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From YouTube: Partners
Description
Short video featuring GitLab's Michelle Hodges (VP, WW Channel Sales) announcing a new P in MEDDPPICC. See https://about.gitlab.com/handbook/sales/#capturing-meddppicc-questions-for-deeper-qualification for more information.
A
Hi
everyone
I'm
joined
today
by
michelle
hodges
vp
of
worldwide
channel
sales
and
excited
to
talk
to
you
about
an
iteration
we're
making
to
medpick.
As
you
know,
medpick
is
a
framework
that
helps
us
with
strategic
opportunity
qualification.
Michelle.
Can
you
tell
us
a
little
bit
more
about
what's
changing.
B
I
can
thanks
david
and
thanks
for
making
this
addition
to
medpick,
because
it
really
does
help
round
out
our
salespeople's
visibility.
The
opportunity
I'm
going
to
share
my
screen
real
quickly
to
the
medpic
deck
and,
as
you
can
see
here
in
between
decision
process
and
paper
partners,
is
this
partner
component
we've
added
an
extra
slide
here.
B
You
know
we
think
these
are
important
things
for
you
to
try
and
figure
out.
There's
a
couple
different
aspects,
alliances.
These
could
be
anything
from
which
cloud
platform
is
your
partner
on
aws.
Is
it
google?
Are
they
partnered
with
hashi?
We
have
great
relationships,
great
transaction
relationships
with
these
folks
great
leverage
to
be
able
to
help
you
complete
your
solution
and
support
the
sale.
B
Secondly,
it's
super
important
to
know
is:
how
is
the
partner
going
to
transact?
Does
it
need
to
be
on
partner
paper?
Can
you
transact
in
that
country?
Do
they
only
buy
with
shi,
for
example,
so
knowing
early
in
your
process,
this
piece
is
going
to
be
important
as
well
and
also
who's
advising
the
customer.
As
we
all
know,
gitlab
is
often
part
of
a
larger
solution,
and
is
there
somebody
who
is
building
that
solution
with
all
these
other
technologies
and
advising
the
customer
additionally,
are
there
services
being
delivered
by
a
partner?
B
In
many
cases,
it
won't
be
git
lab
delivering
those
services.
It
will
be
a
partner
delivering
those
services
and
it's
important
to
know
early
in
the
cycle.
Hey
who's,
setting
outcomes
here,
who's
advising
the
customer
on
what
technologies
to
decide
are
they
pro-gitlab?
Do
you
need
to
work
with
your
channel
team
to
get
them
involved?
Does
the
services
team
need
some
help
in
delivering
on
those
outcomes?
So
this
is
the
second
p
in
the
med
pick
of
the
two
ps
and
yeah
we're
excited
to
have
it
included
david.
B
A
Yeah
thanks
michelle
I'll
share
my
screen
as
well,
so
folks
are
familiar
with
the
command
plan,
so
in
this
layout
this
will
go
live
by
the
time.
You
see
this
video
this.
That
p
will
be
actually
the
first
piece
it'll
be
in
between
decision
criteria
and
paper
process.
It'll,
look
just
like
this.
It's
an
open
text
field
you'll
be
able
to
hover
over
the
question.
A
Mark
it'll,
give
you
some
helper
text
to
some
of
the
things
that
michelle
mentioned
so
you'll
fill
it
out
in
command
plan
all
the
materials
on
the
command
of
the
message
page.
So
if
we
go
to
the
command
of
the
message
home
page,
all
these
materials
have
been
updated
to
reflect
the
additional
p
and
even
when
you
go
to
in
the
handbook
right
where
we
talk
about
what
are
some
of
the
you
know,
the
med
pick
questions
that
you
can
ask
for
deeper
qualification.
A
B
Sure,
just
to
remind
folks
that
this
isn't
the
only
place
that
you
can
capture
partner
information,
it's
an
important
part
place
as
a
process
of
med
pick,
but
also
in
the
opportunity,
there's
a
partner
section
right
for
both
channel
partners
and
alliance
partners
and
as
we
roll
forward
here
in
the
next
month
or
so
in
the
account.
So
in
the
customer
record.
If
there's
an
incumbent
partner-
or
you
know,
when
you
want
to
identify
that
hey,
this
is
an
aws
or
a
google
shop
that'll
be
available
in
the
account
record
as
well.
B
A
Awesome
well
thanks
again,
michelle
I'm
excited
for
these
changes,
as
I
do
this
again
medic's
about
that
opportunity,
qualification
framework
to
help
you
win
your
business
understanding.
The
partner
landscape
is
critical
to
that
partners
are
an
extension
of
your
efforts
as
that
sales
team.
All
the
benefits
that
michelle
mentioned,
including
they've,
got
relationships,
and
these
accounts
right.
You
should
tap
into
that
to
figure
out
again
how
to
win
the
hearts
and
minds
of
your
customers
in
tandem
with
your
partners.