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From YouTube: Marketing Group Conversation (July 29th)
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A
All
right,
everybody
well
good
day
to
wherever
you
are
welcome
to
the
marketing
group
conversation.
My
name
is
craig
mostell,
I'm
the
acting
chief
marketing
officer
here
at
git
lab
and
today
we
provided
our
key
meeting
slides
that
we
reviewed
last
week
with
the
with
the
team
and
I'll
just
make.
One
call
out
that
we
did
in
the
key
review.
Is
we
have
a
new
sdr
dashboard
focused
on
reproductivity?
A
It
was
linked
in
the
notes
of
the
key
review.
We
can
add
it
here
as
well,
but
I
want
to
thank
robert
and
christine
in
finance
and
the
data
team,
including
john,
for
help
with
that.
So
with
that
I'll
open
it
up
to
questions,
it
looks
like
greg
if
you're
on
the
call
you
have
the
first
question.
B
A
Awesome.
Thank
you
for
the
question
great
question.
I
I'm
going
to
answer
in
terms
of
vertical
marketing.
More
generally,
today
we
do
have
some
some
limited
assets
and
documentation
around
different
verticals.
We
have
an
amazing
customer
base
across
all
verticals
there's,
no
one
vertical
where
you'd
say
wow
we're
doing
like
that's
the
vertical
we're
in
like
the
good
news
is
our
product
works
across
all
verticals
and
a
lot
of
the
the
messaging.
A
The
use
cases
are
fairly
consistent
across
those
verticals
as
of
right
now,
our
our
strategy
is
not
to
go
deep
into
vertical
marketing.
There
is
one
I'd
say:
one
exception
to
that,
which
is
the
public
sector,
where
we
in
marketing
are
making
some
additional
investments
to
support
that
vertical,
but
right
now
we're
not
explicitly
going
using
a
vertical
marketing
strategy.
A
With
that
said,
we
do
have
a
lot
of
great
use
cases
and
customer
references
which
you
can
find
either
in
the
handbook
or
on
our
website,
with
different
in
in
those
different
verticals,
so
that
that's
that's
how
I'll
answer
that
I
hope
that
gives
you
gives
you
insight
into
that.
C
A
You
know,
I
don't
know
the
exact
methodology
that
we
use
for
this,
but
there
are,
I
have
a
hypothesis,
but
I
don't
want
to
state
it
wrong.
There's
vendors.
D
The
second
thing
that
you
do
is
you
can
measure
the
impact,
so
some
mentions
are
greater
than
others
right
in
terms
of,
if
you
get
a
front
page
mention
about
gitlab
on
a
major
publication
that
would
have
a
relative
impact
score,
that's
much
higher
than
just
an
ancillary
mention,
so
that's
a
traditional
way
that
most
corporate
communications
teams
measure
can.
I
answer
your
question.
C
Yeah,
it's
a
it's
a
start.
I
think
what
I'm
hearing
is,
there's
some
opportunity
to
dig
in
a
little
bit
and
I'm
just
curious
about
it.
It's
an
interesting
metric
and
I
think
it's
one
that
we
could
move
that
has
a
bit
of
a
ambient
results,
but
it
we
know
it's
a
thing.
D
A
A
All
right,
I
don't
see
any
other
questions
in
the
document.
Does
anyone
want
to
verbalize
a
question
or
you
can
type
as
fast
as
you
can?
I'm
always
good
either
way.
C
Biggest
kind
of
difference
between
the
finance
organization
and
the
marketing
organization
that
you've
seen
now
that
you've
been
cmo
for
a
little
while
wow.
That's
a
good
question.
A
I
guess
is:
are
you
talking
about
in
terms
of
the
way
the
organization
operates?
Are
you
talking
about
in
terms
of
my
role
and
how
it's
different,
how
I
guess
I
can
answer
that
question
in
many
ways,
so,
let's.
A
Yeah,
so
so,
first
of
all,
personally,
there
are
two
major
differences
that
I
found
in
in
versus.
You
know
leading
the
fpa
function
versus
being
in
the
the
marketing
cmo
seat.
The
first
is
the
nature
of
the
work,
so
in
while
they're
in
the
marketing
seat
there
it's
a
much
more
operational
role.
So
what
that
means
is,
if
something
happens
in
the
market,
as
you
know,
and
as
an
example
we,
you
know
something
we
need
to
have
a
pr
response.
A
The
second
thing
that's
been
interesting
for
me
is
sitting
in
the
the
finance
seat
is,
I
think,
about
the
whole
company
all
the
time
you
know,
and
thinking
about
you
know,
issues
in
product
and
engineering
and
marketing
and
sales,
and
just
thinking
about
how
and
then
how
they
all
come
together.
My
world
has
shifted
to
where
marketing
is
the
center
of
of
my
world
and
what
that
means
is
I'm
still
thinking
about.
A
How
do
I
work
with
my
my
peers
and
product
and
engineering
and
and
people
and
finance
and
sales,
because
the
role
requires
that
cross-functional
work,
but
the
line
of
thinking
is
how
it's
not
about.
How
do
I
solve
company
problems?
It's?
How
do
I
solve
and
work
with
the
marketing
team
to
solve
problems
within
within
the
marketing
organization?
So
that
is
the
major
from
from
my
personal
perspective
that
mind
shift
is
different
and
I've
really
enjoyed
it.
It
means
I
get
to
go
deeper.
A
I
spend
a
lot
of
time
with
different
members
of
the
the
marketing
team
just
learning
about
what
what
you
know,
what
they
do
with
the
great
work
that
they
put
out
and
then
just
you
know,
because
they
bring
a
different
perspective.
You
know
we
can
brainstorm
work
together
and,
and
the
team
seemed
to
you
know
just
to
come
up
with
ideas
to
continue
to
move
us
forward.
The
goal
here
is
to
scale
us
up
to
become
even
bigger
organizations.
So
that's
the
that's.
That's
the
hope.
E
Yeah,
so
on
slide,
19
of
the
key
review
deck
appears
that
we
did
some
additional
investment
between
june
and
july
to
offset
some
enterprise
risks
and
that
investment
was
specifically
in
commercial
seems
like
it.
Boosted,
inquiries
and
clicks
were,
was
the
boost
in
line
with
what
we
had
had
anticipated
and
how
predictable
can
these
investments
be
and
is
commercial,
more
predictable
than
enterprise?
Or
is
it
simply
the
turnaround
time
for
purchases
is
quicker
in
commercial
yeah.
D
I
will
say
that
we
felt
good
about
the
results
of
that,
albeit
it
was
quite
interesting
in
terms
of
when
we
started
that
activity.
In
that
spin,
we
were
really
trying
to
drive
more
towards
sv
towards
small
business,
but
because
we
still
had
limited
targets
available
to
us
and
the
way
we
normally
get
after
sb
is
through
a
specific
media
channel.
If
you
put
a
lot
of
money
into
that
media
channel,
they
kind
of
penalize
you
early
on
right
until
you
get
optimized.
D
So
what
ended
up
happening
is
we
saw
more
benefit
to
mid
market
than
sb.
We
did
see
a
very
big
big
lift
in
our
number
of
inquiries
overall,
and
the
cohorts
are
still
maturing
at
this
point.
So
we
continued
to
see
you
know,
lots
of
additional
coverage,
pipeline
coverage
and
mid-market
occur.
We've
seen
sb
kind
of
pick
up
and
get
a
tailwind
relative
to
our
e-commerce
sales
in
other
areas,
and
so
overall,
I
think
it's
one
of
the
things
where
some
things
didn't
go
as
planned.
D
We
learned
from
that
from
an
mvc
perspective,
so
if
we
get
an
opportunity
to
do
that
again,
we'll
avoid
you
know
a
couple
of
the
gotchas
that
we
dealt
with
but
overall,
I
think,
still
very
good
in
terms
of
what
it's
been
able
to
do
for
us.
This
quarter.
A
Great,
thank
you
yeah
I'll,
just
add
one
thing:
we
we
had
some
learnings
about
some
data
instrumentation
and
being
able
to
link
how
the
spend
ties
to
certain
activities
within
the
website
within
the
results,
and
we
we
did
learn
where
we
need
to
improve
that.
So
that
was
one
of
the
key
learnings
and
it's
something
that
we're
investing
in
so
cool
all
right.
A
F
A
I'm
in
my
my
wife's
office
because
I
moved
downstairs
last
week
but
they're
they
they're
they're,
like
you,
know,
they're,
like
beehive
kind
of
things
like
for
people
who
raise
bees.
I
think
it's
some
kind
of
thing
for
that.
So
I'm
not
quite
sure
what
it
is.
I
I've
been
meaning
to
find
out,
but
they're
kind
of
cool
right.
F
A
No,
no,
no
we're
not
we're,
not
we're
not
as
brave
to
be
beekeepers
here
we
could.
We
have.
We
have
a
space
in
the
backyard,
but
we
could
be
a
beekeeper
if
we
wanted
to
be,
but
I
lost
my
hook,
but
I'm
actually
so
so
I
have
an
action
item
to
go
figure
this
all
out
for
everybody
great
thanks
so
and
by
the
way
I
saw
your
talk
for
and
I'm
excited
about
it
for
next
week.
So
oh.
A
Any
other
questions
all
right,
if
that's
it,
I
I
just
like
to
close
the
call
by
thanking
the
marketing
team
for
their
awesome
work
and
we'll
see
you
next
month
for
the
next
marketing
group
conversation
or
if
you're
actually
I'll
see
you
in.
If
you
want
to
hear
about
contribute
I'll,
see
you
in
10
minutes,
but
it
all
depends
I'll,
see
you
there,
but
thank
you
everybody
and
have
a
wonderful
day.
No
matter
where
you
are
in
the
world
have
a
great.