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From YouTube: Sales Development Group Conversation (Public Livestream)
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A
Okay,
good
morning,
everybody
I'm
evan
Whelchel,
I'm
the
senior
director
of
revenue
marketing
here
at
gitlab,
and
this
is
the
SDR
group
conversation
soon
to
be
the
revenue.
Marketing
Group
conversation
I
added
a
little
additional
flavor
from
the
other
groups
to
my
presentation
this
time
around,
and
the
focus
will
continue
to
shift
in
that
direction.
We
will
be
incorporating
more
about
field
marketing,
digital
marketing
and
soon
ABM
into
the
group
conversation
slides
are
presented.
A
B
Evan
I'll
kick
us
off
softer
grass
like
they
showed
super
high
peaks
in
June
and
and
then
they
slide
it
down
and
now
we're
picking
back
up
to
you
can
walk
us
to
kind
of
what
happened.
Have
we
be
classified
things?
What
what's
behind
that,
the
peaks
in
June
or
in
July
in
July,
probably.
A
Yeah
July,
so
July
was
I.
Think
your
typical
end
of
quarter
rush
to
some
extent.
We
also
had
some
SD
ARS
come
off
of
ramp,
so
we're
seeing
more
quota
being
attained
with
as
the
STRs
ramp,
we
did
quite
a
bit
of
hiring
as
well
as,
as
you
see
the
same
spike
in
September,
we
have
more
reps
going
live
into
market,
so
we
continue
to
see
a
growth
in
the
SA
OS.
We're
also
seeing
growth
in
demand
and
the
leads
that
were
fielding
so
I
think
that
that's
part
of
it
as
well.
A
A
Yeah
and
in
and
it's
interesting
because
you
actually
see
the
pipeline
as
we
exit
the
month
grow
and
I.
Think
part
of
September
two
said
is:
it
was
really
when
the
segmentation
for
commercial
went
live,
so
we've
got
teams
aligned
to
both
mid
market
and
SMB.
So
you
can
see
a
little
bit
of
a
spike
in
the
pipeline
numbers
within
commercial
because
we
now
have
instead
of
a
PDR
team.
We
have
a
fully
dedicated
SDR
team
to
the
commercial
space
and
we
have
more
of
them.
We
basically
doubled
the
size
of
that
team.
A
A
I'll
verbalize
it
for
you
buddy.
What
is
the
process
for
scheduling
the
acceleration
team
for
a
particular
salad
territory?
So
we
have
a
calendar
outlined
right
now.
I
would
work
with
Matt.
If
there's
a
specific
need
right
now,
the
calendar
is
outlined
based
off
of
hiring
and
hiring
plans,
so
we're
picking
territories
where
you're,
identifying,
hey
I've
got
us
out
coming,
live
XY
and
Z
or
I
have
a
new
Sal
in
this
territory
I'm.
A
So
right
now,
it's
really
focused
on
those
new
sales,
because
the
intent
of
that
team
is
creating
more
conversations
in
demands
and
more
pipeline
to
some
extent,
but
more
conversations
for
the
for
the
news
houses.
They
come
on
board.
We're
trying
to
shrink
that
ramp
time
for
the
Sal's
as
sort
of
our
primary
goal,
so
I
would
say
work
with
Matt
if
there's
a
and
he
put
in
there.
Obviously
the
acceleration
team
request
issue,
but
if
there's
an
urgent
need,
we
can
certainly
look
at
prioritizing.
What's
already
on
the
calendar.
A
And
for
those
there
is
actually
a
slide
calling
out
some
of
the
activity
we've
seen
with
the
acceleration
team.
It's
pretty
interesting.
We've
Digital
has
just
gone,
live
with
the
acceleration
team,
but
we're
already
seeing
results.
I
think
we're
at
around
17
meetings,
some
seven
of
which
have
converted
to
sa
OS,
and
the
split
is
highlighted
in
the
slide
as
far
as
the
region.
So
we're
still
very
much
so
in
a
in
a
phase
of
iteration
with
that
team,
but
we're
already
seeing
a
positive
trend
which
is
great
and
so
we're
planning.
A
C
Your
question
sure
I'm
curious
about
the
like
the
quality
of
the
leads
so
yeah
do
we
kind
of
assess
like
how
those
leads
that
are
being
generated
by
some
of
our
campaigns
compared
to
those
that
are
being
sourced
by
STRs?
You
know
like
what
percentage
of
those
leads
convert
and
si
OS
and
which
channels
are
kind
of
most
effective,
we're.
A
Just
starting
to
have
that
conversation
right
in
looking
at
the
overall
volume,
it's
I've
got
an
overall
SEO
or
MQL
to
Sao
conversion
rate
of
about
three
percent
right
now.
I
don't
have
that
broken
out
by
channel,
yet
that's
sort
of
the
next
step.
We
we
literally
add
our
first
lead
quality
meeting
this
week,
where
we're
gonna
start
looking
at
the
individual
channels
and
what
the
conversion
rates
look
like
the
original
channel.
So
we
can
make
different
investments
based
off
of
what
we're
seeing
cool.
Thank
you,
he'll
show.
Do
you
want
to
verbalize
your
question?
A
D
D
D
E
D
E
Like
more
lack
of
better
words
like
demographic
targeting
on
LinkedIn,
you
can
do
a
little
bit
more
on
the
on
the
company
side,
so
on
the
acceleration
team,
with
lists
we're
able
to
target
specific
companies
in
itself
so
kind
of
like
a
quasi
ABM
platform,
but
where
the
ads
are
showing
it's
based
off
of,
like
contextual,
contextual,
like
demographics
of
like
how
people
are
searching
and
what
they're
interested
in
and
showing
ad
in
that
way.
So
that's
why
you're
seeing
ads
on?
E
Unlike
we're
later
websites
like
DevOps,
comm
and
related
websites,
there's
also
retargeting
piece,
so
you
may
be
seeing
ads
that
seem
irrelevant,
but
it's
because
you
landed
on
it
get
lap
page
and
now
that's
ads
are
being
shown
into
wherever
you're
visiting
based
off
a
certain
frequency
cap.
So
that's
how
we're
deciding
on
where
we're
as
are
showing
right
now
that
makes
sense.
Do
you
have
any
questions?
I'll
show
no.
F
Many
questions:
do
you
want
I
actually
have
answers
to
some
of
these
questions
so
go
for
it.
Oh
that's
fantastic!
So
again,
I
mean
it's
a
good
question.
We've
talked
about
a
lot
right,
so
we've
been
a
number
of
reps
that
we
have
by
2
and
1/2
X.
At
least
commercial
is
geometrically
more.
We
have
incremental
growth
in
demand
gem,
but
it's
certainly
not
2
and
1/2
X.
It's
doubling
and
so
there's
a
there's,
a
gap
in
that.
How
do
we
cover
that
gap?
F
A
There's
a
couple
things
that
we've
been
working
on
as
it
relates
to
and
I'm
gonna
talk
specifically
to
the
hiring
piece
of
that,
because
I
think
that's
probably
what
you're
most
curious
about.
So
the
hiring
piece
we
just
in
one
of
the
slides
I've
got
the
exact
numbers.
I
think
we
just
added
three
Enterprise.
A
That
tells
us
hiring
plans
for
out
quarters
so
that
we
can
map
to
your
goal
with
the
number
of
hires
that
we're
making
in
the
amount
of
pipeline
that
we
need
to
generate,
and
so
that's
how
we're
doing
the
hiring
plans
going
forward
and
then
we're
gonna
be
looking
at
setting
the
goals
appropriately
based
off
of
the
pipeline
coverage.
You
need
for
each
each
segment,
so
we're
getting
smarter
and
better
about
how
we
hire.
We
haven't
completely
poured
gas
on
the
fire.
F
F
Inside
and
so
how
does
that
cover
the
gap
between
happen?
Previously,
we
had
a
one
to
one
ratio:
yep
new
model,
there's
a
gap
in
the
middle
that
we
don't
seem
to
be
executing
against
in
the
meantime
right.
So
so,
how
do
we
explain
that
to
the
rep
set
hey?
We
suddenly
took
away
people
and
resources
in
effort
and
you'll
get
them
back,
but
we
don't
really
have
a
date
yet
well,.
A
A
You
know
not
one
SDR
they're
getting
four
in
that
first
month
or
in
the
first
couple
months,
so
we're
gonna
we're
gonna
try
to
hold
tight,
but
it's
gonna
be
based
off
of
really
the
numbers
and
the
need
of
pipeline
coverage,
not
necessarily
the
ratios
so
base
off
the
pipeline
need
and
the
overall
revenue
goals.
That's
how
we're
gonna
do
the
hiring,
not
necessarily
from
a
ratio
perspective
but
like
I
said,
if
there's
a
lack
of
coverage
like
if
you're
not
getting
that
two
to
one
coverage
right
now
and
I.
A
G
And
thank
you
I
realized
today
that
I
don't
know
if
we
have
a
particular
blocker
in
get
a
conversion.
Do
you
have
something
arising
more
often
than
than
other
features
or
I?
Don't
know
anything
that
that
would
prevent
a
prospect
from
conversing
to
get
that
me
and
is
that
blocker
the
same
for
premium
their
search
limits.
A
A
D
H
Got
in
our
way
when
I
was
working
as
an
SDR,
definitely
wouldn't
let
them
out
features
and
a
little
bit
more
about
timing.
So
did
we
just
walk
into
somebody
that
signed
a
three-year
contract
or
maybe
just
the
reality
of
it
not
being
budgeted?
You
know
item
right
now,
but
often
they
like
to
get
lab.
It
was
just
more
about
finding
the
champion
that
could
get
it
moving.
E
I
think
it
kind
of
comes
down
to
what
level
do
we
actually
have
the
conversation
you
know,
depending
on
how
high
into
the
organization
you're
calling
like
director
is.
There
may
not
be
like
awareness
if
gait
lab
or
like
for
my
clarity.
How
come
a
plan
put
in
place?
They
want
to
move
that
way
with
individual
contributors.
They
may
feel
that
they
like
get
left
but
might
not
have
the
power
to
make
a
decision,
so
I
think
there's
a
kind
of
an
asterisk.
Next
to
there.
E
D
D
A
Months
right
so
yep
I
mean
to
be
quite
honest
for
you,
that's
a
that's
a
sales
ops
in
marketing
ops
conversation.
You
know
we
created
that
issue.
You
and
I
created
that
issue
a
while
ago
and
I
think
Robert
iterated
on
it.
There
was
discussion
about
whether
or
not
it
was
going
to
be
able
to
be
done
in
periscope
with
the
field.
Marketing
team
as
well
so
I
think
it's
something
that
is
an
ongoing
request,
obviously,
where
it
is
from
their
prioritization
perspective,
I,
don't
know
and
I'm
bringing
them.
What.
A
B
F
Thanks
yep,
so
there's
a
report
at
my
region
level:
there's
not
a
report
at
the
sub-region
level
for
the
ASM
nor
for
the
ter
individual
territories
and
so
I
bring
it
up
here
because
Evan's
Evan's
talking
about
hey,
if
you
need
additional
people
and
resources
and
effort
behind
a
specific
territory.
Let
us
know
and
we'll
add
that
right
well,
if
we
can't
report
on
it,
then
I
can't
say
specifically
here's
why
exactly
we
need
it.
It's
answered
oral
Daniel
data
from
the
rep
saying
well,
this
is
what
I
think
it
is
right.
Yeah.
A
D
B
Totally
agree,
I
think
you're
dealing
with
it
mighty
fine,
but
mark
I
also
support
just
and
I
think
when
something
is
important.
We
shouldn't
assume
that,
because
we
we
said
at
one
time
that
people
are
going
to
act
on
it.
It's
our
responsibility
to
bring
it
up
again
and
again
and
again
and
say:
I'm
selfish
I
love,
seeing
that
no.
I
A
And
that
ties
back
to
John's
question
too,
of
looking
at
the
quality
of
the
leads
and
by
source.
So
that's
the
first
piece
I
want
to
understand
sort
of,
what's
converting,
what's
not
and
and
where
we're
investing
and
accelerating
the
pieces
that
are
and
the
pieces
that
are
not
3%
to
be
honest
with
you,
based
off
of
our
size
and
growth
and
volume
I've
seen
that
before
it's
not
alarming,
I
would
like
to
see
it
improve
so
that
really
it
ties
back
to
a
number
of
different
things,
but
one
of
them
being
the
lead
quality.
A
And
then
it's
the
quality
of
the
conversation
and
it's.
How
far
are
we
taking
at?
How
deep
are
we
going
with
those
conversations
you
know?
Are
there
particular
triggers
that,
are
you
know,
creating
a
non
conversion
so
to
speak
in
the
conversations
and
in
the
type
of
messaging
we're
sending
so
the
there's
a
lot
of
pieces
to
that
puzzle?
I'd
say
right
now
we're
doing
well,
we
could
do
better.
A
A
Hiring
and
headcount
and
hiring
quickly,
but
still
hiring
quality
is
a
big
focus,
as
you
know,
because
because
we
talk
about
it,
weekly
I
want
to
make
sure
that,
yes,
we
are
bringing
in
STRs
quickly,
but
I
want
to
make
sure
we're
bringing
in
the
right
type
of
people
for
that
role
who
fit
our
core
values.
So
that's
the
biggest
that's
my
biggest
concern,
because
we
do
have
a
road
map
to
pretty
rapid
hiring
right
now.
A
I
think
we've
got
what
14
open
wrecks
on
the
SDR
side
alone,
so
want
to
make
sure
they
were
focused
on
the
quality.
Their
second
piece
is
the
operational
efficiency
of
the
STRs.
The
time
to
disposition
a
lead
is
quite
challenging
based
off
of
some
of
the
processes
they
need
to
follow.
So
we've
kicked
off
working
through
making
improvements
there
with
marketing
ops
this
week
so
and
I'll
share
that
epic,
so
that
that's
the
biggest
one,
because
we've
been
watching
some
of
the
STRs
and
how
long
it
takes
them
to
work
through
a
lead.
E
That
was
me
yeah
I'll
just
curious,
so
you
mentioned
that
the
whole
organization,
as
is
kind
of
moving
from
an
XD
organization
to
revenue,
marketing
I,
think
at
the
top
of
the
call
yeah
like
I
know
it's
just
a
phonetic
name
change,
but
with
that
in
mind,
I'm
assuming
that
sdrs
are
gonna,
be
aligned
or
are
aligned
more
to
marketing
than
sales.
And,
if
that's
the
case,
you
know
what
are
sort
of
the
advancement
plans
for
STRs.
E
A
Sir
I
may
have
misspoke
we're
the
my
group's
name,
but
is
Revenue?
Marketing
has
been
since
I
started
here.
Right
STR
is
part
of
that
group
STR
still
going
to
be
SDR
so
that
that's
not
changing.
So
it
was
more
referring
to
the
group
conversation
covering
more
topics
than
just
the
SDR
organization
since
I
was
hosting
it.
So
that's
that's
what
I
was
referring
to
to
clarify
as
far
as
more
line
to
marketing
and
sales
I
would
say:
we're
actually
getting
more
sales
aligned
with
the
power
of
marketing
behind
us
from
the
SDR
perspective.
A
As
far
as
the
way
the
goals
are
is
way,
the
way
we're
mapping
to
the
different
segments,
etcetera,
we're
getting
more
sales
aligned,
career
progression
wise.
So
this
is
something
I
talk
about
with
candidates
all
the
time.
Traditionally,
the
notion
of
SDR
sales
development,
rep
I've,
never
really
loved.
That
name
because
it
is,
it
has
always
hinted
at
you
know,
come
in
make
the
calls
do
the
job
you're
gonna
get
promoted
to
sales.
I,
don't
think
we're
that
right,
and
so
with
our
role.
A
As
you
know,
Cal,
because
you
get
exposure
to
this
quite
a
bit,
you
get
exposure
to
field
marketing,
digital
marketing,
sales,
ops,
finance
in
some
cases,
and
it
can
peak
an
interest
from
a
career
paths
perspective,
and
so
what
the
management
team
and
I
have
been
working
on
is
yes,
we've
introduced
the
SDR
level
and
how
you
progress
through
the
SDR
organization.
The
next
piece
of
the
puzzle
and
what
I've
been
talking
to
folks
about
is
having
the
conversation
what's
of
interest,
and
how
do
we
get
you
there
right?
How
do
we
create
that
path?
A
Who
do
you
need
to
talk
to?
Who
do
you
need
to
learn
from
to
get
you
to
the
direction
you
want
to
go
if
it's
digital
marketing
cool?
Let's
get
you
paired
up
with
somebody
in
the
digital
marketing
team
right
and
start
attending
those
meetings.
I
know
we
do
have
some
STRs
who
attend
those
meetings
and
get
exposure
to
those
topics,
so
I'm
a
firm
believer
in
this
being
a
bit
of
a
choose-your-own-adventure
type
role.
A
J
All
right,
I
think
I'm
next,
like
hoppin.
No,
we
don't
have
that
much
time,
but
with
the
way
that
the
acceleration
team
is
aligning
with
field
marketing
and
digital.
Do
you
foresee
more
traditional
SDR
teams
converting
to
acceleration
type
model
where
everybody's
super
aligned,
or
you
think,
there's
always
going
to
be
a
place
for
the
traditional
asset
er?
So.
A
And
it
raises
a
question
of
inbound
versus
outbound
and
what
that
focus
looks
like,
and
it
is
something
I'm
thinking
about
right
and,
as
you
know,
it's
we're
learning
through
this
process
of
the
acceleration
team.
I
think
we
could
be
onto
something
as
far
as
what
the
next
wave
of
SDR
looks
like
right.
A
What
the
modern
SDR
could
be
when
you
have
the
ability
to
do
some
of
the
things
that
you're
doing
with
your
campaigns,
so
I
do
TBD
it's
too
early
to
determine
we're
only
what
two
three
weeks
in
so
it's
too
early
to
determine
if
it
is
but
I
think
we
could
be
onto
something
that
could
be
changing
the
way
we
SDR
overall
cool,
all
right
and
we
are
at
time.
So
if
there's
no
other
questions
which
I
think
you
were
the
last
one
Shawn.