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A
All
right
great
well,
thank
you
everybody
for
joining
me.
I'm
danielle
morrell,
I'm!
The
senior
director
of
inbound
marketing
today
is
thursday
july
15th,
and
this
is
a
get
lab
group
conversation.
I
hope
you
had
a
chance
to
check
out
our
epic
and
related
youtube
recording
just
talking
through
the
okrs
we're
thinking
about
for
q3.
I'm
hoping
this
can
be
a
wide
ranging
conversation
happy
to
dig
into
the
details
of
the
specifics
there,
but
also
talk
about
okrs
in
general,
including
lessons
learned
and
there's
lots
of
experts
on
this
call.
A
So
I
think
I
would
encourage
all
of
you
if
you
see
a
question
in
the
agenda
doc
and
you
feel
like
you've
got
a
great
answer.
This
is
not
doesn't
have
to
be.
The
danielle
show,
I
think,
there's
a
lot
of
great
people
here
who
can
help
each
other
out,
so
yeah
let's
get
started.
I
think
the
first
question
belongs
to
michael.
B
A
A
I
think
for
me,
the
okay,
I'm
most
excited
about
is
sort
of,
not
quite
answering
your
question,
but
the
okay
I'm
most
excited
about
is
around
the
enterprise
buyer
journey
just
creating
a
part
of
the
site,
that's
really
dedicated
to
that
large
or
public
sector
customer
who
has
different
questions
and
different
needs
than
the
maybe
the
like
bottoms
up
adoption
we
get
for
the
smb
or
the
mid
market
customer.
I
just
feel
like
it's
green
field.
A
You
know
we
launched
the
enterprise
page,
which
is
great,
and
I
think
it's
quite
beautiful,
but
I
think
a
page
and
a
journey
are
two
different
things.
So
I
think
this
will
cause
us
to
ask
a
lot
of
great
questions
about
conversion
rates,
how
we're
doing
tracking
how
we
test,
how
we
optimize,
how
we
run
experiments.
So
it
touches
a
lot
of
the
things
that
you
know
are
the
dna
of
this
team
and
can
make
us
better.
So
I'm
excited
not
just
for
the
deliverable,
but
for
the
the
things
we'll
get
to
practice.
A
B
That's
cool
I
like
that.
Where
are
we
here
on
a
scale
of
one
to
ten?
How
would
you
rate
us
on
how
we're
using
direct
feedback
from
prospective
customers
to
guide
our
okrs
and
our
goals?
B
A
A
I
have
to
admit
that
we
did
not
consult
with
any
customers
about
the
okrs
that
are
presented
in
our
video.
So
to
be
honest,
based
on
that,
I
would
give
us
a
one.
I
think,
indirectly,
we
get
aggregate
feedback
from
customers
in
terms
of
the
analytics
that
we
see,
so
they
don't
give
us.
You
know
verbal
or
written
feedback,
but
the
way
they
traverse
the
site
and
the
things
we
see
inside
of
google
analytics
are
feedback
just
at
scale.
A
So
you
know
when
people
bounce
off
a
page,
that's
70,
I
would
say
that's
kind
of
rejection
at
scale
or
saying,
like
this
page,
isn't
interesting.
I
don't
want
to
be
here.
Why
am
I
here
so
those
things
we
do
look
at,
but
I
think
as
far
as
individual
you
know
human
feedback
I
personally
haven't
taken
much.
I
do
know
that
in
your
team,
michael,
you
do
user
testing,
so
I
wouldn't
want
to
give
us
a
total.
You
know
nothing.
B
I
agree
and
we'll
get
there
kind
of
leans
into
our
to
my
next
question
so
because
we've
just
stood
this
team
up
almost
a
year
ago.
So
we've
come
a
long
way,
as
evidenced
by
the
the
great
okr
umbrella,
epic
he
put
together
since
we
changed
from
growth
marketing
to
inbound.
What
are
some
of
your
big
takeaways.
A
So
I'm
gonna
try
to
balance,
there's
some
negatives
and
some
positives.
I
think
a
big
takeaway
for
me
was,
I
think,
entering
marketing.
I
sort
of
thought
that
we
had
a
more
sophisticated
inbound
funnel
than
it
turns
out.
We
we
did
and
do
I
think,
we've
made
progress,
but
I
think
there's
still
a
lot
of
just
low-hanging
fruit
opportunity
and
I
don't
think
that's
any
one
person's
fault.
I
think
it's
just
a
function
of
growing
really
fast
as
a
company
and
and
needing
to
make
certain
investments
that
this
makes
sense
in
context.
A
But,
looking
at
it
now,
I
feel
like
the
investments
we
made
in
team
paid
off
even
more
than
I
expected,
so
it
was
very
validating
really
like
we
had
to
become.
You
know
a
tight
enough
team
that
we
could
talk
about
the
places
where
we
weren't
strong
and
shore
them
up.
So
I
think
a
big
takeaway
is
you
know
you
need
that
relationship
as
a
foundation
to
do
anything
really
ambitious.
A
On
a
personal
note,
I
think
a
big
takeaway
is
like
I'm
really
driven
by
brand.
I
don't
think
I
really
realized
how
much
it
would
mean
to
me
to
refresh
the
front
page
of
the
website
and
have
it
be
beautiful
and
be
something
I'm
proud
of
so
like
when
people
give
us
that
feedback.
I
was
a
little
surprised
how
much
it
like
it
hit
for
me
like
a
heart
level
of
like
oh,
I
wanna.
A
I
want
this
to
be
excellent,
like
I
have
a
vision
of
like
what
a
good
looks
like
and
I'm
really
proud,
and
I
still
think
we
could
go
further
with
it,
but
I
don't
as
a
marketer.
You
know
this
is
a
bit
of
a
boomerang
for
me.
I
spent
some
time
as
a
ceo
and
then
was
a
marketer
in
my
past.
I
didn't
really
know
what
it
would
be
like
to
come
back
to
marketing.
A
So
I
think
a
big
takeaway
is
like
some
of
the
things
that
I
didn't
know
how
to
explicitly
talk
about
the
last
time
around
have
become
more.
You
know
explicit
this
time,
so
that's
very
cool
as
a
leader.
I
feel
like
I'm
missing
something
important
here.
A
Oh,
I
think
it's
so
funny
how
product-led
growth
is
becoming
like
very
trendy
again
and
I
think
we're
so
lucky.
We
have
the
product
growth
team.
I
think
there's
like
such
a
huge
opportunity
for
us
to
continue
to
partner
more
I
mean
the
truth
is
I
didn't
know
that
team
existed
until
I
think
a
couple
months
into
running
growth
marketing.
So
in
a
way,
the
reason
we
decided
to
go
in
the
direction
of
inbound
was
we
needed
to
seed
some
space
so
that
we
wouldn't
have
some
conflicting
set
of
dris
working
on
similar
goals.
A
So
I
think
in
some
ways
you
know
companies
been
doing
product
led
growth
forever,
like
I
think,
gitlab
is
a
very
powerful
product-led
growth
machine
and
I
think
now
that
we
know
that
explicitly
and
we
have
the
teams
that
support
it.
We
just
have
a
huge
opportunity.
You
know
to
draft
on
that
strength,
so
that
was
a
long-winded
answer,
but
I
think
a
lot
of
a
lot
of
takeaways
and
a
lot
of
growth
and
good
has
happened.
C
Right
I'd
like
to
hear
from
you
danielle
what
the
status
is
of
the
ongoing
dri
issue.
We
have
on
the
repo
we've
had
some
incidents
lately
that
have
led
to
site
outages
and
the
inability
of
team
members
to
push
code
for
a
whole
day,
and
I
think
that
could
be
mitigated
by
a
holistic
ownership
of
our
repo.
A
Thank
you,
lauren
yeah.
This
is
definitely
a
gnarly
one
and
I
agree
with
you.
It
needs
a
holistic
owner
just
for
people
listening
who
might
need
a
little
more
context.
Actually
lauren.
Can
you
help
me
give
context
a
little
more
about
like
this
repo?
How
do
we
get
to
this
position
and
what
is
this
issue
we're
facing.
C
I've
linked
issues
there
for
the
current
ones.
The
caching
issue
that
we
had
in
the
giddily
issue
that
was
yesterday
and
a
lot
of
it,
is
covered
in
that
dri
issue.
We've
had
open
for
six
months,
there's
been
a
really
good
conversation
across
get
lab
on
that,
and
it's
the
it's
a
big
project.
We
have
thousands
of
contributors,
thousands
of
branches,
hundreds
of
merge,
requests
getting
merged.
Today.
I
think
it's
possibly
the
world's
largest
docs
as
code
implementation,
and
I
I
got
lots
of
feelings
about
it.
Yeah.
A
D
A
A
So
I
think
our
challenge
is:
we've
got
two
static
websites
right,
we've
got
the
marketing
site
and
the
handbook,
and
then
we
have
tooling
that
powers
both
of
those
things,
including
you
know,
things
that
manage
data
and
connections
between
the
two
they're
all
in
one
repo.
So,
yes,
we
can
call
the
static
website
for
the
purpose
of
this
conversation.
E
A
So
we've
been
trying
to
get
to
a
point
where
we
have
a
clear
dri
for
the
handbook
part
and
right
now
there
aren't
resources
in
any
other
team
that
can
take
this
on.
It's
been
brought
up,
so
my
hope
is,
as
we
go
through
this
q3
okr
setting
process
that
there's
another
opportunity
to
revisit
this
at
least
right
now.
I
haven't
really
gotten
any
signal
from
people
ops
that
they're
planning
to
hire
or
find
engineers
to
take
that
over.
So
I
think
it's
still
on
our
plate.
A
I
think
we
might
be
able
to
find
some
space
in
this
quarter,
so
I've
tried
to
write
the
okrs
for
this
quarter
in
a
way
that
makes
room
for
more
maintenance.
So
I
don't
know
about
a
whole
quarter
for
a
whole
engineer.
That's
I
think
the
struggle
is
my
understanding
of
the
scope
of
this
problem
is
like
we
kind
of
need
to
bite
off
a
big
piece.
So
I
think
what
I
ask
michael
for
is
like
hey:
what
are
the
smaller
scope
options
and
I
think,
he's
still
exploring
that
lauren.
A
I
just
know
you're
not
very
happy
about
where
this
is
at
right.
Now
and
honestly,
I
just
want
to
share
I'm
not
super
happy
about
it
either,
but
I
also
feel
like
the
bigger
business
context
means.
Sometimes
we
have
to
prioritize
other
things,
so
I'm
just
trying
to
continue
to
communicate
really
openly
about
those
choices,
even
if
I
don't
like
them
sometimes-
and
I
hear
you
that
it's
frustrating
to
have
situations
where
you
can't
ship
for
a
day
or
there's
outages,
and
I
think
that
does
elevate
the
business
importance
when
those
things
happen.
A
It's
unfortunate.
We
have
to
wait
for
them
to
happen,
though,
for
it
to
be
made
important.
So
it's
an
ongoing
conversation
and
I
do
have
a
coffee
chat
set
up
with
wendy
to
kind
of
with
wendy
barnes
and
the
people
ops
group,
just
kind
of
make
sure
she's
aware
of
the
impact,
because
I
think
that
that's
probably
part
of
the
struggle
is
like
everybody's
got
big
challenges:
they're
working
on
in
every
team,
so
yeah
trying
to
be
diplomat,
but
also
do
I
ultimately
want
to
fix
this
problem.
A
Thanks
for
asking,
and
even
though
I'm
like
kind
of
awkward
it's
just
because
I
like
I
know
how
much
it
affects
your
day,
lauren
so
yeah,
I'm
here
with
you,
john
you're,
next.
F
Yeah
I've
noticed
that
there's
been
some
turnover
like
some
open
roles
in
content
marketing
and
I'm
just
wondering
how
can
other
teams
support
like
the
folks
that
are
still
working
on
the
blog
and
things
like
that
in
the
near
term?
While
we,
you
know,
wait
to
back
build
those
roles.
A
Oh
thank
you
for
asking
that's
so
kind.
I
think
the
best
way
you
can
support
them
is
that
when
they,
if
they
have
to
say
no,
because
I
think
they're
the
scope
constrained
just
you
know,
knowing
that
there
have
been
some
changes
and
that
it's
not
that
they
don't
want
to
do
certain
things.
It's
just
they
have
to
pick
and
choose
really
carefully.
A
I
think
for
anything
that
you're
doing
with
them
like
a
blog
post
or
anything
else,
the
issue
templates
we
have
and
some
of
the
tools
we
have
help
them
just
work
really
efficiently.
So
taking
just
you
know
the
extra
few
minutes
to
utilize
those
things
can
just
make
their
day
go
more
smoothly.
A
There's
really
only
you
know,
sarah
running
the
blog
and
suri
doing
content
marketing
and
both
of
them
report
to
jeff.
So
it's
pretty
minimal.
We've
still
got
erica
and
brock
on
the
video
team.
You
know
chugging
away
on
their
stuff,
but
that's
a
pretty
big
reduction.
I
think
we
lost
four
team
members
from
that
team
in
the
past
quarter,
so
mostly
just
be
patient
with
us,
and
we
will
make
those
hires
and
we're
working
on
it
actively.
But
thank
you
for
asking.
E
Yeah
and
john,
if
I
could
jump
in,
thank
you
tons
for
asking
that
question.
I
really
appreciate
that
and,
as
daniel
said,
you
know
we
have
surya
patel
and
sarah
kasabian
and
I'd
say
anybody
on
this
call.
Who
knows
them
if
you
could
dm
them
and
just
say
thanks,
because
they
are
taking
on
a
lot,
and
you
know
it's
tough
in
the
dock,
I'll
put
the
links
for
the
open
job
rex
and
you
know
I'd
also
ask
if
hey.
If
anybody
here
knows
of
any
great
candidates,
send
them
our
way.
The
good
news
is.
E
F
A
Yeah,
okay.
Well,
I
I
wrote
down
a
post
to
hear
the
two
I'm
most
excited
about,
but
there
might
be
more
that
come
up.
The
first
one
is
instrumentation
of
our
funnel,
so
we've
been
working
with
sindhu
and
some
other
team
members
across
finance
and
sales
to
get
smarter
and
sorry
on
product
growth
too,
to
get
smarter
about
how
we
track
all
the
way
from
the
first
seo
impression
all
the
way
to
transactions
and
being
able
to
attribute
dollar
value
and
conversion
rates
on
a
tactic
by
tactic
basis.
A
So
we
can
say
this
ebook
generating
10x
more
pipeline
than
this
other
ebook.
Let's
invest
in
it,
let's
refresh
it
so
instrumentation
just
is
going
to
allow
us
to
run
much
smarter
experiments
and
take
the
whole
funnel
into
account.
Historically,
we've
been
a
little
siloed
top
middle
bottom
of
funnel
in
our
data,
and
so
sometimes
we
just
can't
you
know
make
the
big
bets
that
we
want
to
make.
So
that's
a
huge
opportunity
and
it's
moving
forward
and
then
the
other
one
is
using
ltv
cac
to
make
decisions.
A
I
think
this
might
just
be
that
I've
reached
a
point
where
I'm
getting
closer
to
the
numbers,
and
it's
really
pretty
awesome
to
have
someone
from
finance
leading
marketing
right
now.
But
one
way
that
we
can
benefit
is
we
invest
in
creating
all
sorts
of
things
in
marketing
and
we
don't
always
know
you
know
which
of
those
assets
generates
the
most
results
over,
maybe
like
a
longer
time
window
like
12
to
18
months,
and
we
need
to
have
a
way
to
continuously
stack
rank
and
then
re-prioritize,
where
we
invest.
A
Historically,
we've
had
a
hard
time
measuring
ltv
cac
without
that
end-to-end
funnel
instrumentation.
So
getting
that
we
could
have
proxies
before,
but
we're
going
to
have
much
more
direct
knowledge.
So
I
think
it's
going
to.
Let
us
be
much
more
rigorous
in
deciding
what
we
work
on,
not
just
in
my
department,
but
really
across
marketing,
making
those
investments
and
having
a
really
data-driven
discussion
about
how
we
choose.
A
But
I
think
it
starts
in
many
ways
with
inbound.
Just
because
we
drive
most
of
the
volume
definitely
have
a
lower
lead
quality
in
the
sense
that
fewer
of
those
inquiries
convert
to
saos
on
a
like
a
pure
conversion
rate
basis.
But
there's
enough
volume
moving
through
that
funnel
that
we
can
within
days
usually
see
the
results
of
an
experiment
which
is
really
cool.
So
those
two
taken
together.
A
I
think
we
can,
you
know,
reach
just
another
level
of
maturity
and
sophistication
in
our
decision
making
that
I
think
also
will
help
other
people
in
the
company
better
understand
what
we
do
and
why
we
pick
what
we
pick.
So
I
think
that
could
strengthen
our
partnerships
too.
A
So
those
start
there,
there's
more
small
stuff,
like
I
think,
there's
a
lot
of
the.
How
that
I'm
excited
about,
but
you
know
getting
to
the
other
side
of
implementing
the
netlify
cms
is
going
to
enable
so
many
more
people
in
the
company
to
contribute
to
the
marketing
site,
and
I
think,
that's
more.
You
know
a
long
roll
out
process
of
training
and
educating
folks,
but
immediately
in
q3
those
two
I'm
most
excited
for.
G
Hi
danielle,
can
you
share
the
status
of
the
website
localization
projects,
so
I
know
we
have
a
couple
of
the
sales
enabled
pages,
but
there
is
discussion
of
the
top
ten.
Just
where
does
that
stand?
What's
the
plan
for
the
year.
A
Yeah,
unfortunately,
we
did
lose
several
team
members,
this
past
quarter,
who
were
part
of
that
working
group.
So
I
just
want
to
acknowledge
that
that
did
happen
and
including
brie
some
folks
in
marketing
ops.
So,
right
now
I
would
say
this
project
is
stalled
and
we
need
to
get
it
back
on
track.
We
did
ship
some
things.
I
don't
have
the
details
for
you,
but
I
believe
right
now.
What
we've
shipped
is
the
landing
pages
for
the
p0
countries,
but
I'm
not
even
100
sure
those
are
all
out.
A
So
I
need
to
confirm
that
this
is
a
situation
where
we're
going
to
need
a
new
dri
and
probably
a
little
bit
of
a
like
reframe
like
how
do
we
tackle
this
in
the
second
half
one
really
exciting
thing
is
that
we
are
starting
to
move
towards
using
more
agencies,
so
it's
possible.
We
can
hire
an
agency,
that's
an
expert
in
this
and
get
a
lot
of
traction
more
quickly,
so
I'll
be
partnering
with
jeff,
as
bree
makes
her
departure.
It's
actually
her
last
day
today
and
brief
you're
listening.
A
A
Is
they
don't
have
a
plan
for
it
to
move
forward
that
much
in
q3
right
now,
once
we
have
the
egroup
review
of
the
okrs
and
I
get
craig's
feedback
we'll
find
out,
you
know
if
that's
something
we
should
actually
be
scoping
in
or
out
for
the
quarter.
B
A
F
Things
I'll
ask
another
question
danielle,
so
one
thing
our
team
has
done,
is
you
know
we
were
we
started?
You
know
during
contribute
the
virtual
contribute
when
we
had
this
prettify
the
docs
kind
of
challenge
and
contributed
some
links
to
videos
that
we,
our
team,
had
created
to
our
docs
pages
and
those
videos
actually
perform
really
well
relative
to
the
rest
of
the
videos
on
gitlab,
unfiltered
and
yeah.
F
I
was
just
curious
if
we
considered
like
creating
resources
that
we
can
embed
in
the
docs
that
will
move
people
from
the
docs
to
our
you
know
kind
of
marketing
site,
and
then
you
know
into
the
funnel,
and
we
can
prioritize
pages
where
we
think
people
are.
You
know
if
they're
looking
at
a
certain
page
in
the
docs
and
and
they
click
to
a
resource,
then
it
could
be
a
signal
that
they
would
be
interested
in
converting
to
a
premium.
You
know
kind
of
tier.
A
Yes,
absolutely
so
this
is
something
we
have
on
the
list,
so
this
doesn't
quite
fall
into
the
like
objective
key
results
level,
but
there's
a
kr
for
michael's
team,
one
level
down
to
figure
out
how
we're
going
to
collaborate
with
the
docs
team
on
this.
We
definitely
think
some
merchandising
would
make
sense.
A
That's
one
kr
we
can
use,
but
we
also
may
want
to
think
about.
Like
video
views.
Like
you
mentioned,
we
still
need
to
figure
out
the
details
of
what
this
looks
like.
So,
if
you
have
opinions,
I
don't
have
the
link
off
the
top
of
my
head
now,
but
I'd
love
to
just
chat
with
you
at
some
point
about
things
you
think
are
just
winning.
First,
experiment:
ideas
because
there's
a
lot
we
could
do
it's
kind
of
a
green
field.
A
So
the
only
thing
we
have
in
docs
for
those
who
are
following
along
at
home
is
there's
a
sign
up
for
a
free
trial
call
to
action
in
the
upper
right
which
we
added
a
couple
quarters
back,
but
other
than
that.
There's
not
a
lot
of
like
hey,
come
use,
get
labs
paid
products
in
docs.
So
I
think
you're
really
on
to
something
here
and
I
think
also
we
could
be
measuring.
You
know
intent
to
very
key
pages
like
pricing
or
product.
So
yes,
and
we
need
to
figure
out
the
details.
A
And
please
keep
us
honest
on
that,
because
I
think
that's
another
thing
is
we
need
that
perspective
from
you
and
and
others
who
really
talk
to
customers
like
to
michael's
point
about
talking
to
customers?
This
is
something
we're
like.
How
can
you
be
tasteful
if
you
don't
know
what
the
tastes
of
the
customer
are,
so
we
do
need
to
make
sure
we
we
work
that
knowledge
into
the
way
we
address
this.
H
A
H
I
can
I
don't
mind.
Thank
you.
It
was
mostly
a
thank
you
for
engaging
early
with
the
doc's
team
on
this.
Tasteful
is
the
key
here
developers
get
really
mad
when
they
think
you
are
interrupting
them
solving
a
problem
with
a
marketing
push.
So
I'm
not
saying
it
that
we
can't
do
it.
We
just
have
to
be
very
thoughtful
about
how
we
do
it.
So
I
gave
susan
tacker
our
senior
manager
of
technical
writing.
A
heads
up
to
watch
this
video
starting
at
minute.
A
Awesome
I'll
also
reach
out
to
her
to
make
sure
that
we
that
we
are
chatting
and
I'm
looking
forward
to
chatting
with
you
soon
christy.