►
From YouTube: Channels Group Conversation (Public Livestream)
Description
2020-05-26 Channels
Hosts: Michelle Hodges, VP Channels; Ed Cepulis, Snr Director Channels & Enablement & Tina Sturgis; Snr Manager, Channel Marketing
Slides: https://docs.google.com/presentation/d/17jPw22tso97N0Ex0djIdKWvSWOqGdnG4jW-yPnSy0L4/edit?ts=5ec72911#slide=id.g85b0b69c49_9_0
A
B
B
I
will
share
my
screen
in
case
nobody
has
access
to
the
deck,
but
in
the
agenda
you
should
be
able
to
pop
into
the
deck
and
then
there's
also
the
list
of
questions
we
are
going
to
take
about
10
12
minutes
this
morning
to
provide
an
overview
myself.
I
am
michelle
hodges.
I
look
after
our
channels,
business
here
at
gitlab
and
syphilis
looks
after
our
programs,
the
name
and
Nabal
meant
for
our
channel
partners
and
tina
sturgis
who
looks
after
channel
market
marketing
is
going
to
join
us
as
well
after
I
give
her
the
password.
B
We
wanted
to
provide
you
an
update,
we're
about
a
quarter
and
a
bit
in
to
this
initiative,
and
we
wanted
to
provide
you
an
update
as
to
our
progress,
some
of
the
exciting
things
that
have
been
happening
really.
The
theme
of
you
know
a
little
bit
of
investment
in
focus
is
providing
great
returns
and
particularly
in
the
areas
of
what
we
call
partner,
initiated
opportunities.
That
is
where
partners
bring
us
net
new
opportunities
and
religious
growth
and
market
presence.
It's
a
longer
step,
so
I
won't
go
through
the
whole
thing.
B
B
Those
might
be
partners
like
Accenture
autos
Deloitte.
Some
of
those
services
focus
partners
that
have
a
global
reach
rather
than
just
in
territories,
and
we
are
super
well
supported
from
across
the
sales
organization.
So
not
everybody
in
channel
sits
in
the
channel
sales
team
customer
success.
We
have
now
five
solution.
Architects,
you
hope
to
technically
who
helped
to
technically
enable
our
partner
field.
B
Enablement
has
Shelley
who,
who
sits
with
the
entire
field,
enablement
team
to
be
sure
that
both
internally,
how
we
enable
our
sales
field
and
then
is
consistent
with
how
we
enable
our
partner,
our
channel
ops
team
or
our
sales
ops
team
supports
us
every
day.
Most
of
the
things
that
them
Idina
show
you
will
be
supported
by
those
teams
and
then
tina
who
leads
our
marketing
team
is
also
looking
for
a
channel
marker
in
case
you
want
to
get
in
touch
with
us.
I've
added
our
slack
channels
here.
Please
use
this
as
reference
moving
forward.
B
I
am
gonna.
You
know
some
of
these
things
we've
spoke
about
before
in
the
group
conversation
and,
if
you're
interested
in
what
that
three-year
vision
is
I
urge
you
to
spend
some
time
here,
but
just
as
a
quick
reminder,
the
play
here
is
simultaneously
sales
capacity
and
services
capacity
to
be
able
to
boost
the
efforts
of
our
sales
organization
to
identify
and
get
new
customers.
B
As
well
as
to
reach
in
and
build
stronger
relationship
than
our
existing
customers
and
then,
secondly,
to
provide
services
advisory
consulting
to
our
customers
to
help
them
get
more
value
from
the
gitlab
on
platform
and
solutions.
So
big
focus
on
enabling
our
partners
to
provide
services
to
drive
adoption
usage
renewal
along
the
DevOps
journey.
You
can
pop
down
to
slide
10
real
quickly.
This
is
kind
of
a
little
bit
of
an
our
chart,
but
did
want
to
give
you
a
feel
for
what
we
now
know.
B
B
Though
growing
in
our
commercial
segments,
we
have
a
forecast
48.1%.
This
will
edge
up
a
little
bit
over
time
for
q2.
Now,
we've
set
ourselves
with
a
goal
of
exiting
the
fourth
quarter
at
10%
of
our
business.
Being
impacted
are
being
brought
to
us
by
partners
and
wanting
to
grow
that
to
30%
in
FY
22.
B
We
should
be
on
track
to
do
that.
As
this
is
looking,
I
suspect
we'll
land
somewhere
around
15%
for
the
end
of
the
year,
and
that
will
come
through
some
of
our
stronger
channel
markets.
So
our
public
sector
team
has
been
investing
in
channel
for
well
over
a
year
now,
a
hundred
percent
of
their
business
is
transacted
through
the
channel,
and
so
we
know
that
about
25
percent
of
their
business
comes
from
the
channel.
B
And
so
we
have
some
iterative
milestones
that
we're
checking
each
corner
to
make
sure
that
we're
driving
that
progress,
and
then
slice
12
through
14
I'm
not
going
to
go
through
these.
But
we're
super
proud,
as
we
start
to
see
partners,
creating
practices
that
are
dedicated
to
get
lab
or
launching
white
papers
or
hosting
webinars
for
30
40
customers.
B
We
are
noting
them
down,
and
so
we
keep
adding
to
this
every
day.
You
know
a
really
exciting
one
here
in
the
Americas.
Is
somebody
like
a
worldwide
technologies?
It's
a
very
large
partner
that
is
both
a
fulfillment
reseller
partner
and
provide
services,
has
lots
of
influence
amongst
our
enterprise
customers
and
our
upper
mid
market
customers,
and
they
have,
in
the
span
of
really
one
quarter,
signed
a
contract
and
launched
their
gitlab
practice
in
what
they
call
the
Advanced
Technology
Center,
the
ATC.
B
A
And
all
selected
foreshadow
a
few
things
that
we're
working
on
as
well.
So
you
know
as
we
look
at
the
program,
you
know
the
one
of
the
biggest
changes
then
things
we've
had
to
implement
is
the
new
discount
structure.
So
we've
been
working
really
closely
with
the
sales
ops
team.
On
that
you
know,
we've
delivered
the
partner
portal,
which
has
your
deal
registration
capability,
so
those
are
being
brought
into
Salesforce
and
we're
working
closely
with
us
with
it.
A
So
that's
one
of
the
big
things
that
we're
we're
working
on
and
you
know
we
we've
brought
on
40
new
partners
so
far
this
year,
since
there's
extra
since
the
program
launched
on
April
2nd,
which
is
fantastic
and
and
the
the
cams
are
also
working
with
a
lot
of
our
existing
partners
to
bring
them
on
to
that
new
discount
structure.
So
a
little
bit
a
little
we're
bringing
the
partners
on
we're,
making
that
the
standard
and
and
then
bringing
the
art
of
putting
automation
in
place.
You
know
the
the
deal
registration
so
far.
A
We've
brought
in
a
hundred
and
ten
deal
registrations
worth
almost
three
million
dollars.
So
you
know
that's
that's
just
in
a
little
over
a
month,
so
I
think
it's
a
great
start
to
the
program
and
we're
continuing,
engage
with
the
partners
and
again
make
it
easy
for
them,
and
and
for
you
in
managing
those
deals,
registrations
and
opportunities.
You
know
we've,
you
know
also
looking
at
the
the
applicants
we've
brought,
we've
had
over
100
partners
apply
to
the
program.
A
So
that's
another
thing
that
we're
working
with
bringing
that
you
know
partners
are
coming
in
they're,
applying
the
program
and
and
and
then
the
cams
are
working
with
the
partners
picking
the
ones
we
really
want
to
work
with
making
sure
we
have
the
right
coverage,
making
sure
that
we're
delivering
the
services
capabilities
we
need,
you
know
to
to
help,
help
grow
our
sales.
One
of
the
big
things
that
we've
worked
on
this
quarter
has
been
in
communication.
A
So
we
launched
a
new
monthly
webinar
series,
which
is
held
the
first
Thursday
of
every
month,
and
you
know
for
the
first
one
we
had.
You
know
about
80
a
little
over
80
registrants
and
and
almost
50
attendees
and
replays.
We're
gonna
continue
to
do
that.
Every
single
month,
focusing
on
program
updates
product
updates,
customer
wins
alliances,
things
that
are
gonna
help
our
partners
sell
more.
Additionally,
we
introduced
our
newsletter,
which
is
called
a
partner
flash.
A
It's
aligned
really
closely
with
our
field
flash,
but
it
includes
more
partner,
specific
content
and
and
also
include
the
replay
to
the
webinar.
So
we're
trying
to
drive
more
visibility
to
that
and
continue
the
conversation
with
our
partners.
We
we're
also
going
to
be
introducing
in
this
next
month
something
called
the
Welcome
webcast.
So
you
know
I
mentioned
we
had
40
new
partners
this
month
or
served
in
a
little
bit
over
a
month.
We
want
to
have
a
webcast
every
every
month
that
just
introduces
them
to
the
program.
A
The
resources
introduce
them
to
the
team
and
helps
them
get
started
more
quickly
and
ramp
to
revenue
more
effectively,
so
you'll
be
seeing
that
and
your
partners
will
be
of
seeing
that
starting
on
June,
17th
and
and
finally,
the
partner
portal
has
been
a
big
investment
on
our
part.
As
I
mentioned,
we've
had
over
100
yield
registrations
in
the
portal.
A
Our
training
is
being
driven
through
the
portal
we've
had
over
50
people,
complete
the
sales
training
and
working
really
closely
with
our
field
enablement
team
that
sales
training,
it
really
is
a
very-
is
essentially
the
pre-work
to
our
sales
QuickStart.
So
we're
continuing
to
work
on
that.
We
also
have
a
sa
training,
which
is
the
classroom,
work
and
we're
working
closely
with
the
the
name
with
team
on
a
hands-on
lab
tool.
D
C
B
Excellent
I
will
add
to
that
just
a
little
bit,
we'll
be
posting
I.
Think
ed
on
the
portal
this
week,
some
guidance
for
our
partners
if
they're
interested
in
shadowing
and
some
ink
some
some
of
our
customer
success
content.
So
as
we
go
forward,
what
we
learn
in
professional
services,
we
will.
The
focus
is
to
transfer
that
to
our
partners.
So
thanks,
Brian
and
Brandon,
you
have
a
question.
You
wanna
sure.
E
Michelle
I
know
you
and
I
have
had
the
luxury
of
getting
to
have
a
lot
of
fun
conversations,
but
I
think
it
would
be
really
helpful
context.
Wise
I've
only
gone
through
building
a
channel
twice
so
I
have
a
very
small
section,
but
I
know
you've
actually
seen
a
whole
lot
of
it.
Just
given
your
past,
maybe
it'd
be
helpful.
Can
you
give
us
some
context
on
what
you
see
this
experience?
You've
had
with
gitlab
BC
other
place,
you've
been
what
other
channel
partners
are
channel
development
has
looked
like
yeah.
B
I
think
it
was
Thursday.
Last
week
we
had
the
wwt
the
world
wide
technologies,
I'm
solution,
Center
launched
we
had
Saba,
which
is
a
Americas
si.
We
had
NIIT,
which
is
a
global
SI
sign.
We
had
a
partner
in
the
UK
called
D,
ops
and
another
one
I'm
gonna
forget
the
name
host
webinars,
all
on
the
same
day.
I've,
you
know,
I'm
not
trying
to
be
hyperbolic,
but
I
have
never
seen
this
level
of
interest
from
a
channel.
In
my
career
every
time
we
pick
up
a
phone
to
call
a
partner.
B
The
partners
excited
engaged,
has
get
lab
skills
already
and
and
likely
has
customers
so
I'm
pretty
pleased
with
the
response
from
the
channel
know
who
stays
engaged
and
who
continues
to
invest.
You
know
that's
going
to
be
the
next
hurdle
we
we
get
to,
but
when
you
hear
things
like
a
partner
called
C,
prime
C
prime
is
one
of
Atlassian,
larger
part
largest
partners
who
wants
to
build
their
DevOps
practice
on
gitlab.
That's
a
pretty
good
sign.
B
D
Yeah,
so
if
y'all
have
questions,
please
put
it
in
their
agenda.
Just
really
quick
I
am
NOT,
gonna
show
my
screens,
but
on
slide
24.
If
you
take
a
look
at
that,
that
is
really
our
high-level
plan.
There,
I
kind
of
highlighted,
if
you've
seen
this
before
and
other
presentations
from
a
channel
marketing
perspective.
D
I
am
the
one,
and
only
right
now,
as
you
saw
in
Michelle's
a
presentation
earlier,
I
do
have
one
open
head
count,
so
I
am
actually
trying
to
take
on
a
lot
of
work
for
q2
we're
currently
in
that
q2
I'm,
focusing
mostly
on
content
and
demand
gen
the
best
that
I
can
in
those
two
areas
to
help
out
for
this
next
quarter.
We
did
officially
launch
on
which
I
think
was
a
huge
highlight
for
us
all
on
April
21st.
D
If
you
want
to
take
a
look
at
the
overview
of
the
coverage
and
how
many
we
got
six
get
lab
media
interviews
from
this,
we
had
37
pieces
of
coverage.
We
actually
were
in
the
highlight
for
the
CRN
daily.
So
lots
are
lots
of
really
good
good
stuff
came
out
of
this,
which
was
amazing
again.
One
of
my
highlights
here
is:
we
had
we
had
seven
supporting
partner
quotes
so
to
Shell's
point
about
having
engage
and
want
to
talk
and
help
support,
something
like
a
press
release
for
us.
D
That's
a
huge
thing
for
yet
lab
in
its
entirety,
so
Christina
Weaver
and
the
the
comms
team
really
helped
us
to
get
those
and
to
have
those
seven
supporting
partner
quotes
from
across
the
globe
representing
all
regions.
I
thought
was
pretty
amazing
and
it
really
showed
that
the
folks
that
were
signing
on
are
very
excited
about
what
they're
about
to
in
you
know,
kind
of
go
into
with
our
partnership
with
them.
I
would
like
to
highlight
on
slide
27.
This
is
what's
planned
and
upcoming
again
I
took
that
content
focus.
D
All
of
my
issues
are
in
here.
So
if
you
want
a
little
bit
more
detail
about
what
I'm
doing,
I
think
the
main
point
here
is
again,
my
small
MIT
team
I
think
that
it's
really
helpful
for
you
all
to
understand
where
I'm
at
from
a
channel
marketing
perspective,
I
am
going
to
be
focused
mostly
on
what
I
call
the
trifecta
of
partners.
That's
our
all
of
our
cloud
and
platform
providers,
and
even
some
integration
partners.
D
I,
should
have
added
red
hat
in
here,
they're
our
new
partnership
that
we
have
going
on
on
that
side
of
the
house.
That's
really
bringing
a
lot
of
activity
as
well
with
gitlab,
as
well
as
those
sis,
MSPs
etc.
So,
second
watch
sada.
All
of
these
are
very
new
and
signed
or
to
be
signs
partners
that
we're
working
with,
and
it
is
such
a
natural
marketing
go-to-market
initiative
that
we
have
with
all
of
them
when
we
bring
them
in
this
sort
of
trifecta.
D
B
We
didn't
we've
been
pretty
consistent
with
keeping
folks
updated,
so
I
can
understand
then,
with
all
the
great
news
comes.
Some
iteration
right
so
did
just
want
to
for
the
sales
folks
that
are
on
the
call
we
know
deal
reg
has
you
know
we
can
capture
the
deal
reg
of
the
portal
getting
it
into.
Salesforce
has
taken
some
work,
but
we
are
getting
better
at
that
every
day.
I
also
know
the
discount
process.
B
Well,
for
me,
I
get
you
know,
hundreds
of
discounts
approve
approvals
all
the
time
in
my
inbox
and
we
were
finding
that
on
Thursday
this
week.
So
we
should
see
that
getting
easier
as
we
go
forward,
but
the
more
we
hear
back
from
the
field
teams
on
on
feedback
and
suggestions
on
how
we
can
maybe
make
things
more
seamless,
the
better
it
gets.
So
please
continue
your
feedback.