Merge branch 'mollyHandbook' into 'master'

Molly handbook

See merge request gitlab-com/www-gitlab-com!9093

source/handbook/marketing/marketing-sales-development/sdr/inbound/index.html.md

@@ -20,38 +20,28 @@ You will be assigned an onboarding issue by Peopleops. Tasks in the issue will f
 In addition to your onboarding issue, you will follow the BDR Onboarding Schedule here.
 ### BDR Standards
-#### Other measurements
-BDRs will also be measured on the following:
-* Results
-  * Pipeline value of BDR generated opportunities
-  * IACV won from opportunities BDR generated
-* Activity
-  * Number of opportunities created
-  * Number of emails sent
-  * Number of calls made
-Note, while important, the above measurements do not impact your quota attainment. Your main focus will be achieving your SAO quota.
-### BDR Process
-#### BDR & BDR Team Lead
-##### Formal Weekly 1:1
-- Mental check-in (winning and success)
-- Coaching - email strategy, tools, campaigns, cadence, best practices
-- Review goals at the account level and personal level
-- Strategy for next week
-- Upcoming events/campaigns that can be leveraged
-- Personal goals and commitments
-### Inbound Workflow
-- Strategize to develop the proper qualifying questions for all types of prospective customers.
-- Be able to identify where a prospective customer is in their buying cycle and take appropriate action to help them along their journey towards becoming a customer.
-- Generate Sales Accepted Opportunities (SAOs)
-- Inbound to work off of leads within SFDC
-- Inbound does not touch any lead that has activity on it within the last 45 days by a different BDR.
+- Strategize to develop the proper qualifying questions for all types of prospective customers.
+- Be able to identify where a prospective customer is in their buying cycle and take appropriate action to help them along their journey towards becoming a customer.
+- Faster response time directly influences conversion rates
+- Generate Sales Accepted Opportunities (SAOs)
+- Inbound to work off of leads within SFDC
+- Focus on data integrity and activity logging
+- Inbound does not touch any lead that has activity on it within the last 45 days by a different BDR.
+### BDR Process
+#### Flow
+! [BDR Process Flow](source/images/handbook/marketing/bdrFlow.png){: .shadow}
+#### Additional Reading
+[Glossary](https://about.gitlab.com/handbook/business-ops/#glossary)
+[Demand Waterfall](https://about.gitlab.com/handbook/business-ops/customer-lifecycle/)
+[Lead Management](https://about.gitlab.com/handbook/business-ops/database-management/#lead-management)
+[Rules of Engagement](https://about.gitlab.com/handbook/business-ops/database-management/#rules-of-engagement)
 ### Researching
 #### 3 X 3 X 3
@@ -140,14 +130,38 @@ Your goal is to generate Sales Accepted Opportunities (SAOs) by gathering all pe
 ### Miscellaneous
-### Variable Compensation Guidelines
+#### BDR & BDR Team Lead
+##### Formal Weekly 1:1
+- Mental check-in (winning and success)
+- Coaching - email strategy, tools, campaigns, cadence, best practices
+- Review goals at the account level and personal level
+- Strategy for next week
+- Upcoming events/campaigns that can be leveraged
+- Personal goals and commitments
+
+### Measurements
+
+#### Variable Compensation
 Full-time Inbound BDRs have a significant portion of their pay based on performance and objective attainment. Performance based "bonuses" are based on quota attainment.
 Actions for obtaining results will be prescribed and measured, but are intentionally left out of bonus attainment calculations to encourage experimentation. Inbound BDRs will naturally be drawn to activities that have the highest yield, but freedom to choose their own daily activities will allow new, higher yield activities to be discovered.
-### Guidelines for Bonuses
 - Team and individual quotas are based on GitLab's revenue targets
 - Quotas will be made known by having each BDR sign a participant form that clearly lays out quarterly quotas that match the company's revenue plan
 - Bonuses are paid quarterly.
 - Bonuses are based solely on sales accepted opportunities generated. Guidelines for a [sales accepted opportunity](/handbook/marketing/marketing-sales-development/sdr/#acceptedopp)
 - A new BDR's first month's bonus is typically based on completing onboarding
+
+#### Additional Measurements
+BDRs will also be measured on the following:
+
+* Results
+  * Pipeline value of BDR generated opportunities
+  * IACV won from opportunities BDR generated
+* Activity
+  * Number of opportunities created
+  * Number of emails sent
+  * Number of calls made
+
+Note, while important, the above measurements do not impact your quota attainment. Your main focus will be achieving your SAO quota.
+

source/handbook/marketing/marketing-sales-development/sdr/index.html.md

@@ -34,7 +34,7 @@ Being a BDR or SDR can come with what seems like long days, hard work, frustrati
 You play a crucial role that helps bridge the gap between sales and marketing. As you gain knowledge, you will be able to aid our future customers ship better software, faster. There are numerous resources at your fingertips that we have created to help you in this process. 
 ### Process 
-- [Revenue OPS Handbook](/handbook/revenue-ops/)
+- [Business Operations Handbook](/handbook/revenue-ops/)
 - [Marketing Handbook](/handbook/marketing/)
 - [Sales Handbook](/handbook/sales/)
 - [Customer Success Handbook](/handbook/customer-success/)