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From YouTube: Product Marketing Group Conversation
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A
Means
segmenting
by
the
number
of
accounts
or
the
lesser
number
of
users
or
the
deal
size.
Also
by
you
know,
are
we
doing
better
in
SCO
or
CI,
or
you
know:
how
are
we
doing
in
security?
What
are
the
correlations
between
these
use
cases,
so
we
have
done
phase
1,
where
we
have
found
some
initial
findings
and
the
idea
is
to
let
us
understand.
A
Where
are
we
doing
well
and
why
and
how
can
we
double
down
on
that
and
where
are
we
not
doing
well
and
be
able
to
double
click
into
that,
because
this
will
now
be
followed
by
some
questions
and
answers
with
the
sales
team
to
understand
specific
opportunities?
This
is
more
of
it.
Data
and
lead
aggregate
analysis
Colin.
If
you
want
to
add
to
that
any
detail
that
you
know
at
a
high
level
and
then
we
can
answer
specific
questions.
I.
B
Mean
I
think
you
encapsulate
and
capsulated
it
well
or
summarize
that
well
essentially,
this
is
the
space.
One
effort
was
focused
on
kind
of
working
with
the
data
that
we
have
right
believe
that
we
already
have
kind
of
captured
with
them,
Salesforce
and
other
other
data
sources,
and
seeing
what
you
know,
the
data
told
us
from
a
segmentation
standpoint
where
we
have
clusters
of
success
where
we
have
struggles.
B
A
couple
of
things,
but
up
here
was
like
the
timing,
was
an
example
of
our
success
rate
for
how
long
things
are
are
out
there,
phase
2,
you
know
kind
of
taking
some
of
these
key
findings
around
when
were
we're
we're
winning
when
we're
winning
and
what
kind
of
competitive
situations?
What
are
the
key
use
case
combinations
and
then,
following
that
up
with
a
series
of
interviews
of
further
conversations
with
with
sales
leaders
and
customers
alike,.
B
So
in
old
to
say
a
couple
of
the
key
things
that
were
just
at
the
top
of
mine.
You
know
that
were
particularly
startling
or
not
startling,
but
interesting
was
that
that
we
were
seeing
some
significant
win-wins
in
particular
associated
with
the
CIA
combination
of
the
CIA
and
CD
a
use
case.
You
know
on
par
with
what
there
have
been
some
some
historical
focus
around
our
classic
SCM
CI
use
case
Perry.
So
just
seeing
that
that
you
know
from
her
own
sales
data
keeping
that
in
context
was
important.
C
B
Yes,
there
were
some
there's,
some
other
other
takeaways
around.
What's
what's
not
working
specifically,
there's
also,
you
know
some
some
interesting
takeaways
around
our
customer
base
in
terms
of
core
conversion
rates
being
able
to
you,
know,
upsell
or
up
convert
folks
from
our
free
offers,
and
how
successful
are
we
with
that,
but
we
need
to.
We
still
need
to
dig
in
further
to
see
what
the
actual
kind
of
growth
trajectory
of
those
opportunities
looks
like
and.
A
So
I'll
be
happy
to
set
up
a
call
to
walk
you
through
the
initial
findings.
There's
a
back
and
you
know
we
have
presented
it
to
McBride
and
Todd
and
looking
at
where
do
we
go
next?
It
includes
a
number
of
charities
in
segments
average
amount
we
won
or
lost
in
here.
You
know:
win
percentage,
use
cases
in
these
opportunities,
their
combinations
when
lost
percentage
for
use
cases
looking
at
it
from
a
competitor
lens.
We
also
looked
at
different
segmentation
industries
and
we're
you
know
we
have
more
than
less.
A
C
A
D
Just
so
I
can
add
some
additional
context
on
that.
I
guess
you
know
my
bigger
question
is
you
know,
what's
the
kind
of
goal
in
these
conversations
with
customers
and
is
there
you
know
like
value
in
bringing
the
wider
community
into
those
types
of
conversations
or
is
there
something
specific
that
you
get
from
customer
conversations?
A
For
us
customer
conversations
lead
to
a
number
of
different
benefits
and
an
input
mechanism
for
our
team.
Let's
take
the
example
of
messaging
and
positioning.
If
we,
you
know,
are
talking
about
the
company
or
the
product
in
a
certain
way,
one
of
the
first
ways
we
can
learn
about
whether
that's
working
or
not,
or
what
the
follow-up
questions
are
or
what
they
understand
or
not
is
actually
being
those
conversations.
Otherwise,
we
have
training
sales
and
other
folks
to
go,
have
those
conversations
and
getting
input.
A
Secondly,
it
helps
us
kind
of
like
also
understand
and
dig
into
you
know
by
asking
discovery,
questions
other
questions:
what
is
it,
what
are
areas
that
really
concern
them
understanding
their
challenges?
What
the
personas
are
like
so
definitely
number
one
like
understanding
how
to
talk
to
them
or
to
speak
their
language.
What
are
the
main
problems?
It
really
helps
us
right
and
then
you
know
like
we
have
a
function
that
does
customer
case
studies
and
references.
A
So
it's
really
important
to
kind
of
like
be
in
touch
with
them
understand
what
they're
willing
to
do
or
not,
there's
the
customer
advisory
board.
So
you
know
having
that
special
kind
of
meeting
every
four
weeks
where
we
can
learn
of
their
challenges
at
an
executive
level
or
user
level
ability
to
interact
with
them
the
ability
to
kind
of
feed
this
back
into
product
right.
That's
also
one
of
our
core
functions
of
what's
working
and
what's
not
working
bringing
product
to
the
table
when
these
are
some
of
the
things
that
you
know
are
very
valuable.
D
It
does
so,
do
you
so
I
guess
a
follow-up.
You
know
on
the
community
point
like:
do
you
think
that
there
would
be
value
in
having
like
more
conversations
with
you
know,
kind
of
the
community
around
gitlab,
whether
its
contributors
or
folks,
that
are
you
know,
potentially
using
free
versions
of
the
product
or
as
your
focus
really
just
on
that
those
customer
conversations
right
now?
No.
A
Absolutely
with
users
as
well
I
understand,
there's
a
user.
You
know,
focus
this
marketing
focus
on
users,
but
again
on
many
different
levels,
as
we
do
kind
of
like
the
monthly
cadence
of
release
messaging.
As
we
kind
of
look
at
okay
word,
do
we
want
to
focus
on
what
quote-unquote
capabilities
and
features
you
know
are
more
important
to
them?
We
understand
it
from
when
you
say
the
organization
that
really
helps
outside
an
input.
Plus
you
know.
Customer
references
doesn't
always
mean
that
we
have
an
executive
with
a
managing
director
title
talking
well
about
our
product.
A
We
would
love
for
more
users
to
be
giving
us
quotes
to
be
letting
us.
You
know
know
on
how
they
use
the
product,
what
they
find
useful,
why
they
like.
Let's
take
the
example
of
comparisons
that
we
work
on
would
love
to
get
more
input
from
the
user
community.
You
know
you
and
I
talked
about
that
on
kind
of
validating
or
pointing
out.
You
know
what's
missing
or
you
know
what
we're
not
talking
about
or
providing
coats.
You
know
kind
of
talking
about
why
they
like
it
lap
or
why
they
don't
like
get
laugh.
A
So
there's
many
different
venues
and
and
many
different
conversations
we
want
to
have
and
should
be
having
with
the
user
community,
designing
workshops,
for
example,
that
ban
teen
dance
team.
Does
you
know,
does
it
meet
their
needs?
We
could
sit
in
a
box
in
InDesign
ik
workshop.
We
think
what
it
works,
but
does
it
really
track
time
you
know.
Did
we
hit
the
right
points
and
you
know
what
their
curiosity
is
about
the
product
what
their
challenges
are,
so
we
need
that
conversation
going
both
ways
thanks.
E
B
The
sense
of
the
customer,
particularly
at
least
with
the
project
that
you
know
that
we're
working
on
we're,
not
necessarily
we
view
it
we're
looking
at
it
from
a
product
and
what
are
people
and
a
buying
perspective,
but
we
are
taking
into
consideration.
You
know
the
downloads
as
well.
I
think
we'll
get
to
a
point
in
later
phases
where
we
will
want
to
absolutely.
You
know,
work
with
you
only
and
work
that
in
cool.
B
A
A
F
F
You
can
find
out
things
and
learn
from
your
customers
and
an
aggregate
sense.
So
a
lot
of
what
you
heard
about
so
far
with
product
marketing
is
we
talk
one-on-one
with
customers,
and
we
get
that
qualitative
feedback
from
these
rich
dialogue
with
with
a
single
customer
one-on-one
or
in
groups,
but
then
what's
also
equally
valuable,
is
the
quantitative
data
when
you
can
look
at
what
is
the
path
through
the
website?
F
F
This
is
a
really
exciting
part
that
gitlab
is,
is
ramping
in
and
you're
gonna
hear
more
about
it,
and
so,
as
part
of
this,
we
use
different
tools
in
order
to
do
growth
here
at
gitlab
we
use
a
few,
and
one
of
those
we
will
start
using
is
pendo.
So
I
can
share
a
little
bit
about
my
involvement
with
this,
but
it's
been
a
cross-functional
project.
You'll
probably
hear
about
this
from
multiple
teams
and
Todd
will
can
share
more
the
effort,
but
a
particular
pendo
is
a
very
exciting
tool.
F
I
have
in
my
career,
used
a
lot
of
different
growth
tools
and
data,
analytics
tools
and
I
personally,
really
like
pendo.
The
segmentation
is
really
nice.
So
when
you
want
to
ask
questions,
for
example,
of
people
that
visited
the
kubernetes
install
page,
how
many
of
them
also
let's
say,
bought
an
upgrade,
and
so
you
want
to
find
out
this
segment
and
you
want
to
find
out.
The
behavior
pendo
makes
that
really
easy.
So
we
did
a
proof-of-concept.
F
The
decision
has
been
made
to
move
forward,
we're
gonna
start
to
implement
pendo,
so
I
added
some
links
there.
I
also
want
to
just
give
a
big
shout
out
to
Shane
who
is
my
partner
in
crime.
That
was
really
a
team
effort
between
product
marketing
myself
and
analytics
Shane,
and
so
we
did
that
one
together.
A
Thank
You
William
the
question
from
Kim,
which
is
what
is
the
importance
of
the
e
apt
which
stands
for
enterprise
and
planning
tools
and
interpreting
planning
tools,
Gartner
recognition
for
the
Gartner,
peer
insights,
calling
and
love
for
you
to
answer
that.
But
before
you
do,
I
do
want
to
say
this
is
our
second
dr.
Pierre
insights
customer
award
and
it
is
really
important.
I.
Let
Colin
answer
that,
as
he
usually
yeah.
B
Thanks
thanks,
she
should
thank
scamper
for
asking
about
that
folks.
This
is,
this
is
a
really.
This
is
a
really
big
deal,
as
many
of
you
know,
there's
there's
an
increasing
emphasis
on
peer
review
sites
and
in
general,
and
in
particular,
within
the
world
of
peer
review
sites
where
end-user
customers,
users
of
software
products,
in
particular,
providing
reviews
of
products
and
companies
crying.
C
B
Gartner
over
the
last
couple
of
years,
an
industry
analyst
firm
has
been
investing
it
building
out
extending
their
brands
and
the
power
of
their
branded
influence
to
this
to
this
community
in
the
form
of
Gartner
peer
reviews.
We,
you
know,
as
she's
noted
this
is
this-
is
now
our
second
customer
choice
award.
B
It's
something
that
we
want
everybody
to
be
aware
of.
We
should
be
talking
about
it,
sending
out
links
to
folks
appropriately
to
help
us
support.
This
kind
of
virtuous
cycle
of
you
know,
generating
a
very
positive
view
in
a
very
impactful
way.
The
first!
That's
where
choice
were
that
we
achieved
was
for
our
presence
if
the
application
release
orchestration
market
as
well
for
a
vendor.
You
know
so
young
so
new
to
the
market
to
have
products
with
customers
expressing
their
love
right
for
what
we're
doing
every
day
in
this
kind
of
influential
forum
is
important.
A
And
I
want
to
add
to
a
column
said
a
couple
of
things.
One
is
to
make
an
entry
into
these
different
categories
of
awards
is
difficult
enough
because
they're
established
vendors
there,
so
you
have
to
persuade
in
on
this
Gartner,
but
also
get
a
critical
mass
of
our
customers
and
users
to
talk
about
us
and
to
give
us
reading.
So
there
was
a
lot
of
effort
from
the
entire
gate
lab
team
to
mobilize
on
our
behalf,
like
there's,
customers
or
users,
etc.
A
To
go
give
a
you
know,
particular
go
and
talk
about
us
and
until
you
reach
a
critical
mass
that
Gartner
defined
and
it's
kind
of
sort
of
secretive,
because
they
don't
let
it
be
known
that
well,
you
don't
actually
make
that
cutoff,
and
this
you
know
includes
between
you-
know
the
size
of
the
enterprise,
the
number
of
the
users,
the
quality
of
the
ratings.
So
there's
a
lot
of
work
behind
the
scenes
for
us
to
mobilize
folks
who
will
go
in
and
talk
about
this.
So
thank
you
a
lot.
A
B
B
E
This
is
Joyce
and
I'm
gonna.
Just
stick
into
really
quotidian
points
here.
The
first
one
is
there's
a
press
release
coming
out
later
today.
Everything
we
do
with
Gartner
has
to
be
approved
and
I'm
still
waiting
for
that
to
come
through.
So
thank
you
very
much
to
the
PR
team
for
getting
that
around
real,
quick
and
instead
forgetting
your
quote
in
real
quick
and
now
we
just
tree
up
and
wait.
E
So
when
that
comes
out,
we're
gonna
put
a
link
to
it
on
the
webpage,
so
those
of
you
in
sales
who
want
to
share
feel
free
to
do
that.
One
other
thing:
it
is
not
an
award,
we're
not
allowed
to
call
it
award,
please
refer
to
it
as
a
designation,
so
I
don't
get
calls
from
partner.
Thank
you.
Thank
you.
Thank.
A
A
It
really
helps
us
on
every
aspect
of
you
know.
The
product
marketing
team
functions
that
we
work
on
help
us
get
references
reference.
It
will
customers
because
lots
of
times
you
are
the
time
or
you're
the
engineer
or
you,
the
product
manager
or
sales
person
who
has
the
relationship
and
can
you
know
softly
inquire
whether
they
would
be
willing
to
be
a
public
reference
or
even
a
private
reference?
The
references
are
of
many
kinds,
so
it
might
be
garner
analyst
who
wants
to
talk
to
a
customer
and
other
than
the
Gartner
analyst
and
customer.
A
Nobody
will
ever
know
of
what
happened
in
that
conversation,
including
us,
so
they
can
privately
be
a
reference
for
us.
So
there's
many
different
flavors
of
references
and
the
more
we
can
get
the
better
it
is
I
would
say
in
the
last
12
to
18
months,
we
have
gone
from
a
handful
of
reference,
referenceable
customers
over
a
hundred,
and
you
will
keep
increasing
this
number.
It's
really
important
for
us.
A
We,
you
know
our
ears
and
eyes.
If
you
see
something
on
the
website,
let
us
know
better
yet
in
a
put
an
emergent
and
fix
it.
Let
us
know
what
materials
work
for
you
or
not,
or
what
is
missing.
That's
really
important
for
us
and
the
most
important
thing
is.
We
need
hiring
referrals,
we're
trying
to
grow
this
team-
and
you
know
I
hear
often
like
I,
know
somebody
who
could
be
a
good
fit.
Don't
hesitate,
reach
out
to
anybody
in
our
team
to
recruiting.