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From YouTube: GMT20200131 183441 Review Bri 2560x1440
Description
Brian Wald shares his analysis of barriers to selling Ultimate using this file https://www.lucidchart.com/documents/view/dd0cc50c-0292-464a-87f9-98f8d4b47c19/7ezayB~FQlW7
B
So
I
think
I
think
the
key
there
was
like
you
know,
starting
to
realize
a
couple
things
here.
One
was,
let
me,
let
me
first
take
a
look
at
you
know
here
are
all
the
things
that
would
drive
someone
to
change
from
premium
to
ultimate.
You
know,
we
know
what
those
are
right,
security
being
the
biggest
one
and
that
and
then
from
there
it's
you
know
it's
poor
flow
management,
which
of
course,
is
you
know
in
in
limbo.
B
Right
now,
however,
earlier
today,
John
Jeremiah
and
I
were
going
through
this,
and
we
came
up
some
with
some
ideas
on.
Maybe
what
would
go
into
ultimate?
That
would
still
be
part
of
that
would
still
get
them
into
that
same
space,
mostly
around,
like
a
JIRA,
mostly
around
JIRA,
and
you
know
having
a
what
I'm
calling
essentially
no
no
barriers
to
or
I
guess
I
would
say.
Let
me
say
actually
how
I
put
that,
because
it's
kind
of
a
very
specifically
worded
this.
B
A
B
B
Now
it's
I've
got
I'm
trying
to
figure
out
so
Ashish
is
going
to
be
a
part
of
this
I
I
think
Erik
Brinkman.
He
said
he
I,
don't
know
if
you
can
or
not,
but
he's
gonna
be
there
he's
gonna
try
to
make
that
that
part
of
it,
and
then
we
have
a
number
of
people
from
customers
success.
You
know
David
Sakamoto,
Michael,
lots
and
then
I
think
there's
some
essays
that
may
get
involved
with
this
as
well.
Just
just
for
some.
You
know
hands-on
experience
too
I'm
still
trying
to
finalize
that.
A
B
B
Brooke,
what
goes
out
because
I
CD
is
not
a
barrier
to
ultimate
or
like
CDs.
Next
I
should
say:
CDs
not
a
barrier
to
security,
which
leads
to
ultimate
right,
so
it
has
to
be
separated
out
because
CI,
that's
great.
We
can
totally
sell
ultimate.
If
they're
just
looking
to
do
CD,
then
we
have
the
barrier
problem
right
on.
B
Customers
are
looking
to
replace
the
CD
solution,
they
have
like
Jenkins
in
place
and
they
have
like
you
know,
octopus,
deploy
or
you
know
some
other
tools
out
there
and
they're
looking
to
replace
that
component
of
it,
and
we
don't
fit
super
well
into
that
right
now.
You
know
it
just
doesn't
you
kind
of
need
to
use
some
the
other
components
for
to
be
valuable?
B
So
it's
it
doesn't
I,
don't
know
if
anyone's
doing
that
per
se
directly
without
doing
CI
or
doing
CI
in
a
different
tool,
but
it
comes
up
enough
that
I
think
it's
something
we
need
to
kind
of
look
into
more
okay,
so
AB
security,
the
other
one
is.
This
is
the
one
that
I've
seen
it's
kind
of
meconium
here.
This
is
the
other
one.
B
That
I
think
is
interesting,
because
it's
it's
it's
it's
not
specifically
product
related,
but
I
think
that
one
of
our
barriers
to
getting
to
ultimate
right
now
is
the
customer
understanding,
the
total
cost
of
ownership
and
the
single
application,
value
and
and
I
think,
what's
really
specific
about
this,
that
I
think
that
we
are
missing
an
opportunity
right.
Are
we
just?
We
need
to
build
more
opportunities
around
this.
Is
we
get
into
these?
Can
these
conversations
with
customers
who
are
like
tell
me
about
how
another
customer
has
gone
and
done
this?
B
We
don't
have
enough
vertical
stories
that
it
comes
to
a
unless
they're
in
financial
services.
Pretty
much
only
it's
really
hard
for
us
to
say,
hey
you
and
manufacturing
was
a
very
different
use
case
than
you
do
in
life
sciences.
So
they're,
two
big
areas,
I
wanna,
to
really
work
on
this
year,
because
I
think
we
have
a
big
opportunity
there
and
we
don't
address
much
of
that.
We
need
more
vertical
specific
things
there.
B
So
that's
that's
kind
of
an
aside
here,
I
think
I
wanted
I
wanted
to
specifically
focus
on
the
app
security
part
here
because
you
know
I.
So
a
lot
of
this
conversation
came
out
and
I'm
thinking
about
I,
look
at
our
biggest
customers
on
premium
right
now
and
there's
a
decent
amount
of
those
customers
who
are
on
premium
that
we
don't
even
have
the
opportunity
to
talk
about
ultimate
with
them
because
they're
not
using
CI.
So
right
there
I'm,
like
okay,
State
Farm
13,000
licenses,
we're
doing
great
with
them.
They
love
gitlab.
B
They
love
the
product,
they
love
doing
what
they're
doing
they
don't
use
our
CI
tool,
or
do
you
a
very
small
amount
of
that
so
for
us
to
go
in
there
and
say
hey
what
about
ultimate
they're
like
well,
but
none
of
that
works
for
us
because
we're
not
doing
that
right,
and
so
so
it's
it's
like
okay.
So
how
do
we
get
in
there?
Well,
you
know
CI
automation,
you
know,
and
then
it
starts
to
break
down
into
some
more
specifics
of
like
how
do
we
start
addressing
this?
B
To
get
people
on
CI
three
things
that
I've
identified.
One
is
the
one
that
a
lot
of
people
talk
a
lot
about,
because
everyone's
on
Jenkins,
we
need
an
easier
migration
path
to
Jenkins
right.
So
we
start
talking
about,
like
you
know
the
import
tool,
what
that
could
look
like
to
kind
of
automate
that
process
I,
think
that
would
capture
30%
of
the
use
cases.
On
top
of
that,
we
need
a
more
specific
professional
services
offering
and
we
need
real-world
examples.
Real-World
migration
examples
you're
doing
this
type
of
development.
You
have
these
types
of
pipelines.
B
B
But
we
get
into
these
conversations
right
now
and
we
say
they're
like
show
me
examples
of
how
I
these
types
of
things
and
anything
that
we
do
have
is
is
so
much
of
a
hello
world
that
they
look
at
that
and
go
well
I'm,
not
I'm,
not
gonna,
go
and
become
an
expert
and
get
lab
C
I,
just
to
just
to
kind
of
prove
out
what
we're
doing
today
already
right
like.
Why
would
I
spend
my
time
doing
that?
So
you
can
see
how
it's
like?
B
It's
like
it's
not
only
just
Jenkins,
it's
maybe
I'm
interested
in
getting
off
Jenkins
and
I'm
willing
to
put
that
effort
into
doing
that,
but
because
I
have
such
these,
these,
these
compliance
workflows
that
I
have
to
appear
to
I,
don't
see
how
I
can
do
that
in
get
lab.
I
need
I
need
a
better
way
of
having
these
workflows,
which
which
trickles
down
to
change
management,
which
trickles
down
to
granular
control
of
separation
of
duties,
around
deploy,
teams
and
development
teams
and
security
teams.
You
know
optimization,
for
you
know
what
you
know.
B
This
is
stuff
that
we
are
addressing
its
compliance
dashboards
and
making
that
more
easy
early
accessible
at
the
top
level.
So
you
can
see
across
your
entire
platform.
What's
going
on,
you
know,
so
we
are
starting
to
address
some
of
this
stuff,
which
is
really
good,
but
you
know
you
can
see
how
quickly
it
trickles
down
into
more
and
more
stuff.
It's
like
I
need
more
granular
control
of
separation
duty.
You
know
we
need
governed
variables
and
management.
We
need
to
couple.
B
You
know
external
variable
management
system,
ultimately
get
sound,
that
we
need
involved
integration
right,
stuff
we've
been
talking
about
for
a
while,
but
it
all
kind
of
when
we
get
wouldn't
the
further
I
get
deeper
into
these
conversations
with
customers.
We
start
getting
further
and
further
away
from
the
opportunity
to
talk
about
ultimate,
and
so
it's
I
see
these
very
low
level
things
that
we
need
to
start
addressing
from
the
bottom
up.
B
We
can't
start
doing
those
things
there,
so
those
are
some
of
them
there
and
that
and
then
the
other
one
is
I
feel
like
this
is
a
really
simple
path
forward
for
us
is
like.
We
need
simplified
pipeline
creation.
An
idea
I
had
was
like.
If
we
don't
have
an
import
tool
or
we
do
build
one,
and
it
does.
You
know
in
some
percentage
of
that
we'll
never
get
to
a
hundred
percent
of
that
because
of
Jenkins
plugins
and
everyone
does
everything
differently.
B
There's
no
way
to
do
that
automated,
but
if
we
made
it
easier
for
pipeline
creation,
maybe
a
tool
that
says:
okay.
What's
your
end
result
I
want
to
deploy
to
AWS,
and
this
is
going
to
be
a
staging
environment
and
it
has
requirements
to
have
this
package
and
you
can
go
through
like
a
builder
and
then
outputs
the
job
right.
So
you
have
that
ability
to
say:
okay
now,
I
don't
have
to
be
an
expert
and
get
lab
just
to
get
an
idea
of
how
this
would
really
work.
B
B
Know
it
could,
then
it
starts
linking
into
the
questions
we
oftentimes
get
because
Jenkins
and
actually
actions
does
this
very
well
as
well
in
github
is
providing
really
like
first-class
features
as
part
of
pipelines
like,
for
example,
you
know
one
of
the
barriers
I
see
here,
and
this
is
where
I
start
getting
into
well.
We
have
a
hard
time
and
life
sciences
in
manufacturing.
The
reason
for
that
is
because
they're
not
building
web
applications
all
the
time
right,
they're.
B
You
know
mainframes
networked
embedded
devices
could
be
database
management,
all
those
things,
those
use
cases
we
don't
represent-
how
to
do
that
simply
inside
of
a
pipeline
or
how
we
would
flow
through
that,
and
we
need
to
be
able
to
capture
that
space
of
it,
because
it's
not
even
that
there's
these
huge
customers
out
there
that
only
do
these
types
of
things.
It's
there's
customers
out
there
who
do
web
applications
for
maybe
50
percent,
of
what
they're
doing,
but
then
send
something
else
and
they
say
well.
I'm
not
gonna
have
two
different
tool.
B
If
I'm
looking
to
fix
this
problem,
we
enough
it's
not
going
to
be
on
two
different
platforms
right
and
so
we
kind
of
we
kind
of
get
into
a
place
where
were
like.
Well,
we
do
this
stuff,
great
and
other
stuffs
a
little
harder
for
you
to
do
and
get
lab.
We
need
to
solve
that
gap
so
that
we
can
then
say
yeah.
You
can
do
all
that
type
of
stuff
inside
here
and
here's.
B
It
looks
like
to
create
those
pipelines-
here's
a
good
workflow
for
that
I'm,
investing
in
Auto
DevOps
more
having
more
customizations
around
that
more
specific
use
cases.
So
that's
more
extendable,
we're
going
down
that
path
as
well.
I
think
we
invest
more
heavily
in
that
as
well.
That's
not
just
hello
world
or
I'm
building
a
web
application.
Here's
the
flow
for
that.
B
If
I'm
not
doing
that
you're,
you
completely
can't
use
our
DevOps
right,
any
you
know
case
studies
and
all
that
kind
of
stuff
like
as
well
and
then
the
up
here,
as
well
as
the
same
exact
thing.
I
was
talking
about
there's.
If
you
are
not
building
web
apps,
it's
hard
for
me
to
go
into
a
customer
and
tell
them
they
should
use
our
security
tools
because
most
of
them
don't
apply.
B
Some
of
them
do
sass
still
applies
des,
definitely
doesn't
apply,
you
know,
container
scanning
most
likely
won't
apply
because
that's
very
web,
you
know
cognitive,
focused
and
so
I,
don't
know
what
that
means.
Maybe
that
means
we
need
to
have
security
tools
for
that
I.
Don't
know,
I,
don't
know.
I
have
no
idea.
I
solved.
That
problem,
but
I,
do
see
that
as
a
barrier
right
now
as
well
and
then
and
then
this
one
you're
very
familiar
with
simply
integrating
external
analyzers,
so
they
can
still
take.
B
B
We
need
to
get
to
a
place
where
we
can
do
that
and
I
think
the
most
important
thing
here
is
this
one
right
here:
low
disruption,
adoption
path,
I
think
if
we
build
a
true
seamless,
bi-directional
integration,
meaning
if
I
create
something
in
JIRA,
it
shows
up
and
get
lab
issues.
If
I
create
something
get
lab
issues,
it
shows
up
in
JIRA.
There's.
A
B
So
it's
just
more
sticky
product
for
us
at
that
point,
yeah,
that's
super
important!
That's
where
John
Jeremiah
nor
I
were
talking
earlier.
But
what
if
we
built
a
specific,
buy,
drive
raishin,
that's
only
an
ultimate,
so
those
customers
who
want
that
world
thing
need
to
kind
of
get
into
that
space.
But
then
they,
you
know
they
benefit
from
everything
else,
an
ultimate
and
then,
and
they
give
them
this
really
gradual
pathway
into
into
using
our
issue
management
and
then,
ultimately,
if
they're
using
issues,
then
we
can
start
doing
psychical
analytics,
which
you
can't
do.
B
If
they're
using
JIRA,
we
can
start
seeing
more.
We
can
start
really
using
our
data
from
an
entire
application
platform
in
one
one
place
because
they're
using
all
of
it
right,
even
if
they're
not
technically,
they
could
just
still
be
using
JIRA,
but
we
get
that
information.
That
looks
right
now.
How
we
can't
do.
B
B
Have
a
customer
Kroger
who
is
doing
this
right
now
and
I
know?
If
you
saw
that
I
went,
we
were
we,
we
did
it.
I
asked
for
them
to
walk
me
through
all
that
I
have
a
little
recording.
If
you
would
like
to
see
it
yeah,
it's
not
totally
the
security
space,
but
it
is.
It
is
interesting
to
see
they've
built
that
entirely,
so
they
have
I
created
in
JIRA.
It
shows
up
and
get
lab.
We
use
that
they
have
their
own
custom
solution
for
it.
B
B
I,
don't
know
I
mean
we
didn't
have
that
conversation
I
thought
about
that.
It's
very
it
wouldn't
be
the
way
we
would
want
to
implement
it.
Frankly,
it
uses
service
accounts,
and
it's
just
it's
a
little
messy
because
they
have
to
just
work
with
what
they
had
I
think
the
concept
and
how
they
approached
it
would
be
really
good
and
that's
what
I
shared
with
the
ecosystem
team
is
like.
This
is
how
they're
approaching
it
I
I,
see
us
doing
something
similar
to
this.
B
B
B
B
A
great
idea
just
so
it's
a
little
easier
to
follow
and
see
what
the
requirements
are.
I
think
my
goal
here
at
this
point
is
what
I
want
to
do.
Is
I
want
to
get
all
the
way
down
in
the
bottom
of
here
and
identify
who
would
be
what
teams
would
be
responsible
for
each
one
of
these
things
for
us
to
get
up
the
chain,
because
it's
really
cross
was
kind
of
cool,
but
this
process
is
of
like
oh.
Actually,
this
is
a
good
product
problem.
This
is,
this
is
technical
product
marketing.
This
is
CS.
B
Yeah
no
III
was
I
know
that
this
is
yeah,
especially
with
a
lot
of
stuff
you've
been
doing.
You
know,
you're
you're,
addressing
a
lot
of
this
stuff
already
I.
Think
I,
don't
know
what
is
our
current
state
plan
for
external
analyzers?
Are
we
gonna
do
like
a
direct
integrations?
Are
we
just
going
to
open
up
at
a
generic
API?
What's
the
pillar.
A
A
And
so
Nichole's
I
think
Nicole
and
Matt,
maybe
just
Nicole
they're
working
on.
You
know
those
guidelines
for
that,
but
white
source
was
the
first
one.
We
announced
that
they
actually
did
a
press
release
when
we
did
San
Francisco
commit,
and
we
had
announced
it
in
the
sales
channel
with
a
lot
of
supporting
material
on
how
to
make
the
integration
work
so
they're
kind
of
the
first
one
that
have
done
it
in
a
way
that
preserves
our
value
with
ultimate
and
and
has
an
eloquent
solution
for
how
the
results
show
up
got.
B
It
cool,
that's
great
I,
think
that's
the
that's
the
definitely
the
the
right
direction
there,
I
think
and
I
know
from
a
messaging
standpoint.
I
would
love
yeah
III,
really
think
that
the
second
we
get
into
those
conversations
of
tell
me
what
the
difference
is
between
this
tool.
Illness
tool
are
we're
only
we're
only
putting
ourselves
in
a
hard,
tough
spot
there
right
and
I
want
to
try
to
train
the
team
and
coach
them
on
directing
the
conversation
of
security
to
be
more
of
this
platform,
orchestration
tool
that
allows
you
to
get
visibility.
B
Quick
responses,
connect
the
dots
from
issues
back
to
the
work.
That's
being
done.
Have
the
audit
trails
all
of
that
stuff.
That's
super
hard
to
do
across
all
the
platforms.
We
can
do
super
well
and
so
I
wanted
lead
with
that,
so
that
doesn't
get
into
a
well
we're
gonna
replace
this
tool
with
this
tool
like
we
just
don't
win
those
deals,
you.
B
A
On
the
with
the
engineers,
in
fact-
and
they
said,
they're
getting
a
lot
of
noise
and
and
had
in
fact
they
counted
up,
12
essays
asks
those
questions
just
last
week
about
how
to
be
compared
to
this
one,
how
to
be
compared
to
that
one
and
I'm
and
I've
been
trying
to
say
hey,
that's
the
wrong
argument.
We
shouldn't
be
talking
about
the
a
head-to-head
comparison
movie
should
be
talking
about
the
value
that
we
provide,
the
developers
by
where
we
give
the
results
and
before
the
codes
merged
and
so
forth.
A
B
A
B
No
I
think
it's
I
think
it's
critical
that
we
we
pivot
our
approach
to
talking
about
security
right
out
of
the
gates,
III
I
will
say,
though,
at
the
same.
At
the
same
time,
it
is
extremely
important
that
we
have
easy,
adding
of
analyzers
these
open
source
tools
without
anything
you
know
without
having
to
do
anything
like
that
is
still
valuable
to
a
lot
of
customers,
especially
mid
market,
an
SMB,
that's
a
huge
piece
of
it.
It's
just
in
the
enterprise
it's
like
they
already
have
that
they
already
do
that.
B
A
A
B
Cool
well,
I'll
continue.
I'm
gonna,
you
know,
spend
some
more
time
on
this.
One
of
the
things
that
I'm
doing
next
is
I'm
trying
to
look
at,
which
was
really
interesting.
Numbers
to
me,
I've
been
looking
at
some
of
our
numbers
from
last
year,
and
the
breakdown
of
percentages
of
ultimate
deals
in
The
Associated
is
UV
with
those,
and
what
was
really
interesting
of
that
is.
B
It
was
a
let's
see
what
the
last
year
it
was
only
two
percent
of
our
deals
were
ultimate
in
gold,
but
21%
of
all
our
iacv
I
was
like
that's
a
really
eye-opening
number
there
unless
I'm
reading
this
wrong.
That's
I
think
that's
what
that's.
What
it's
telling
me
here
and
so
I
was
like
wow
that
scared
to
me-
and
it
also
is
excites
me-
it
was
like
at
the
same
time
right.
It's
that's
a
huge
opportunity
there,
but
why
is
it
such
a
low
percentage
right
now
like?
B
That
says
like
ultimate
ready
and
what
that
would
indicate
like
the
cell
and
to
the
essay
is
that
this
customer
is
at
a
place
where
we
can
talk
about
alternate
with
them.
Basically,
right
like
we
need
to
go
in
it,
we
need
to
go
and
have
this
conversation
with
them,
because
they're
at
a
place
where
they
could
immediately
take
advantage
of
that,
and
that
would
be.
B
You
know
everything
in
orange
here
or
a
few
of
these
things
in
orange
yep
yep
they're
using
CI,
yep,
they're,
building
web
applications,
whatever
that
may
be,
and
then
and
then
we
can
say,
hey
you're
doing
all
this
stuff.
Now,
let's
talk
about
alternates
and
what
that
means
for
you
and
it
would
be
a
real
conversation.
They
could
do
it
quickly.
Well,.
B
A
B
B
A
Cool
that
would
be
awesome,
I'll
I
think
you've
seen
the
slides,
but
I'll
Reese
was
a
little
a
little
bit
too
to
allow
more
time
for
this,
because
I
think
the
sales
people
would
really
like
to
understand
and
have
the
opportunity
to
contribute.
They
may
have
some
other
thoughts
on
what
the
big
barriers
are
and
that's
gonna.