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From YouTube: [REC] Product Key Review (Public Stream)
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A
B
Yeah,
I
would
would
not
go
through
the
numbers,
but
just
slide
21.
Why
does
the
fulfillment
percentage
by
web
world
continue
to
decline
and
what
have
we
tried
to
change
course
and
what
has
worked
and
what
hasn't
worked.
C
Yeah
thanks
for
the
question
brian
I'll,
avoid
talking
about
specifics
here,
but
high
level,
the
main
driver
is
eoa
and
so
net
net.
We
see
a
lot
less
transaction
volume,
primarily
because
we
don't
offer
starter
anymore
in
the
web
store
and
that
made
up
a
large
percentage
of
our
transaction
volume
prior
to
eoa.
C
So
you
can
click
through
under
a
three
and
four
there
there's
some
dashboards
that
illustrate
this
a
little
bit
better.
As
far
as
what
we've
what's
worked,
we
have
made
a
couple
improvements
that
have
shown
some
some
improvement
in
the
overall
like
web
store
conversion
experience.
So
the
first
link
there
is
fixing
an
issue
where
going
from
the
pricing
page
to
the
purchase
flow
sort
of
asking
you
for
the
same
information
a
couple
of
times
like
what
tier
did
you
want
and
did
you
want
self-managed
or
sas
by
cleaning
that
up?
C
We
saw
a
significant
improvement
in
conversion,
which
was
great,
and
then
we
also
we've
also
moved
sas
purchase
flows
from
customers.gitlab.com
to
the
product.
So
we
know
that
leads
to
to
better
conversion
as
well,
but
in
reality,
what
we
haven't
done
yet
and
what
I
put
under
what
hasn't
worked
is
we
just
haven't
spent
time
here
like
fulfillment,
the
the
purchase
team
is
the
dri
for
the
web.
Store
is
primarily
focused
on
all
the
supersonics
work
right
now,
and
so
we
just
haven't
put
the
time
and
attention.
C
I
think
we
should
to
dig
into
this
and
improving.
You
know
either
iterating
on
this
plan
or
problem
specifically
or
just
in
general,
contributing
to
improving
conversion
and
and
the
overall
web
store
experience,
so
that
work
will
pick
up
in
q3
after
supersonics
launches.
But
that's
why
we
haven't
really
sort
of
stemmed
the
tide
from
the
dips
we've
seen
since
eoa.
B
D
Thanks
brian,
so
we
have
seen
the
credit
card
have
the
positive
impacts
we
wanted,
which
was
reducing
team
member,
toil
abuse
and
then
the
impact
of
abuse
on
legitimate
users
in
terms
of
minute
usage
keep
in
mind.
This
is
only
applicable
to
new
users,
so
we
don't
see
wholesale
dips
in
ci
minute
usage,
but
at
the
moment
we've
had
like
kind
of
two
weeks
of
steady
data.
Since
then,
we've
seen
slight
dips
from
pre-abuse
ranges
in
minute
usage
and
what
the
thing
we're
really
keeping
an
eye
on
is
new
user
verify.
D
E
The
bug
was
just
fixed
last
friday,
so
this
is
not
ideal,
because
namespace
with
verify
adopted
is
three
times
more
likely
to
convert
than
average
namespace
and
then
they
we
also
saw
a
decline
in
trial
volume
since
may
17th,
and
a
couple
assumptions
one
is
that
because
free
user
new
users
are
not
seeing
value
as
much
as
before
now
they
cannot
use
37
minutes,
so
they
don't
sign
up
for
trial.
The
other
possibility
is
before
there
are
some
spammers
in
the
trial,
so
those
two
things
may
be
mixed
together
in
in
that
data.
E
We
want
to
observe
that
a
little
bit
longer.
The
last
thing
is,
we
haven't
seen
a
major
drop
in
the
free
to
paid
conversion
rate,
but
note
that
is
a
lagging
indicator.
So
if
verify
adoption
drops,
if
trial
drops,
conversion
rate
likely
will
drop,
but
it
takes
time.
So
we
are
monitoring
that
as
well
and
the
last
piece,
I
think,
if
you
go
to
the
dock,
our
support
team
member
shared
that
there
are
some
impact
on
their
teams,
because
now
this
situation
makes
make
certain
customers
a
little
bit
harder
to
serve.
B
Thank
you
also
appreciate
all
the
work
that
you
and
the
team
is
is
doing
on
that
next
one
is
might
as
well.
You
know
scott
reading
through
the
presentation
you
and
your
team
had
a
lot
of
great
accomplishments
this
month.
I
just
think
it'd
be
great
for
you
to
verbalize
the
top
three
that
had
the
biggest
business
impact.
A
Yeah
we're
happy
to
always
hard
to
pick,
but
my
top
three.
First
of
all,
lots
of
big
changes
insecure,
like
we're
swapping
out
the
analyzer
we
swapped
out
the
underlying.
A
We
we're
working
on
improving
the
accuracy
of
finding
so
lots
of
sort
of
stuff
under
the
covers
that
reduces
false
positives
for
customers,
but
the
net
effect
is
that
it
should
really
increase
adoption.
It
should
improve
the
customer
experience
because
they'll
be
seeing
real
vulnerabilities
by
consolidating
on
one
underlying
analyzer
it'll
reduce
it'll,
increase
efficiency
for
the
dev
team.
They
won't
have
to
work
across
multiple
different
scanner
engines
so
anyway,
should
make
the
team
faster,
improve
the
customer
experience,
improve
usage
so
really
excited
to
see
all
that
play
out.
A
Some
of
those
were
quite
large
projects.
It
took
multiple
milestones
to
to
come
true.
Secondly,
if
you
recall
a
few
months
ago,
we
put
a
bunch
of
people
on
database
stuff.
Those
teams
are
cranking.
Now
they
made
really
quick
pride
progress
on
creating
overhead
or
our
headroom
within.com
for
database
scale,
and
we
also
have
a
sharding
team.
That's
working
on
kind
of
a
longer
term
solution
for
database
scalability
and
those
things
are
going
well
and
those
team
members
that
we
added
are
are
adding
value
now
and
then
finally,
supersonics
giant
project.
B
That's
great
thanks
for
sharing
number
six
for
the
items
that
are
needed
is
problem
or
attention
can
you
include,
get
well
plan
actions
taken
from
last
meeting
and
lessons
learned
if
it
helps
I
can
provide
template,
and
just
the
purpose
of
this
is
there's
a
lot
of
a
lot
of
a
lot
of
people
on
the
call
who
can
learn
from
things
that
you're
doing
may
help
them
what
they're
doing
or
can
offer
some
help
as
well.
So.
A
Yeah
happy
too,
I
think
we
have
sort
of
a
inconsistent
approach
to
that.
I
think
the
growth
pages
more
or
less
are
doing
what
you're
asking
for
and
others
it's
not
as
clear.
So
a
template
would
be
great
and
then
also
some
of
them
just
to
be
transparent,
will
take
a
long
time
to
move
like
stages
per
org.
Net
promoter,
score
location
factor
take
a
while
to
move,
and
so
the
you
know
the
actions
might
be
pretty
consistent
month
over
month.
Is
that
okay?
Should
we
think
about
reporting
on
those
differently.
B
No,
it's
that's
completely.
Fine.
Some
will
be
really
near
term
and
within
the
month
and
some
may
take
multiple
quarters
cool.
Thank
you.
F
E
I
can't
I
can
speak
to
that
because
I
work
with
god
and
sid
closely
on
this
one,
and
this
is
more
kind
of
sharing
my
understanding
of
the
intention
as
well.
So
I
think
the
intention
of
golden
journey
is
to
find
stages
that
is
foundation
to
unlock
more
stage
adoption,
not
necessarily
focusing
on
the
stages
with
highest
adoption
rate
or
bring
most
revenue.
E
So
to
that
point,
create
release,
verify
and
release
is
the
foundational
past
critical
path
to
unlock
other
stages,
and
also
when
we
compare
the
adoption
rate
between
the
free
tier,
the
the
the
paid
tier,
that
is,
the
crossover
like
we
saw
in
paid
tiers.
The
adoption
rate
for
all
those
three
stages
are
high,
much
higher
than
in
free.
So
that's
the
main
reason
and
both
plan
secure,
has
really
high
adoption
rate
in
ultimate.
They
are
critical
stages,
but
not
on
that
critical
path
to
unlock
other
stages.
E
G
G
But
that's
why
you
see,
like
I
think
two
percent
of
core
users
are
using
it
versus
the
39
or
30
or
whatever
it
is
for
ultimate,
and
so
I
kind
of
look
at
it
as
what
is
unlocking
additional
stages
versus
what
is
driving
upgrades,
and
I
think
I
agree
with
hilo's
comment.
G
I
think
that
secure
and
planner
actually
driving
up
tiering
to
ultimate
secure
kind
of
half
unlocks
protect
because
of
the
overlap
that
scott
talked
about
the
beginning
with
like
container
scanning,
but
outside
of
that
they're,
not
like
unlocking
a
stage
after
them
per
se.
H
E
H
Understandable,
considering
you
know,
v1
is
still
going.
I
was
just
thinking
about
you
know.
Maybe
we
could
rescue
that
during
the
retro
and
how
can
I
help
so
that's
my
question.
C
Yeah
thanks
and
I
thanks
for
the
flag
and
I
agree
they
need
to
be
re-scoped.
I
listed
under
this
agenda
item
a
few
things
that
are
top
of
mind
that
are
high
priority
after
launch,
so
moving
to
strict
orders
away
from
our
dual
order:
option
that
we're
going
to
launch
with
there's
some
improvements.
We
need
to
make
to
the
co-term
and
auto
renewal
billing
process
to
support
the
billing
team
and
then
a
way
to
deliver
mid-term
sort
of
out-of-contract
upgrades
to
cloud
license.
C
So
so,
if
we
can
get
customers
on
cloud
licensing
before
their
renewal,
that
allows
us
to
accelerate
adoption
but
unknown.
How
we're
gonna
do
that
yet
and
how
that
might
look.
So
those
are
the
ones
that
are
top
of
mind
to
me.
But
I
love
the
suggestion
of
going
into
detail
in
the
retro
and
then
we
can
update
this.
H
I
also
noticed
that
I
opened
up
the
issue
for
v1
and
it's
been
a
year
since
that
issue
has
opened
so
it's
been
a
long
journey,
but
a
lot
of
good
progress
and
I'm
glad
that
scott
views
that,
as
you
know,
one
of
the
top
three
so
we're
almost
there
on
slide
24.
H
I
know
we
found
a
bug
with
some
of
the
data.
In
this
case
it
was
usage,
ping
data
going
from
the
product
into
snowflake
and
then
into
gainsight
for
customer
success.
I'm
curious.
I
saw
that
the
blog
post,
I
think,
went
out
two
days
ago.
Are
there
any
early
sort
of
sentiment
from
the
community
and
then
you
know,
do
you
get
a
sense
of
what
that
might
do
for
future
operational
service
data
blogs.
C
Yeah
good
question
and
it's
definitely
a
concern,
but
so
far
the
response
at
least
communications
wise,
has
been
minimal.
There's
only
been
one
person
responding
publicly
across
various
mediums.
There's
13
total
customers
who've
requested
their
data
to
be
deleted
and
that
that
is
a
the
denominator.
C
There
is,
I
think,
six
or
seven
thousand,
if
I
remember
correctly,
is
the
total
list
size
that
we
sent
an
email
to
so
my
sense
here
is
that
if
this
trend
continues
in
this
way,
the
impact
to
future
plans
around
our
service
data
collection
is
will
be
minimal.
But
that's
that's
the
thing
to
monitor
and
and
keep
a
close
eye
on
if
it
picks
up
more
traction.
C
If
the
community
is,
you
know,
vocal
and
concerned
about
it,
then
then
we
just
have
to
be
careful
thanks,
justin.
I
Yeah
for
the
non-developer
pricing,
I
see
the
progress
I
must
say
I
feel
a
bit
out
of
the
loop
on
this.
So
maybe
it's
an
idea
for
keith
to
keep
me
posted
a
little
bit
more,
and
I
wonder
if
we're
making,
if
we're
able
to
make
this
more
specific,
I
think
at
gitlab
we
most
companies
have
about
two
add-ons.
One
is
probably
going
to
be
for
something
another
project,
so
we
have
kind
of
one
to
go.
So
I'm
not
sure
we
want
to
introduce
like
five
different
non-developer
pricing
tiers.
I
So
what
I've
mostly
heard
is
a
plan
add-on
for
users
using
the
plan,
functionality
and
ultimate
I'm
open
to
other
ideas,
but
let's
make
sure
that
the
the
effort
is
proportionate
to
the
to
the
opportunity
space.
J
Yeah
we're
looking
at
multiple
angles
from
this
in
terms
of
understanding
the
customer
demand
for
it,
as
well
as
the
potential
return
on
investment,
so
we're
looking
at
from
one
perspective,
getting
some
customer
survey
data
on
kind
of
think
of
it
as
a
a
mini
sku.
If
you
will
so,
you
have
develop
a
full
license
and
then
non-developer.
That's
one
angle.
We're
looking
at
another
angle,
we're
looking
at
is
also
working
with
our
sales
people
to
understand.
You
know
what
their
perceived
need
is
and
so
we're
triangulating
on.
J
I
J
Premium
or
ultimate
and
then
within
there
you
can
say
that
x
percent
of
my
users
would
would
not
require
the
the
full
set
of
features,
and
so,
therefore
you
would
buy
the
the
the
ultimate
light
if
you
will
or
ultimate
non-developer.