►
From YouTube: FY23Q1 ENT AMER SWAT : Nov 1, 2021
Description
Kick-off call FY23Q1 ENT AMER SWAT on Nov 1, 2021.
A
Okay,
so
thanks
everyone
for
joining
again,
just
to
kind
of
give
some
preface
background
to
why
we're
all
connecting
is
that
in
response
to
kind
of
a
conversation,
the
sierra
forecast
call
two
weeks
ago,
there
was
some
concern
about
the
q1
pipeline
coverage.
That
is
something
that,
on
the
marketing
side,
we
are
looking
at
continually
and
we're
looking
at
strategies
and
tactics
that
can
help
improve
our
pipeline
coverage
quarters
in
advance.
A
But
I
think,
in
this
kind
of
setup
we
will
be
able
to
have
a
more
formalized
working
group
that
can
tackle
and
share
just
like
knowledge
across
the
teams
between
sales,
marketing
and
sdr
and
everyone
in
between.
So
I
think
the
kind
of
bringing
to
light
some
of
the
things
that
we
are
doing
on
the
marketing
side
would
be
helpful
and
then
also
gaining
knowledge
from
the
sales
and
sdr
side
might
unlock
some
ideas
that
we
haven't
already
been
approaching
and
we
can
work
into
our
future
plans.
A
So
that's
a
little
bit
of
background.
I'm
locked
out
of
my
gitlab
account
right
now,
but
I
need
to
get
into
the
epic
to
remove
the
confidential
pipeline
coverage,
even
though
it's
a
confidential
issue.
If
somebody
has
access
to
that
and
they
can
do
that,
that
would
be
great
and
then
yeah.
I
just
I
think,
it'd
be
great
for
the
team
to
kind
of
share
some
of
the
things
that
we're
working
on
in
q3
and
planning
to
do
in
q4
to
help
with
pipeline
coverage.
B
A
C
Yeah
I'll
add
for
the
next
call,
but
so
far
we
only
have
jb
in
this
call,
but
yeah
cool
thanks,
jackie
and
I
did
list
some
of
the
items
that
are
currently
implied
into
the
epic.
I
don't
know
if
everyone
has
gotten
a
chance
to
take
a
look
at
it
yet
and
I
think
emily
did
as
well.
We
can
either
go
through
them
or
you
know
and
like
or
even
just
raise
specific
feedback
or
concerns
on
those
or
if
we
don't
have
any
pressing,
you
know
feedback
or
concerns.
D
We
maybe
start
at
the
top
as
far
as
like,
where
we
are
in
regards
to
pipeline,
because
I
selfishly
am
looking
at
like
paid
demand
gen.
So
there's
certain
certain
amount
that
I
have
allocated
to
enterprise,
which
is
for
trying
to
close
deals
within
fiscal
year
and
then
there's
also
the
conversation
of
like
how
do
we
fill
pipe
for
q1
and
y23.
D
C
D
E
B
I'm
in
the
same
boat,
coming
from
the
new
enterprise,
enablement
role
so
happy
to
see
or
get
context
on
anything
at
a
high
level
that
you
all
have,
and
I've
tried
to
work
read
through
this
epic
a
little
bit.
But
I
haven't
had
a
chance
to
read
through
everything.
So
maybe
we
start
with
that
and
then
we
can
go
through.
C
A
C
A
And
while
she
kind
of
gets
that
situated
to
give
some
background
on
what
this,
this
report
shows
it's
tapping
into
the
topo
model
and
then
looking
at
the
the
live
coverage
averages
against
the
coverage
to
gap,
so
you
can
see
the
the
gray
is
one
is,
I
think,
pacing
against
current
for
current
quarter
next
quarter
and
then
the
quarters
after
that.
So
as
you
scroll
to
the
right,
you
can
see
coverage
for
future
quarters
out.
Yeah.
C
E
D
F
E
C
Yeah
so
like
for
this
one,
for
example,
us
west
is
2.63,
that's
yellow!
I
guess.
If
it's
three
and
above
this
three,
oh
actually
up
here,
it
says
if
it's
over
150
of
historical
average
is
blue,
which
is
really
good
between
90
to
150
historical
averages,
green
between
70
to
90
percent
of
historical
averages,
yellow,
so
the
coverage
compared
to
the
last
quarter
last
four
quarter
is,
for
example,
usos
is
at
2.63
versus
3.61.
C
D
F
You
know
we
don't
break
that
down
generally
individually,
like
not
at
qbr
standpoint.
Okay,
I
I
know
hayden
used
to
take
a
little
closer
look
at
that
kind
of
stuff,
but
we
haven't
been
doing
that
so
much
since
hayden
left
he
used
to
when
he
would
run
his
us
west
team.
You
know
overall
meetings,
he
used
to
walk
through
that,
but
I
don't
recall
exactly
how
he
broke
it
down
per
stage,
but
he
used
to
go
into
a
little
more
detail,
but
we
haven't
been
doing
that
since
he
left
okay.
E
D
Yeah,
I
like
again,
I
think,
of
this
selfishly
as
trying
to
figure
out
like
what
what
the
issues
are.
It's
like
is
it
from
a
paid
demand
inside
like
what
do
I
put
our
efforts
into?
Do
we
need
to
generate
new
new,
leading
new
inquiries
coming
through
the
door,
so
filling
the
topic
funnel
or
is
it
an
issue
at
late
stage
like
how
do
we
develop
these
current
leads
into
like
later
stage
opportunities,
and
so
that
changes
like
how
I
think
about
putting
dollars
to
these
campaigns
so
yeah?
I
agree.
B
C
A
I
want
to
say
bi-weekly,
but
I
need
to
check
with
business
operations.
Another
thing
that
we
like
have
been
tracking
against
this
is
pipeline
coverage.
Push
so
like
if,
as
we're
looking
at
a
quarter
or
two
quarters
out,
it
may
look
like
something
like
a
quarter
out
is
looking
really
light
on
pipeline
coverage,
but
as
we
get
closer
towards
the
end
of
the
quarter,
more
deals
slip
into
the
next
quarter,
and
so
then,
suddenly
those
metrics
look
less
like
an
emergency
need
to
go
fix.
So
that's
something
that
we've
taken
into
account.
B
Yeah,
I
guess
my
the
question
behind
my
question
is
more
around
like
an
insight
like
whether
we
have
any
strong
insights
as
to
why
emea
is
so
strong
and
whether
that's
been
a
trend
from
the
very
very
beginning,
and
that's
just
because
they're
doing
maybe
implying
that
either
their
market
is
different
or
they're
doing
things
differently
versus
kind
of,
like
maybe
u.s
east
is
good.
This
quarter,
but
last
year
this
time
they
weren't.
I
just
want
to
know
if
there
were
any
insights
around
that
that
we
know
right
now,.
G
I
can
speak
to
the
past
12
months.
I
mean
we,
so
east
east
has
been
relatively
solid
since
I've
been
here
for
the
past
year
and
a
half.
This
is
the
first
out
quarter
where
I'm
seeing
that
we're
pretty
light
west
has
historically
been
light,
and
we
actually
had
one
of
these
swat
teams,
specifically
for
the
west
region
back
in,
was
it
q1
or
q2
jackie?
B
F
H
Yeah,
the
west
has
a
lot
of
do-it-your-own
mentality
as
well,
but
I've
been
here
for
about
3.5
years
and
I'd
say:
that's
ken,
that's
pretty
in
line
of
what
I've
seen.
Easton
emea
have
grown
or
have
always
been
heavy,
but
naturally
organic.
So
you
tend
to
see
a
heavy
inbound
flow
and
it's
a
lot
of
its
request
contact.
It
wasn't
even
mql,
driven
until
we
started
having
programs.
I'd
say
it's
always
been
heavy
east
enemy.
G
A
So
I'm
wondering,
if
maybe
since
I
know
some
of
you
have
to
drop
if
we
want
to
cover
some
of
the
course
correction
activities
that
are
in
motion.
If
that
would
be
helpful
and
then
we
can
also
kind
of
build
out
an
agenda
for
the
next
call.
If
there's
specific
things,
we
want
to
dig
into
or
follow
the
appropriate
teams.
For
example,
the
trending
question
might
be
something
for
the
marketing
strategy
and
performance
team
or
someone
in
data
to
help
bring
together
some
of
that
trending
data
you're
asking
about
emily
yeah.
I
H
F
C
H
What's
up
more
so
something
like
keywords,
ci
cd
devsecops,
are
we
doing
anything
from
a
fibographic
standpoint
like
cross
region
or
even
let's
just
say,
more
ram
that
is
going
to
drill
in
not
only
on
the
account
level,
but
more
so,
let's
say
the
persona
level
and
titles
people.
You
know
the
the
different
heads
director,
vps
managers.
A
So
a
lot
of
so
we
basically
build
out
our
campaigns
at
a
like
on
having
a
global
campaign
bundle
which
covers
what
are
the
specific,
the
specific
personas
that
we're
going
after
and
then
the.
Basically,
if
you
think
about
the
campaign
managers,
the
field
marketers
working
with
digital
marketing,
what
are
the
specific
campaigns
that
we
need
to
run
in
region?
Then?
That
will
also
help
indicate
who
which
percentages
are
being
targeted
most
heavily
in
those
regions,
but
across
the
board.
H
I
C
C
A
C
Yeah,
so
I'm
just
going
to
maybe
talk
through
this
really
quickly,
since
you
know
you
all
have
access
to
that
to
the
epic
but
there's
a
couple
of
items
here
that
I've
listed
that
we
currently
we
either
recently
launched
or
at
least
planning
to
launch
that
should
help
with
kind
of
boosting
pipeline
for
q4
and
q1,
just
because
we
recently
launched
these.
So
potentially
you
know,
we
won't
see
them
cruising
until
like
a
quarter,
two
quarters
out
even
a
longer
sales
cycle
for
enterprise,
but
one
of
the
items.
C
For
example,
we
recently
launched
specific
enterprise
messaging
kind
of
ads
within
our
paypal's
platform,
so
I've
been
working
with
lesley
on
that.
So
previously
our
use
case
messaging
at
faith
ads
was
very
it's
more
like
a
catch-all
bucket.
So
it's
not
segment
specific,
but
we've
been
working
with
product
marketing
to
kind
of
like
it
starts
with
ci,
basically
to
test
this
out
to
have
more
like
problem
statement
around
the
enterprise
specific
for
ci
and
basically
launching
apps
that
are
relevant
for
that
messaging
to
see.
C
If
that
will
improve
the
conversion
rates
from
inquiry
to
sao
again,
we
launched
that
mid
october
and
we're
currently
assessing
the
results
to
see
if
it
makes
sense
to
expand
that
tactic
across
other
use.
Cases
like
denots
and
dev
cyclops,
et
cetera,
leslie
put
that
I
think
you
know,
since
we
are
planning
to
have
to
launch
a
new
enterprise
specific
asset
in
at
the
end
of
november.
That
might
be
a
good
candidate
as
a
next
step
as
well.
C
We
also
tested
launching
kind
of
like
sdr
signature
campaign,
so
basically
promoting
a
lot
of
the
top
performing
assets
for
enterprise
based
on
historical
data,
as
well
as
events
at
the
bottom
of
sdr
signatures
to
try
and
get
people.
You
know
who
are
in
mql
status
to
join
these
events
and
progress
through
the
funnel.
C
We
launched
the
first
round
of
ads
again,
mid-october
as
well,
and
I
think
that's
the
next
step,
we're
hoping
to
add
relevant
food
marketing
events.
I've
been
working
with
affiliate
marketing
managers
on
this
to
add
it
to
the
promotional
mix.
Next
quarter,
we
also
launched
the
devsecops
2.0
campaign,
which
is
really
a
refresh
of
our
devsecops
messaging,
which
is
moving
from
just
simply
upset
testing
to
devops
governance
for
supply,
chain
security.
C
I
think
the
only
blocker
with
this
one
was
we
were
waiting,
we've
kind
of
like
launched
it
just
in
bits
and
pieces.
That's
why
we
haven't
really
fully
activated
it
yet,
because
we
have
allocated
paid
its
budget
for
the
quarter
for
q3,
and
so
we
need
to
wait
for
q4
to
kind
of
further
activate
it
across
the
other
channels.
I
think
we
did
retargeting
for
now
for
these
and
then
basically
extending
to
prospecting
tactics
in
q4.
C
We
also
revamped
our
so
pit.
Linkedin
was
one
of
our
top
basically
inquiry
generating
channels
for
amer
enterprise
segment.
However,
we
see
like
really
low
inquiries
as
a
conversion
likely,
because
for
these
ones,
when
we
launched
the
first
iteration
was,
we
didn't
really
have
like
a
the
same
ad
experience
compared
to
other
channels.
C
We
basically
have
them
fill
out
a
form
within
linkedin
and
then,
when
they
downloaded
the
assets,
we
serve
them
that
single
asset
in
fast
factory,
which
basically
doesn't
allow
them
to
kind
of
further
binge
other
assets
that
could
help
them
get
the
additional
point
to
mql.
So
I
we
felt
that
that
might
be.
Can
that
might
result
in
a
low
incorrect
seo
conversion.
C
So
we
are
currently
assessing
assessing
that
and
seeing
if
that,
really
helps
with
conversion
rates
that
was
launched,
mid
mid-october
as
well,
but
hopefully,
if
that
works,
then
you
know
it
should
really
improve
the
sao
papa
as
a
sao
flow.
We
all
and
then
jackie,
do
you
want
to
talk
through
the
intelligent
nurture
portion,
that's
another
one.
That
is
that
I
put
here
that
should
help
as
well.
A
Yeah,
I
can
talk
I'm
trying
to
do
this
briefly
and
high
level,
but
we're
taking
what
we've
had
as
our
base
in
marketo
for
our
email
nurtures,
which
really
helped
to
improve
as
the
lead
comes
in
a
new
lead.
Maybe
it's
not
coming
off
of
a
contact
request,
but
they've
downloaded
content
of
some
sort
or
attended
a
webinar.
We
want
to
engage
them
further,
to
educate
them
and
build
them
into
marketing.
Qualified
leads
for
sdrs
to
follow
up
on
and
then
to
sao
and
the
better.
A
We
can
educate
those
individuals
and
engage
them
from
the
time
that
they
come
in
the
better.
We
can
then
drive
that
velocity
to
sao
and
the
conversion
rate
to
sao
so
we'll
be
doing
a
switch
over
from
having
more
topic,
based,
nurtures
to
really
being
being
customized
by
the
segment
in
region
and
then
later
on,
building
out
by
persona,
so
that
if
here's
my
the
best
example,
we
have
four
main
campaigns.
We
have
running
ci,
cd,
get
ops,
devops
platform
and
devsecops.
A
We
look
at
the
data
and
can
tell
that
by
region
and
by
segment.
Different
campaigns
are
better
engaging
different
groups,
especially
by
the
stage.
So,
for
example,
we
were
testing
out
git
ops
in
apac
and
it
wasn't
as
effective
as
a
as
a
campaign
to
push
leads
from
from
raw
to
sao
as
ci
cd,
so
we're
really
doubling
down
on
the
spend
and
where
we're,
where
we're
leveraging
ci
cd
in
that
region.
C
We
launched
the
first
event
for
dora
webcast
on
october
20th,
and
we
are
looking
to
promote
four
more
events
happening
in
q4.
Using
this
platform.
We
also
something
exciting
as
well.
We've
been.
We
also
launched
a
few
initiatives
actually
in
response
to
the
github
university's
quarter.
Yeah
this
quarter
basically
this
year.
Actually,
I
should
put
emily
in
there
as
well,
but
high
level.
We
we
did
a
webinar
we're
planning
to
organize
a
competitive
webinar.
C
C
Thank
you
and
then
we
also
are
planning
to
kick
off
the
cadence
of
weekly
technical
demo
series,
so
just
so
that
we
have
you
know.
So.
These
are
basically
weekly
technical
demos,
aligned
to
our
food
and
market
motions
covering
a
range
of
topics
working
with
the
technical
marketing
team,
basically
to
target
leads
in
consideration
and
purchase
stages,
which
should
help
accelerate
those
in
mql
to
sao
conversion.
So
it's
a
place
for
them
to
look
at
our
demos
specific
to
those
use
cases
as
well
as
ask
questions.
B
Yeah,
so
I
went
ahead
and
post
thanks
agnes.
I
went
ahead
and
posted
this
one
here
for
awareness,
simply
because,
for
example,
jackie
the
themes
you
mentioned
we'll
want
to
be
aware
of
those
happening
event.
External
events
we'll
want
to
put
in
front
of
styles
in
a
tool
kit
for
pipe
gen,
and
the
big
deliverable
for
this
is
going
to
include
a
toolkit
similar
to
the
compete.
Toolkit
have
a
look
at
that
one
for
those
interested
really
bringing
all
the
microsoft
compete
information
into
one
place.
B
I
think
we
really
need
to
do
the
same
when
it
comes
to
tools
and
resources
for
pipe
gen.
So
that's
something
I
want
you
to
be
aware
of,
because
I'm
totally
fine
with
agnes
and
jackie
you
sending
me
pinging
me
tugging
me
on
things
that
should
really
reach
all
the
way
to
to
the
front
lines,
and
then
I
am
looking
for
just
a
single
stakeholder
really
who
can
keep
help.
Keep
me
connected
and.
E
I
think
one
of
the
things
that
emily
just
to
carry
on
because
emily
and
I
are
partnered
on
this-
would
be
someone
that
could
help
us
create
a
campaign
within
salesforce,
so
that
we
can
track
this
and
track
the
exercise
that
we're
doing
to
see
what
results
would
come
out
of
it.
But
I
think
that's
where
emily
was
going
with
it.
C
C
And
I
think
I
did
put
in
there
and
unfortunately
emily
but
yeah
she
did
say
that
she
wanted
potentially
maybe
breaking
having
like
a
breakout
meeting
to
talk.
You
know
to
kind
of
dive
into
the
toolkit
further
just
for
those
who
can
provide
kind
of
like
feedback
and
insights
so
yeah.
Whoever
is
interested
potentially
can
place
your
hands
and
join
that
off,
and
I
think
she
would
be
setting
up
a
separate
meeting
through
that.
Specifically.
A
Okay,
thanks
agnes
for
walking
through
some
of
these
activities
that
are
already
in
flight
or
launched.
So
just
a
reminder
to
everyone
that
this
was
a
little
bit
of
this
was
born
out
of
working
together
across
the
marketing
team,
on
strategies
and
tactics.
We
can
do
to
increase
the
increase
to
sao
results,
and
so
there's
already
there's
also
things
outside
of
this.
A
That
are
just
the
continued
cadence
that
we'll
be
doing,
but
I
think
the
more
that
we
connect
like
tanya
and
emily,
and
I'm
sure
this
is
a
lot
of
information,
especially
as
some
some
individuals
who
are
just
joining
the
team.
The
more
that
we
can
connect
on
these
and
make
sure
they're
cohesive
would
be
helpful
too.
C
F
C
I
think
potentially
one
is
like
looking
through
those
initiatives
and
seeing
if
that
makes
sense,
and
if
you
know
there
are
any
concerns,
I
think
that's
the
gut
check
or
even
feedback
on
you
know
if
you
all
are
seeing
leads
that
come
in
from
those
like
if
they're
working
as
intended.
Basically
as
well
as
potentially
yeah,
I
mean
driving
to
these
webinars
or
any
kind
of
plan
activities
that
we're
launching
would
be
great
as
well
to
you
know.
If
sales
can
also
help
drive.
A
I
I
think,
feedback
wise
just
thinking
back
on
the
timing
of
when
we
connected
for
this
type
of
formalized
approach.
Last
year
it
was
after
qbr's,
and
so
there
was
a
lot
of
specific
patterns
that
we
were
seeing
throughout
the
qbr's
for
those
that
had
lighter
public
or
pipeline
coverage,
so
that
feedback
helped
to
drive
some
of
the
ideas
between
the
teams.
H
Yeah,
that's
always
like
the
best
informative
session
as
far
as
cells
are
going
to,
let
you
know
or
they're
not
doing
too
hot.
As
far
as
leads
coming
in
with
that
said,
like
I'm
curious
kind
of
go
around
about
question,
I'm
curious.
If
like
do
you,
are
you
able
to
track
that
metric
of
like
what's
coming
in?
What's
where
there's
it
outbound
like
associated
for
those
regions
that
are
maybe
harder
to
get
mqls
or
leads
coming
in.
C
We
do
track
them
right
now
and
I'm
just
gonna
chime
in
on
the
dementia
dashboard,
but
right
now
I
guess
we're
not
specific,
like
we're,
not
tracking,
specifically
to
her
initiatives.
We
have
like
a
high
level
overview
of
kind
of
like
how
our
use
cases
are
doing
and
then
what
channels
are
driving
through
those
use
cases,
but
like
with
these
initiatives
that
are
super
specific,
we
might
be
able
to
work
with
strategy.
The
strategy
team
to
try
and
like
put
together
more
specific,
over
kind
of
tracking.
H
A
H
About
you
know
not
getting
inbound
or
not
getting
leads
so
tracking.
What
the
productivity
is
is
from
an
outbound
perspective
and
like
how
many
leads
turn
into
opportunities
and
then
progression
from
from
that
from
for
the
deal
but
and
then
kind
of
see
how
to
work
alongside
them.
As
far
as
campaign
goes
because
there's
to
run
something
like
that.
I
E
H
So
essentially,
we
see
a
lot
of
deals
coming
in.
We
could
watch
watch
the
progression
of
the
deal
size
almost
like,
for
instance,
somebody
with
a
low
generating
mql
territory.
If
you
were
to
get
a
lead
that
came
in
from
a
paid
demand,
gen
campaign
or
an
sdr,
what
the
progression
of
the
deal
would
look
like
and
like
what's
the
percentage
of
closed
opportunity
there,
I.
E
Was
gonna
say
it
sounds
like
we
have
this?
I
think
the
more
curious
question
that
I
would
have
are
the
activities
and
or
templates
and
or
messages
that
are
resonating
to
create
the
interest
and
to
create
that.
I
think
we
probably
have
an
idea
by
the
campaigns
that
are
being
run
within
marketing
just
by
tracking
the
campaign
within
salesforce.
E
But
my
question
would
be
more
for
outbound
activity
sales
and
what
activities
are
happening
there.
So
you
know
better
utilizing
some
of
the
outbound
pipe
up
on
prospecting
tools
and
perhaps
marketing
putting
some
of
the
templates
in
there
might
be
more
helpful
and
give
us
an
opportunity
to
track
that.
Outbound
too.
E
H
C
C
F
E
J
J
How
are
all
these
campaigns
communicated
to
the
sdr
teams
like
do
they
know,
like
my
first
question
would
be
like
first,
do
they
know
that
there's
all
all
of
this
going
on
and
do
they
know
like
how
to
prioritize
and
how
was
it
in
the
past
like
whether,
like
set
expectations
of
the
team
to
say
like
hey,
you
know
what
like
week,
one
in
november,
this
is
like
the
highest
converting
campaign.
I
want
all
hands
on
deck.
Is
this
like
how
it
was
happening
last
quarter
or
how
did
it
work.
C
C
C
You
know
in
salesforce
what
are
the
kind
of
like
we
wouldn't
build
orange
sequences
for
them
that
they
can
use
like
you
know,
leverage
for
messaging
and
stuff
like
that,
other
than
that,
like
the
optimization
stuff,
we
don't
really
because
it's
not
you
know
they're,
probably
just
gonna,
see
whatever
they
see,
usually
and
in
the
last
interesting
moment,
just
to
know
like
oh
it's
coming
from
this
specific
channel
and
things
like
that.
But
we
don't
do
like
a
full
on
enablement
session.
J
I
Yeah
this
is
so
there's
some
optimization
that
occurs
in
the
top
level
of
the
campaign.
You
know
related
to
like
getting
people
to
an
mql
so
but
tagnes's
point.
The
the
master
plan
was
because
we
agreed
as
part
of
fy22
what
the
core
go-to-market
motions
were
going
to
be,
what
the
major
campaigns
were
going
to
be
around
that,
and
so
that
was
where
the
team
focused
all
the
energies
around
those
four
key
go
to
market
motions.
I
Subsequently,
there
was
a
discussion
about
sales
plays,
so
there
was
some
augmentation
and
adding
sales
plays,
and
then
we
layered
that
in
and
then
there
were
a
whole
series
of
enablement
sessions.
So
the
weekly
david
summers,
enablement
session
and
agnes
presented
each
of
the
campaign,
motions,
went
through
a
specific
high-level
enablement
session,
and
then
there
was
additional
sdr
enablement
around
those,
but
but
outside
of
sales
plays
and
any
internal
optimizations
around
swapping
in
one
piece
of
content
for
another
because
it
converts
better
to
inquiry.
A
Yeah
I'd
say:
that's
right:
I
think
that
agnes
summed
it
up
correctly
like
for
the
high
level
campaign,
refreshes
or
new
campaign
launches.
I
I
shared
a
slack
message
that
she
recently
shared
for
the
devsecops
2.0.
If
you
want
an
example
of
kind
of
the
resources
we
create
for
async,
but
then
also
how
we're
able
to
make
sure
that
everybody's
got
that
covered.
J
Yeah
because
I
see
the
work
and
I
want
to
make
sure
that
like
we
can
translate
it
and
then
like
that
it
translates
into
action
from
my
teams,
but
I'm
like
if
I'm
an
sdr
and
it's
monster,
and
I
get
like
a
slack
message
that
tells
me
that
there's
a
really
cool,
ci
cd
or
the
devops
campaign
like
I
will
be
lost.
So
I
want
to
make
sure
that,
like
we
carry
the
enablement
and
expectations
to
my
teams
as
well.
Okay,.
I
Yeah
and
then
from
an
informal
communication
or
maybe
formal
communication
jb,
I
presented
a
couple
of
different
times
to
hannah
and
some
of
her
managers
on
here's.
What's
new
and
what's
upcoming
and
then
tell
us
what's
working
or
not
working
for
you
all.
So
we
have
kind
of
a
regular
cadence
of
that
but
happy
to
join
any
of
your
sdr
management
team
sessions
that
you
think
would
be
appropriate
for
us
to
do.
I
A
And
another
thing
like
when
we
talk
about
the
sigster
campaigns
which
run
for
on
sdr
signatures
those
happen
automatically
and
we're
setting
that
so
that
they
don't
have
to
think
about
it.
Although
there
are
some
things
that
we
maybe
can
just
to
make
sure
that
they're
aware
of
everything
that's
happening,
they
can
tie
up
there
work
with
you
jp
on
those.
C
Yeah,
I
usually
just
visit
the
managers
on
the
issue
when
we
I
launched
that,
but
again
like
yeah,
like
six
thirds,
for
example,
because
there's
not
really
anything
like
it.
You
know
I
want
to
make
it
as
like.
They
can
just
set
it
and
see
it
and
not
really
have
to
do
much
because
at
the
bottom
of
the
signature,
if
we
need
to
do
further
any
moment
on
that
happy
to
brainstorm.
C
C
A
I
think
that
I
think
that's
a
good
point
agnes
and
I
think
that's
where
we
were
able
to
get
a
lot
of
anecdotal
feedback,
because
we
had
just
closed
up
qbr's
last
time
when
we
kicked
this
off,
so
there
were
very
specific
pressing
topics
that
were
coming
up
continually
in
the
qbr's
that
we
were
able
to
say
hey.
This
is
a
pattern.
Maybe
we
should
address
it
and
maybe
there's
something
we
can
do
on
the
front
end
metamarketing
campaigns.
A
So
I
know
that
we've
got
about
10
minutes
left,
but
one
of
the
questions
that
you
wanted
to
cover
was
the
meeting
cadence
moving
forward.
I
know
qbrs
are
coming
up,
so
maybe
that
will
provide
us
some
of
the
anecdotal
feedback,
but
we
can
also
determine
how
to
drive
anecdotal
feedback
from
the
specific
activities
we're
running
and
that
have
launched
recently.
A
Do
you
want
to
take
those
those
offline,
some
of
the
anecdotal
pieces,
for
the
specific
things
like
sigster
sdrs?
Are
they
getting
responses
back?
How
can
we
actually
gauge
that,
and
what
can
we
see
in
the
data,
but
as
a
team?
What
kind
of
a
cadence
does
make
sense
to
move
forward
with
as
a
recurring
actual
synchronous
discussion
between
these
groups.
I
I
might
make
a
recommendation
that
we
listen
from
the
qbr's,
collect
our
thoughts
from
that
and
then
have
a
follow-up
call
and
then
figure
out
the
cadence.
After
that
I
mean,
I
think,
there's
two
or
three
different
things
right
areas
that
we
need
to
think
about,
one
of
which
is
there's
an
analysis
of
inbound
mqls
to
understand
the
gaps
relative
to
where
we
need
to
be
prescriptive,
with
outbound
to
fill
up
the
gaps
in
the
region.
I
We
have
some
of
that
data
today,
but
I
think
that's
one
area.
The
second
thing
is
where
we
see
thematic
kind
of
commonality
between
the
qbrs.
As
an
example,
you
know
we
maybe
talked
about
today.
You
know
app
monetization,
I
should
say:
neiman
talked
today
about
app
modernization,
infra
monetization,
digital
transformation.
I
I
It
becomes
a
bit
of
a
black
hole
for
marketing
to
understand,
what's
happening,
how
long
it
takes
what
the
issues
are.
The
challenges
are
for
the
salesperson,
and
so
is
there
something
that
we
could
do
to
better
enable
the
sales
teams.
I
personally
feel
like
our
sales
enablement
sessions,
are
way
too
short
for
some
of
these
major
motions
that
we
do.
I
You
know
you
get
a
30
minute
briefing
call
when
I,
when
I
attended
the
one,
such
as
an
example
agnes
that
you
did.
I
don't
know
if
I
was
an
ae
if
I
would
be
able
to
even
think
about
assimilating
all
that
content
and
all
that
information
quickly
in
the
format
that
we're
giving,
which
is
a
30
minute.
So
maybe
there's
some
other
thing
that
we
can
do
like
office
hours
where
aes
can
come
in
and
ask
questions
you
know
and
understand
the
content
where
to
get
access
to
it
all
of
those
different
things.
E
E
E
I
think
my
immediate
observation
just
from
a
high
level
is
that
very
we're
not
tied
in
as
much
as
we
should
be.
I'm
so
used
to
working
with
the
marketing
team,
so
hand
in
hand
that,
like
the
reps,
know
exactly
how
to
operate,
and
we
just
move,
and
so
we'll
get
better
at
that.
But
I
would
like
to
do
something
whether
it's
campaign
oriented
and
then
teach
them
how
to
track
things
within
salesforce.
E
So
it's
a
benefit
to
them.
My
suggestion
is
when
we
met
when
we
message
it
to
them,
it's
not
in
the
message
of
so
we
can
track
it.
It's
in
the
message
of
so
you
can
learn
how
to
get
better
the
more
they
think
it's
of
their
benefit.
They'll.
Do
it.
I
mean
I'm
a
sales
person.
I
think
that
way.
If
I
think
it's
for
something
else,
I
don't
do
it,
but
I
think
it's
for
me.
I'm
gonna.
E
Do
it
so
just
a
word
of
advice,
and
then
I
had
one
more
thing
you
were
asking
before
about
messaging,
so
I
come
from
hashi
guys
and
one
of
the
things
that
was
a
message
that
worked.
We
saw
the
same
problems
by
the
way
they
saw
them
earlier
in
the
infrastructure
cycle.
We
saw
them
in
the
app
development.
E
The
concept
of
a
single
workflow
is
what
people
want
right
and
so
think
about
like
that
verbiage,
as
we
put
that
in
I've
been
telling
a
lot
of
sales
reps,
and
I
practiced
that
messaging
the
other
day
with
some
customers
and
just
using
the
concept
of
not
a
consolidation
platform
solution,
but
a
single
workflow
solution
and
people.
It
resonated
with
people.
I
Our
messaging
has
been
evolving
right
and
sids
had
a
lot
of
involvement
in
our
messaging
right,
so
the
devops
platform
was
a
direct
right,
direct
kind
of
input
from
from
sid,
but
I
think
you're
right
how
we
message
around
workflow
and
the
developer.
Workflow,
I
think,
makes
a
lot
of
sense.
So
something
we'll
talk
to
john
I'll
talk
to
jonathan
about
who's,
our
interim
head
of
product
portfolio
marketing
right
now,
our
prior
head
of
product
portfolio
marketing
just
left
a
couple
weeks
ago.
A
All
right,
so
next
steps
do
you
want
to
set
up
the
next
call
to
be
after
the
qbr's
have
finished
up,
and
that
way
we
can
like
mentioned
bring
collective
notes
to
that
conversation.
I
think
that'll
spark
some
really
good
conversations
and
ideas
around
additional
tactics.
We
might
want
to
employ
yeah
for
sure.