Dedicated Webpage for GitLab Marketplace Offerings
Context
GitLab is currently listed in GCP and AWS Marketplace (MP) as an ISV customers can purchase Self Managed licensing or GitLab.com subscriptions. The process today is done through "marketplace private offers" through a manual process when :
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A customer volunteers explicitly to transact via MP private offers via email aliases (google-alliances@gitlab.com or aws-sales@gitlab.com) that get routed to @pete_goldberg and @mayanktahil. Currently these email aliases are not easy to find and only listed in small font on the official AWS and GCP listings. Today we get only a handful of inquiries each month of small customers or land deals, many more on AWS than GCP.
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GitLab seller qualifies a deal appropriately and educates the customer based on any existing internal sales enablement and highlights the benefits and considerations when going through an Alliance partner MP vs direct.
Problem Statement
Today GitLab doesn't advertise our presence in cloud MPs and there is limited information online for a prospect to self service and identify themselves as potential customers that would want to purchase via Cloud MP. Cloud MPs is a growing channel of revenue for GitLab and incorporated part of our Alliance partners GTM strategy. We need to do a better job in enabling potential prospects on:
- GitLab exists and can be purchased through in Cloud MPs
- Customer's purchase GitLab via their committed OpEx budget to either AWS or GCP as a line item to their Cloud bill
- Any functional and technical differences between AWS and GCP offerings
- If / Any promotions we're running with our Alliance partners to drive more business through respective marketplaces.
MVC Requirement Considerations
To make this successful and scalable, below are some of the requirements to consider for a streamlined customer journey:
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A dedicated web page advertising GitLab's presence in Cloud MPs and listing URLs for more details
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Capture forum for customers to reach out and be contacted by sales to transact via Marketplace. Ideally these would be leads or unqualified opportunities we can tag and associate with our co-sell efforts with the respective Cloud provider
- Contact name and email
- Company
- [Optional] Desired GitLab Product offering and tier
- [Optional] # of users
- Which Marketplace (GCP vs AWS)
- Any notes / comments
Not an MVC by any means, but may be worth scoping out if there is a self service mechanism we can automate via Cloud MP API's with our website where a customer enters in all the information needed to fulfill a private offer and one gets automatically extended to the customer for them to accept via email. That way we help sales efficiency to land confident prospects and enter them into SFDC as well for future growth opps.
- A back end Sales-Ops process to help create and extend Cloud MP private offers. Today we have a bottle neck and a single point of failure that is outstanding and needs to be addressed, here is an issue for reference.
Ask
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Marketing's help to create a dedicate external web page for our future customers. We can even use this landing page as a CTA to any of our marketing campaigns as well. cc: @dpduncan @dmor
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Marketing Ops help to funnel these inquiries / prospects with appropriate SFDC tagging for Alliance Pipeline visibility. cc: @jgragnola
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We need to prioritize this issue sooner than later if we want to be able to scale in this effort. cc: @dhong / @mwhodges
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Could someone help me assign the right labels to this issue for visibility into teams' boards?