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From YouTube: Product Group Conversation - Fulfillment (Public Stream)
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A
Great
so
welcome
everyone.
This
is
the
product
group
conversation
it's
December
14th
and
today
we
will
be
focusing
on
fulfillment.
A
A
So
let
me
just
quickly
do
that
if
y'all
can
see
my
screen,
you
recognize
a
couple
of
these
phases-
maybe
maybe
not,
but
this
is
our
fulfillment
product
team,
starting
with
Justin
who's,
my
boss,
then
you
have
myself
and
a
bunch
of
pretty
awesome.
Pms
Tatiana,
donique
and
Courtney
have
been
around
since
the
early
this
year
and
Alex
and
Manuel
are
most
recent
additions
to
the
team,
we're
very,
very
happy
to
have
them
on
the
team.
If
you've
ever
haven't
have
had
an
issue
with
fulfillment.
A
A
A
A
Have
you
talk
about
that
and
then
the
other
thing
is
with
really
one
of
the
benefits
or
the
things
I
wanted
to
enable
with
Cloud
licensing
was
Auto
renewals
and
in
in
December.
Over
400
subscriptions
are
going
to
Auto
renew
it's
not
going
to
require
any
intervention
from
anyone's
behalf
and
that's
a
pretty
big
accomplishment
and
yeah.
Another
thing
that
you
know
this
is
a
little
bit
I'm
not
going
to
talk
through
all
of
it,
but
we
have
increased
investments
in
fulfillment
and,
as
part
of
that
have
restructure
the
team.
A
So
some
of
the
things
that
you
may
have
missed
in
the
last
couple
of
months
is
that
we
split
the
purchase
group
into
two
groups.
One
more
focus
on
online
self-service
first
orders.
Another
one
focused
on
building
a
subscription
management
so
out
on
add-ons
renewals,
qsrs
Etc.
We
also
established
a
fulfillment
platform
group
that
focuses
on
data
architecture
and
improving
all
of
our.
You
know
our
core
foundations
and
then
the
other
thing
that
we've
established
recently
were
the
Fulfillment
admin
tooling
team.
A
This
team
is
really
going
to
focus
on
enabling
in
starting
with
the
support
team
enabling
us
to
help
our
customers
when
they're
running
to
issues
their
subscriptions
and,
lastly,
the
Commerce
Integrations
team,
which
is
improving
some
of
our
current
Integrations
across
order
to
cast
systems
and
they're
going
to
be
working
through
reset
our
marketplaces,
Integrations
as
well
cool
and
with
that
I'll,
stop
sharing
and
just
flick
back
to
see.
If
there's
any
questions,
I.
B
Boss,
so
Cloud
licensing
sounds
cool
and
I,
always
love
numbers
increasing
so
congrats
to
the
team
for
the
progress
there
over
the
year
on
increasing
the
activation
rate
and
the
percentage
of
accounts
that
are
that
are
on
cloud
licensing,
which
is
great.
But
why
should
I
care?
Why
does
it
matter
yeah.
A
Great
question
Justin,
so
Cloud
licensing
really
is
meant
to
accomplish
a
couple
of
things.
One
is
from
a
customer
perspective.
It's
really
meant
to
improve
their
activation
renewal,
add-ons
process
from
now
until
forever,
right,
so
the
way
that
the
cloud
licensing
does,
that
is
in
the
past.
So
let's
just
contrast
it
to
Legacy
licensing
the
previous
Legacy
system.
In
the
past.
We
basically
would
just
tell
you,
okay,
you
bought
gitlab.
This
is
the
plan
that
you
bought
with
this
many
licenses
will
ship
your
file.
A
You
will
go
and
activate
your
instance
and
that's
it
if
you
make
any
changes
to
your
subscription
like
you
bought
an
add-on,
you
renewed
your
subscription.
The
instance
had
no
knowledge
of
that.
So
we
have
to
ship
you
a
new
file
that
then
you
had
to
upload
and
activate,
and
there
were
a
ton
of
just
back
and
forth
that
wasn't
necessary
happening
there
and
a
lot
of
issues
so
Cloud
licenses
resolve
that,
because
what
happens
is
once
you
activate
the
cloud
licensing.
The
instance
is
now
connected
to
our
servers
on
a
daily
basis.
A
It
does
the
same
pronunciation
with
our
servers
and
any
changes
to
the
subscription
just
automatically
gets
synchronized
into
this
into
the
instance.
Each
night
right
so
no
longer
need
to
be
sending
back
and
forth
license
files,
great
value
for
our
customers.
Second
thing
that
it
does
is
that
it
enables
our
team
to
be
well
equipped
with
data.
So
when
we
do
that
synchronization
between
the
instance
and
our
servers,
we
also
just
pass
back
okay,
how
many
seats
are
actually
being
used
at
the
instance
in
the
instance
right?
A
So
if
we
sold
you
a
license
with
a
thousand
seats
and
then
we
can
see
that
you're
already
close
to
a
thousand
seat
as
a
CSM
as
a
rep
I
can
go
to
the
customer
and
say
hey,
it
seems
like
you're.
Never
you're
gonna
need
an
add-on
soon.
Do
you
want
to
talk
about
that
right
and
it
allows
us
to
do
more
proactive
planning
and
communication
to
customers
and
to
help
them
manage
their
their
subscription.
B
That
sounds
really
cool,
yeah
I'm,
all
in
now,
I
wasn't
before,
but
now
I'm
in
no
so,
okay.
Great!
So
then
tell
me:
what
do
you
think
we
need
to
do
to
get
that
last?
So
you
said
it's
50
of
accounts
today
have
it,
what
do
we
do
need
to
do
and
then
80
85
I
think
you
said
is:
what's
activated
on
a
weekly
basis?
Do
we
just
wait
or
what
do
we
do
to
sort
of
get
the
rest
of
those
customers
on
board.
A
We
should
proactively
work
with
them
to
make
sure
that
they
don't
get
that
14.1
or
above
because
that's
when
they
can
actually
start
using
Cloud
licensing
and
then
ask
for
the
renewable
get
them
on
cloud.
Licensing
that
is
I
would
say
the
best
thing
that
we
could
be
doing
just
as
part
of
renewals
get
more
people
on
board
now.
A
The
second
thing
that
we
could
be
that
we
are
actually
looking
into
doing
is
if
a
customer
is
a
on
a
multi-year
deal
that
is
on
a
legacy
license,
we
could
actually
help
them
get
Cloud
licensing
midterm
by
giving
them
a
new
license
key
and
getting
them
to
update
with
activation
code.
I
would
say
those
are
the
two
best
things
that
we
can
do
now.
A
There
are
some
customers
in
tricky
situations
where
their
instances
are
gapped
and
they're,
not
gonna,
be
able
to
use
the
cloud
licensing
that
I
just
spoke
about
the
syncs
data
once
a
night
for
those
we
have
offline,
Cloud
licensing,
so
the
trick
there
is
to
work
with
them
to
upgrade
to
get
like
50,
narrow
or
above
and
then
work
with
them
to
get
offline,
Cloud
licensing,
and
then
that
will
help
the
customer
will
not
have
as
many
benefits
as
they
do
on
their
regular
Cloud
licensing.
A
C
Yeah
Omar,
thanks
for
having
us
today
and
I'm
super
excited
about
the
organizational
changes
that
you're
all
are
making.
It
seems
like
we're
heading
in
the
right
direction.
I
was
curious.
How
do
ultimate
trials
for
premium
customers
leveraging
Cloud
licensing
work
when
they
want
to
run
a
trial
on
their
existing
gitlab
installation?
How
does
this
differ
from
our
SAS
premium?
Customers
that
are
looking
to
run
an
ultimate
trial
on
their
existing
namespace.
A
You
know
great
question
and
I:
don't
have
an
answer
actually
I'm
just
kind
of
like
thinking
through
it
I'm
like
what
can
I
tell
you
right
now:
I,
don't
actually
have
a
good
answer
here.
I
think
it's
something
that
I
want
to
look
into
and
just
get
back
to
you
I,
don't
know
if
Courtney
I
don't
think
Courtney's
on
the
call
on
the
probation
side.
So
I
have
to
follow
up
on
this.
One
I
think
right.
A
Now,
trials
are
done
through
Legacy
licensing,
not
through
Cloud
licensing,
that's
kind
of
like
the
latest
I
understand
and
I
think
that
the
experience
is
also
not
the
best.
So
there's
definitely
Improvement
areas
there,
but
that's
the
best.
I
can
say
right
now,
I,
don't
know
adjusting
or
if
anyone
else
on
the
call
has
any
other
insights.
B
I,
don't
I
have
feedback
on
how
we
could
make
try
the
trial
experience
better
for
existing
customers
right,
like
I've,
heard
a
lot
that
you
might
not
want
to
upgrade
your
entire
instance
to
Ultimate,
but
instead,
like
a
group
within
that
instance,
so
that
you
can
sort
of
limit
the
you
know.
You
know
you
don't
want,
like
thousands
of
users
creating
epics
and
running
scans,
when
you're
gonna
have
to
rip
that
away
from
them,
potentially
when
the
trial's
over
right.
So
there's
some
things.
We
should
look
into
on
making
that
better.
A
D
Yeah,
hey
Omar,
the
question
I
have
is
so
you,
if
I
have
an
existing
customer
migrating
to
version
14
you
did
mention
and
for
air
gap
is
watched.
Some
version
number
15..
So
what
is
the
impact
as
part
of
that
particular
change
in
the
licensing?
Is
there
anything
which
has
to
be
done
on
the
customer
end
or
is?
Is
it
like
very
happening
in
the
background?
There
is
nothing,
no
impact
to
the
customer
like
from
the
when
they're
looking
at
I.
D
Just
want
to
understand
like
what
is
the
impact
to
the
existing
instance?
Is
there
any
downtime
needed
maintenance,
downtime
or
anything
which
has
to
be
communicated
plan
with
customer,
so
that
aspect
I'm
just
trying
to
understand
as
a
essay?
What
tends
to
be
relate?
Hey.
There
is
a
30
minutes
of
impact,
and
these
are
all
the
10
things
which
has
to
happen
as
part
of
this
change.
A
A
I,
I,
don't
actually
I
think
there's
other
people,
they
call
it
probably
more
knowledge
about
the
upgrade
process,
but
I
think
you
know
self-managing
since
upgrades
particular
major
versions
have
specific
instructions
on
how
to
do
that,
and
we
can
follow
up
on
this
kind
of,
like
I
can
point
you
to
the
right
places
to
kind
of,
like
you
know,
share
with
with
customers
now.
A
The
second
part
of
your
question
is:
if,
as
they
do
this
right,
what
is
the
is
it
any
sort
of
thought
licensing
impact
on
the
customer
that
they
should
think
about
right?
And
if
the
customer
is
once
they've
operated
to
14.1
or
15.0,
they
do
need
to
take
the
step
of
activating
their
subscription
using
Cloud
licensing.
So
nothing
happens
automatically
right.
A
It's
not
going
to
be
like
don't
14.1
and
now
they're
suddenly
on
cloud
licensing
after
that
they
still
need
to
get
an
activation
code
and
activate
using
Cloud
licensing
once
they
do
that,
then
the
ramifications
of
them
activating
with
Cloud
licensing
are
what
I
just
mentioned.
So
it
would
connect
their
instance.
There's
a
service
that
will
run
nightly.
That
will
connect
to
our
servers
and
then
give
us
that
license
utilization
data.
The
data
is
minimal.
A
It's
pretty
much
just
very
high
level
data
as
to
how
many
billable
users,
the
instance
has
which
is
synchronized
on
a
daily
basis
and
some
licensed
metadata
that
is
encrypted
as
part
of
that
sync
and
I
I'll
Point,
specifically
to
what
it
is,
because
that
is
the
one
thing
that
customers
will
ask
about
this.
What
is
this
data
synchronization
doing
and
that's
one
thing
that
you
can
point
them
to
and
say:
there's
minimal
amount
of
data
that
gets
synchronized
back
and
forth
and
what
that
does?
It
keeps
your
license.
B
B
Thank
you,
I'll,
add
a
couple
details
to
this
so
and
I'm
gonna
pull
up
the
doc
site
and
I
can
link
to
it
here
for
y'all
as
well,
but
on
the
network
piece,
the
big
one
that
I
see
come
up
a
lot
that
is
surprising
to
customers
and
surprising
to
folks
in
the
field
is
the
need
to
unblock
a
port,
so
oftentimes
good
network
security
policy
will
will
make
it
so
that
your
instance
isn't
isn't
open
on
all
ports
to
the
to
the
internet,
and
so
they'll
need
to
go
provision
that
and
and
afford
that
port
or,
however,
they
want
to
set
it
up
on
their
Network
end,
and
so
that
will
need
to
be
done
to
then
allow
the
instance
to
activate
so
there's
an
additional
step
there.
B
D
B
Can
add
a
question
related
to
what
we
were
just
talking
about?
Have
we
do
you
know
if
we've
talked
to
like
anybody
in
the
distribution
team
to
see
if
there
are
ways
to
make
the
upgrade
process
itself
easier,
I
feel
like
we
had
a
while
ago,
but
I
don't
really
remember
what
was
the
answer.
B
Yeah
well
so
I
think
I'll
say
this:
the
for
customers
that
are
very
good
at
continuing
to
upgrade
their
their
instances.
This
is
really
isn't
an
issue
right
because
they
already
have
a
process
built
in
and
most
customers
that
are
sophisticated
in
managing
their
instances
will
have
a
predefined
like
okay,
once
a
quarter,
we
take
the
new
version
of
gitlab
right
and
or
once
a
year
whatever
they
do
right,
they're
different
policies
based
in
the
organization.
B
I
actually
know
all
these
things
and
one
of
the
pieces
of
data
I
look
at
weekly
is
how
many
customers
are
running
versions
that
are
pre-14.0
and
are
and
just
aren't,
upgrading
we
have
some
customers,
like
large
accounts,
like
like
five
six
figure
accounts
that
are
running
like
12
dot,
something
and
that's
like
end
of
support
like
end
of
life
support
old,
and
so
we
need
to
come
up
with
a
plan.
B
Obviously,
I
have
a
bias
there
to
get
them
on
the
right
version,
so
they
can
activate
a
lot,
but
just
in
general,
like
hundreds
of
features,
have
been
shipped
tons
of
improvements
to
the
product,
ux
improvements,
performance,
improvements,
bug
fixes
and
they're,
just
like
not
getting
them,
and
so
we
need
to
come
up
with
a
plan
to
to
lift
those
customers
up
because
those
the
ones
that
the
longer
the
time
goes
on
the
harder
it'll
be
for
them
to
upgrade.
So
that's
my
that's
my
2.5
cents
answer
on
that
question.
Thanks
Jackie.
A
Yeah
one
thing
that
I
that
I
was
made
aware
of
as
part
of
driving
this
14
that
one
not
wanting
to
drive
more
adoption
14.1
is
that
in
14.0
there
were
some
breaking
changes
that
were
introduced
at
some
large
customers
just
had
to
do
a
little
bit
more
work
to
make
that
transition
from
a
pre-14
that
out
of
post
14.0,
you
know
upgrade
and,
and
that
was
holding
back
some
customers
on
the
latest
13
dot.
Whatever
I
think
it
was
13.12.
B
C
B
The
good
news
is
for
us
and
I
can
find
the
chart
and
put
it
in
the
agenda,
but
as
if
you
look
at
all
accounts,
our
upgrade
rates
are
actually
really
great,
like
most,
customers
will
upgrade
to
the
latest
and
greatest
version
of
gitlab
within
a
few
months
of
it
being
released,
which
is
awesome.
It's
just.
We
do
have
some
outliers
that
that
are.
We
need
to
figure
out.
E
Oh
I
was
just
going
to
chime
in
that
we
do
have
a
lot
of
pain
points
and
upgrading
I'll.
Just.
E
But
a
lot
of
our
upgrades
require
like
stops
at
certain
revisions
because
of
the
way
we
do
migrations,
and
so
support
has
been
struggling
with
this
because
you
know,
ideally,
customers
would
be
like
Oh
I'm
on
version
12.
I'll
just
upgrade
to
the
latest
12,
but
now
you've
got
to
stop
at
12.
something
and
then
do
all
the
eight.
So
there
is
I
think
that
is
the
biggest
difficulty
support
is
facing
right
now.