have been pointing the resellers to them; but we do need to come up with reseller focused versions.

• Complete GitLab Certified Systems Engineer training- SDP

This would be the GitLab Virtuoso badging program? We invited a subset of partners to beta-test it and that is just wrapping up now - we are going to apply some changes to it based upon what we learned, and run a second Beta before we roll it out to everyone.