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From YouTube: DEX Q2 - Katie Wilkinson Guest Speaker
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A
For
having
me
it's
great
to
meet
everybody
again,
thanks
for
having
me
really
want
to
make
this
as
interactive
as
possible.
So
if
anyone
has
any
questions
at
any
time,
just
feel
free
to
shout
them
out.
Interrupt
me.
No
worries
that'll.
Give
me
a
nice
kind
of
breathing
break
from
talking
for
a
little
bit,
but
I
did
put
together
some
slides,
so
I'll
kind
of
pull
that
up
and
walk
you
all
through
my
day
today
and
what
that
kind
of
looks
like
and
yeah
we'll
just
get
right
started.
A
So
again,
my
name
is
Katie
Wilkinson
I
am
an
smv
account
executive
here
at
get
lab
specifically
focused
on
the
first
order
side
of
the
business
originally
I'm
from
San
Jose
California,
but
I've
been
living
in
New,
York
City
for
a
long
time
now,
since
2014.,
so
that's
been
pretty
fun,
as
you
can
imagine,
but
I've
been
at
gitlab
since
August
2021
I
actually
started
as
a
bdr
I'm
on
the
mid-market
side
of
things
also
focused
on
first
order
but
moved
into
the
smbae
role
in
August
of
last
year.
A
So
I've
been
in
the
in
the
aec
for
a
couple
of
months
now
outside
of
work,
big
fan
of
running,
which
is
kind
of
wild,
because
a
lot
of
people
hate
it
I'm
a
huge
fan
of
board
Sports,
so
anything
like
surfing
skating,
snowboarding,
really
love
doing
that
when
I
get
the
chance.
A
So
what
does
SMB
first
order
kind
of
look
like
in
terms
of
day
to
day
and
where
our
focus
is.
Essentially,
our
main
focus
is
we're
guiding
prospects
through
their
first
purchase
here
at
gitlab
in
SMB,
specifically,
it's
a
relatively
quick
sales
cycle,
as
you
can
imagine.
A
So.
Most
of
the
business
that
we
kind
of
deal
with
is
actually
created
and
closed
in
month.
So
some
of
the
meetings,
for
example,
that
I'm
having
this
week
will
probably
be
opportunities
that
close
in,
like
two
weeks
or
three
weeks
before
the
end
of
May,
we
are
essentially
entirely
reliant
on
leads
that
come
from
sdrs.
So
what
will
happen?
Is
the
sdrs
will
get
an
mql,
so
things
like
trial
leads
contact,
requests
existing
free
users
that
are
looking
to
upgrade.
Those
are
kind
of
the
main
three
buckets.
A
Those
will
then
get
routed
to
SDR.
Sdr
will
qualify
those
out
and
then
they'll
set
up
our
first
kind
of
initial
meeting
with
them,
and
then
it
will
be
me,
the
SDR
and
the
prospect
and
we'll
kind
of
talk
through
the
process
there
and
work
through
the
sales
cycle
together
in
terms
of
who
we're
talking
to
and
and
how
mature
they
are
in.
Regards
to
devops
And
in
regards
to
get
lab
knowledge
as
a
whole.
We're
dealing
with
people
that
are
at
completely
kind
of
polar
opposite
ends
of
the
spectrum.
A
So
a
lot
of
our
customers
are,
you
know,
building
out
their
sdlc
for
the
first
time
they
have
no
tooling
and
they're
coming
to
us
looking
for
help
and
guidance
as
to
what
to
kind
of
put
in
place
and
where
to
spend
most
of
their
time,
so
maybe
they're
new
to
CI
CD,
again
building
out
their
initial
tool
set,
but
on
the
flip
side
of
things
sometimes
we'll
have
prospects.
Come
to
us
who
have
already
very
kind
of
mature
and
extensive
tool
sets
in
place,
and
maybe
they
come
to
us.
A
Looking
for
specific,
like
strict
compliance
and
security
needs,
ready
to
evaluate
ultimate
ready
to
kind
of
hit
the
ground
running
there
and
everything
in
between.
So
every
call
is
really
unique.
Every
use
case
that
we
deal
with
in
SMB
is
super
unique,
so
that
makes
the
job
fun
makes
it
kind
of
tricky
as
well
once
they
they
go
through
the
first
purchase
process.
A
We
will
then
hand
them
off
to
a
first-year
expand,
rep
who's
kind
of
that
new
customer's
point
of
contact
and
Guiding
Light,
essentially
throughout
their
first
year
here
at
gitlab.
A
So
in
terms
of
what
our
kind
of
most
used
and
favorite
resources
are
specifically
for
the
SMB
first
order,
gang
I
talked
to
there's
four
of
us
in
total
and
I
kind
of
crowdsourced,
what
we're
using
as
a
team
and
and
what
our
prospects
are
asking
from
us
in
most
of
our
calls-
and
it
was
pretty
similar
so
about
85
to
90
of
our
opportunities-
are
premium
evaluations
with
that
being
said,
one
of
the
main
kind
of
resources
that
came
up
time
and
time
again
is
our
y
premium
page,
which
I
actually
really
like
for
a
couple
couple
of
different
reasons
here,
one
being
that
it
has
kind
of
some
key
features,
bucketed
into
specific,
almost
like
selling
points
right,
so
like
faster
code
reviews,
release,
controls,
Enterprise,
agile
planning.
A
Those
are
three
really
key
features
that
people
are
looking
and
kind
of
captures
people's
attention
in
regards
to
premium.
A
But,
what's
even
better
is
how
underneath
each
of
those
buckets
we
list
out
kind
of
what
comes
there
and
hyperlink
to
kind
of
short
little
demo
videos.
So
people
are
easy
able
to
easy
easily
digest
like
what
is
what
and
have
one
unified
resource
for
essentially
everything
that
they're
looking
for
in
regards
to
Premium-
and
this
is
kind
of
in
contrast
to
the
pricing
page.
A
All
of
us
will
bring
this
page
up
in
our
initial
sales,
calls
and
kind
of
walk
through
the
basics
of
what
comes
with
what
tier,
to
the
prospect
but
having
something
like
the
Y
premium.
Page
is
a
lot
kind
of
easier
for
the
prospect
to
digest
on
their
own,
and
it's
just
a
lot
more
comprehensive
than
just
taking
a
look
at
like,
for
example,
what
comes
here?
A
So
that's
definitely
one
of
the
big
ones
that
that
I
shared
a
lot
and
that
a
lot
of
my
colleagues
share
as
well
number
two.
A
This
one
is
also
super
super
relevant
to
us,
specifically
the
get
started
for
small
business
page
as
I
said
a
lot
of
our
prospects
come
to
us
looking
for
help
with
you
know,
setting
up
their
initial
tool
stack.
They
really
need
guidance
on
best
practices
and
come
to
us
looking
for
just
tips
and
tricks
onto
how
as
to
how
to
kind
of
roll
out
gitlab
and
get
things
up
and
running.
A
So
having
a
page
like
this,
where
it
literally
breaks
down
every
single
kind
of
step
of
the
way,
almost
like
a
hand-holding
approach
essentially
has
been
super
super
helpful,
and
this
is
something
that
I
actually
recently
became
aware
of,
but
has
been
an
absolute
Game
Changer
in
kind
of,
including
that
in
some
follow-ups
after
so
those
are
definitely
two
kind
of
Key
Resources
pages
that
we
share
time
and
time
again
with
with
prospects
kind
of
regardless
of
where
they
are
at
in
the
eval
process.
A
What
could
be
improved
number
one?
As
I
mentioned
earlier,
we
talked
to
a
lot
of
people
who
come
in
Via
SDR,
who
maybe
kicked
off
a
new
trial
and,
as
you
all
probably
know,
gitlab
has
so
many
features
and
functionalities.
That
30
days
isn't
a
lot
of
time
to
test
everything
out
and
oftentimes.
What
happens
is
especially
with
an
ultimate
eval.
A
A
prospect
will
come
in,
take
a
trial
out
themselves
and
then
quickly
they
will
bite
off
a
lot
more
than
they
can
chew,
and
then
we
get
kind
of
stuck
in
this
process
of
they
still
want
to
test
XYZ.
But
they
don't
have
enough
time.
So
we
need
to
extend
the
trial
out
a
little
bit
more
and
we
just
get
stuck
in
kind
of
like
a
catch-up
process.
A
So
this
page
has
been
great
to
kind
of
share
guidance
and
guidelines
onto
how
to
look
at
a
trial,
but
there's
a
couple
of
key
things
that
are
missing
one.
It's
only
available
for
SAS,
to
my
knowledge
at
least
I,
don't
think
we
have
any
sort
of
best
practices
or
guidelines
on
a
self-managed
trial
on
how
to
best
roll
that
out
and
obviously
most
of
our
customers
or
most
of
our
prospects
are
evaluating
SAS.
But
we
also
still
deal
with
a
lot
of
prospects
that
are
evaluating
self-managed.
A
So
it
would
be
great
to
have
something
like
this
for
those
individuals,
but
also
having
some
more
kind
of
like
visual
guidelines.
A
It's
really
just
a
handbook
page
that
is
helpful
for
some
people,
but
at
the
same
time,
a
lot
of
the
times
we're
talking
to
CEOs,
who
might
not
have
the
most
kind
of
technical
know-how.
They
might
not
be
familiar
with
Git
lab.
A
So
having
a
little
bit
more
of
like
a
visual
guidance,
hand-holding
type
approach,
again
I
think,
would
be
very
beneficial,
but
it's
a
great
starting
point
and
I
love.
Sharing
this
with
people
who
have
just
kicked
off
a
trial
on
their
own
next
is
free
to
paid,
as
you
all
can
imagine,
with
the
user
limits
being
rolled
out.
A
A
lot
of
our
conversations,
especially
in
SMB,
have
been
existing
free
customers
that
are
looking
to
upgrade
to
premium
or
ultimate
either
because
they
will
be
affected
by
the
usage
limits
or
because
they
want
some
features
or
functionalities
that
come
with
a
paid
tier
that
they
might
not
be
getting
today
with
free,
and
we
run
into
a
lot
of
unique
kind
of
logistical
problems
with
these
particular
leads
in
terms
of
evaluating
and
upgrading.
A
So
questions
that
come
up
time
and
time
again,
that
we
don't
really
have
great
resources
or
guidance
to
kind
of
help.
Walk
prospects
through
is
oftentimes.
People
come
to
us
asking.
You
know:
how
can
we
consolidate
multiple
top
level,
namespaces
or
groups
into
one
place?
A
I
have
all
these
groups
existing
like
across
different
namespaces,
but
I
want
to
upgrade
my
namespace
but
bring
every
group
back
into
that
namespace?
How
do
I
do
that?
How
do
I
take
out
a
trial
on
my
existing
free
namespace?
So
I
could
test
drive
premium
or
ultimate,
and
we
have
enough
know-how
to
kind
of
walk
someone
through
this
either
like
via
email
or
on
a
call,
but
having
some
sort
of
like
get
started,
guide
or
resources
that
we
could
share
with
existing
free
users.
A
Kind
of
walking
them
through
how
to
best
evaluate
a
paid
tier
would
be
amazing,
because
just
the
amount,
the
volume
of
free
users
that
we
have
is
insane
I
think
I
heard
that
there
was
for
SMB
alone.
There
was
like
over
a
hundred
thousand
accounts
that
were
going
to
be
affected
by
the
free
to
pay
changes,
and
that's
just
people
who
are
going
to
be
affected
by,
like
the
five
user
limit
changes.
A
There's
still
so
many
more
people
who
aren't
affected
by
the
usage
limit,
but
are
like
currently
using
free
and
still
want
to
evaluate
a
potential
upgrade
so
having
some
sort
of
yeah
get
started,
guide
or
guidelines
outline
as
to
how
to
best
go
about
that
evaluation
and
some
kind
of
like
how
to
overcome
some
key
obstacles.
A
Examples
here
that
might
come
up
would
be
super
super
helpful
and
then
another
kind
of
one-off.
A
Not
really
one-off,
but
another
situation
that
comes
up
a
lot
in
SMB
particularly
is
guest
users,
and
typically
this
comes
up
because
we
speak
with
a
lot
of
like
consultancy
type
companies
who
might
need
have
a
need
for
giving
their
customers
access
to
their
git
lab
instance,
I.E
having
like
50
or
100,
guest
users,
potentially
and
typically
we'll
share
I'm
sure
you
guys
have
all
seen
the
permissions
and
roles
doc,
which
is
great
super
super
thorough
background
of
exactly
what
a
guest
user
can
and
cannot
do.
A
But
oftentimes
people
come
to
us
asking
like.
Can
you
walk
me
through
like
what
the
purpose
essentially
of
a
guest
user
is
like?
How
are
you
seeing
people
use
a
guest
user
so
having
some
sort
of
like
story
or
success
criteria
as
to
like
this
is
how
we
see
people
successfully
using
guest
users,
or
these
are
common
scenarios
and
situations
in
which
customers
are
actively
leveraging.
A
Our
Guest
users
within
gitlab
would
be
super
helpful
to
share
with
these
prospects
so
that
they
could
kind
of
again
like
really
like
see
it
laid
out
in
front
of
them
and
see
if,
if
it
would
make
sense
for
them
next
is
the
post
purchase
process.
This
is
probably
funny
enough
where
first
order
runs
into
the
most
difficulty
and
problems
in
return
or
in
regards
to
lack
of
resources.
A
So
what
happens
when
someone
buys?
Essentially,
customers
have
many
different
issues,
but
the
first
one
is.
They
always
have
a
really
really
hard
time
linking
their
new
subscription
to
their
namespace
and
they
have
a
hard
time.
Maybe
adding
payment
information,
sometimes
they'll
try
to
log
a
support
ticket,
but
they
log
it
under
the
wrong
kind
of
like
reason.
Then
it
gets
automatically
rejected
and
then
they
come
to
us
asking
like
what
the
heck
I
thought
I
had
support.
What's
going
on.
This
is
crazy.
A
So
it's
not
exactly
a
smooth
great
experience,
but
in
terms
of
a
handoff
I.
Think
that's
where
that's
where
a
lot
of
the
friction
kind
of
starts.
So,
as
I
mentioned
before,
we
as
first
order
guide
them
through
the
first
purchase
and
then
once
they
purchase
we'll
hand
them
off
to
the
first
year.
A
Expand
reps
and
the
expand
reps
will
be
their
point
of
contact
for
basically
everything
throughout
their
first
year
at
gitlab,
the
handoff
is
essentially
an
email
template
that
was
created
for
us
to
kind
of
just
like
copy
and
paste
and
send
to
new
customers.
A
A
This
is
just
a
screen
grab
of
essentially
a
Google
doc
that
kind
of
walks
them
through
how
to
link
their
subscription,
how
to
add
payment
information,
how
to
set
up
the
customer
portal
and
there's
also
a
YouTube
video,
which
is
linked
as
well,
which
is
helpful
but
having
again
some
sort
of
like
quick,
get
started
guide
with
really
like
heavy
on
the
visuals
of
like
exactly
how
they
need
to
walk
through
this
process.
A
That's
outlined
right
here
in
the
Google
Doc
would
be
extremely
helpful
because
yeah,
even
though
we
are
sharing
these
Resources
with
them
more
often
than
not,
our
customers
run
into
issues
and
it's
a
rather
frustrating
experience
for
them
and
sometimes
like
they're,
not
able
to
really
explain
what
their
problem
is
to
us
and
then
we're
not
able
to
really
figure
out
what's
going
on.
A
And
then
it
just
becomes
not
a
not
really
a
fun
time
for
a
new
customer
so
again
having
something
where
a
page
or
something
like
that
that
we
could
Point
new
customers
to
that
will
literally
hold
their
hands
through
the
entire
process
and
make
sure
that
they're
able
to
link
their
new
subscription
and
hit
the
ground
running
would
be
super
super
helpful
because
I
think
that's
really
where
we're
missing
a
lot
right
now
and
I.
Think
that
also
is
making
the
job
a
lot
more
difficult
for
our
first
year.
A
Expand
team
because
then
they're
having
to
right
off
the
bat
deal
with
the
customer,
who
might
not
be
very
happy
with
gitlab
and
I've
heard
stories
of
a
first
year,
expand
rep
like
reaching
out
to
their
customers
only
to
find.
A
Maybe
this
person
bought
premium
I,
don't
know
four
or
five
months
ago,
but
never
actually
linked
the
subscription
to
their
namespace,
so
they've
still
just
been
using
free
and
it's
just
not
not
really
a
great
experience
for
them,
as
I
mentioned,
so
having
something
that
we
could
Point
them
to
to
really
just
hold
their
hands
and
walk
them
through
this
process
would
be
amazing,
so
again,
onboarding
guide
for
SAS
and
self-managed
walking
them
through
how
to
link
their
namespace
apply
a
license.
A
Key
add
payment
info
who
has
access
to
the
customer
portal?
How
can
they
file
their
initial
support
ticket
without
it
getting
automatically
closed?
How
could
they
add
support
contacts,
for
example,
things
of
that
nature,
just
all
in
one
kind
of
unified
spot
would
be
amazing,
but
that
is
essentially
my
day
today
and
where
my
kind
of
focus
is
I
hope
that
was
helpful.
I
think
we
have
some
questions
in
the
dock,
but
that
was
basically
it
so
I
guess
we
could
work
through
some
questions.
B
I'm
right
here,
I'll
vocalize,
yeah
I
was
wondering
how
do
you
target
an
existing
free
customer
as
an
opportunity?
Yeah.
A
So
that's
a
great
question:
I'd
say
one
of
the
main
ways
that
we
do.
That
is
we're
looking
at
people
who
are
purchasing
CI
minutes,
but
don't
have
an
active
premium
sub.
So
to
us.
That
means
they're
heavily
using
gitlab
free
if
they're
running
out
of
CI
minutes,
they're
leveraging
CI,
which
is
always
a
good
sign,
and
then
we'll
kind
of
just
reach
out
to
those
people
and
be
like
hey.
A
Course
next
I
think
we
have
Jessica.
C
Yeah
I
was
curious
because
I
was
looking
at
that
SAS
trial
guideline
page
and
it's
on
the
handbook,
and
my
first
thought
was
like:
should
this
be
in
docs
and
I'm
curious
if
our
SMB
customers
are
expecting
this
information
in
the
handbook
or
in
docs
or
on
our
marketing
site
or
in
the
product
or
some
combination
of
the
above.
A
Yeah,
so
I
was
only
recently
made
aware
of
that
SAS
trial
guidelines
page
like
a
couple
maybe
like
a
month
ago,
so
I
didn't
even
know
it
existed,
but
I
think
most
of
them
are
leveraging,
at
least
from
my
knowledge.
A
lot
of
the
SMB
specific
are
leveraging
docs
pretty
heavy,
so
I
would
expect
something
like
that
to
maybe
live
in
in
docs,
but
then
also,
maybe
potentially
on
our
marketing
site
as
well
for
some
of
the
less
technical
Savvy
folks.
D
A
No
so
I
have
not,
but
that's
actually
a
really
good
idea,
leveraging
something
like
that,
so
that
I
could
yeah.
We
could
just
essentially
pre-record
some
of
this
stuff
to
walk,
walk
our
new
customers
through
through
the
processes,
but
I
haven't.
Yet
that's
a
really
good
idea.
E
Time
I
can
get
into
your
brain.
I
got
to
observe
Katie
in
a
bunch
of
Shadows
and
she's,
incredible
so
I'm
on
the
other
side
now
and
I
just
wanted
to
I'm.
Just
sensing
like
the
theme
Here
is
like
make
it
easier
to
understand
how
to
become
a
customer
and
how
to
be
a
customer.
So
a
philosophy
we've
been
installing
in
our
team
is
like,
don't
be
afraid
to
replace
ourselves,
because
if
we
continue
to
do
that,
you
know
either
by
automating
things
reducing
the
effort,
reducing
how
critical
we
are
in
things.
E
Then
that
creates
space
for
us
to
work
on
even
bigger
things,
so
question
for
you,
it's
like
if
we
want,
if
you
could
just
wave
a
magic
wand,
make
one
thing
go
away.
It's
a
two-part
question
like
what
would
that
one
thing
be
that
gets
solved
and
then
it
would
create
time
for
you
to
do
something,
that's
more
valuable.
What
is
that
more
valuable
thing?.
A
That
yeah,
that's
a
great
question.
My
gut
instinct
says
this
linking
process.
So
when
someone
buys,
if
that
could
automatically
like
either
when
we
I,
don't
know,
send
the
quote
out
or
submit
the
opportunity
for
approval
as
closed
one,
if
we
could
automatically
link
their
subscription
to
their
namespace,
that
would
save
tons
of
time
just
going
back
and
forth
figuring
out.
A
What's
going
on
and
explaining
how
to
file
a
support
ticket
which
then
I
could
use
doing
some
outbound
stuff
so
again
like
reaching
out
to
people
who
may
be
purchasing
CI
minutes,
setting
up
new
meetings
and
just
building
pipeline,
essentially
because
we
get
roped
into
a
lot
of
like
support,
type
conversations
via
email
after
someone
purchases
that
end
up
taking
a
lot
of
time
and
like
we're,
probably
not
the
best
people
to
be
giving
someone
like
technical
guidance
on
what
they
need
to
do.
A
So
if
we
could
automate
that
process,
that
would
be
game
changer
for
all
of
us.
I
think.
E
E
A
A
Course
I
think
that
was
all
that
was
in
the
dock,
but
does
anyone
else
have
any
more
questions.
A
Oh
gosh,
that
is
a
good
question
in
terms
of
like
I
guess
like
in
terms.
E
A
They
were
a
family,
a
group
of
three
and
they
were
building
this
really
cool
kind
of,
like
I,
believe
it
was
like
a
search
site
for
people
with
like
developmental
disabilities,
so
super
cool
concept
and
they
ended
up
just
sticking
with
gitlab
free,
but
at
least
they're
using
gitlab,
but
yeah.
It
was
really
cool
and
it
essentially
was
led
by
the
mother.
The
son
was
the
developer
and
CTO
and
I
think
the
daughter
was
the
ux
designer
and
we're
trying
to
work
on
pricing.
A
They
really
wanted
ultimate,
but
it's
too
expensive
for
them.
The
mom
kept
offering
me
like
I'll,
give
you
like
case
studies
or
like
I'll,
do
like
anything,
but
we
just
couldn't
come
figure
it
out,
but
that
was
definitely
a
fun
one
I
feel
like
we.
We
deal
with
quite
a
bit
of
like
family
businesses,
a
lot
in
SMB,
which
is
always
fun.
F
F
It
was
nice
to
see
all
like
some
of
the
work
that
we've
done
with
the
Y
premium
page
and
the
pricing
page
that
it's
like
helpful
and
like
in
use,
which
is
amazing
and
like
happy
to
connect
with
you
after
on
some
of
the
asks
that
you're
I
think
there's
some
really
great
ideas
in
there
so
like
the
getting
started
like
getting
all
that
linked
up
like
I,
think
that's
a
good
resource
and
if
we
can
get
content
for
that,
that's
a
super,
easy
win
that
we
could
work
on
as
well,
but
yeah
in
general.
A
Awesome
thanks
for
having
me,
it
was
great
great
to
meet
you
all
and
yeah,
thanks
again
for
having
me.