►
From YouTube: GitLab Marketing Key Meeting July 31, 2019
Description
GitLab CMO goes through Marketing Metrics and OKRs for Q2
A
Hello,
everyone-
this
is
todd
bar
chief
marketing
officer
of
gitlab,
and
this
is
the
June
and
July
key
meeting
for
marketing.
We're
gonna
go
ahead
and
give
you
two
months
for
the
price
of
one,
because
we
moved
our
team
meeting
out
a
little
bit
this
month,
and
so
we
just
went
ahead
and
did
almost
all
of
July's
metrics
as
well.
A
couple
of
helpful
links
here.
One
is
the
q2
okay,
our
update
details.
So
this
is
a
document.
I'll
show
you
a
quick
view
of
it
here
with
the
q2
marketing.
A
Okay,
our
is
broken
out,
I
would
say
in
general,
we
did
a
good
job
on
things
like
upping
our
technical
content
in
both
PMM,
as
well
as
on
the
content
team.
You'll
see
a
lot
of
that
in
here.
We
did
a
great
job
on
events
and
webinars,
and
you
know
things
like
cube
con
and
corporate
marketing
and
technical
evangelism
and
a
number
of
different
areas.
We
didn't
get
a
few
of
these
things
done,
some
of
which
were
in
our
control,
some
of
which
were
out
of
our
control.
A
I
think
we
had
an
ambitious
list
of
q2,
ok
ours
when
I
look
how
long
this
list
is
and
we're
gonna,
learn
from
that
and
have
a
more
focused,
smaller
list
that
we
can
all
work
together
to
achieve.
So
the
the
highlights
are
in
here
a
couple
of
quick
additional
highlights.
The
heroes
program
and
Community
Relations
was
launched.
I'm
really
pleased
with
that
there's
already
almost
30
applicants,
as
of
July
29th
without
a
whole
lot
of
promotion.
Yet
so
community
relations
in
general
did
a
great
job
on
there.
A
A
Social
media
followers,
particularly
on
LinkedIn,
are
amazing,
so
you'll
see
that
graph,
the
XV
ours
really
stepped
it
up
in
July
and
they're
finishing
out
strong,
hopefully
here
on
Wednesday,
but
on
a
team
that
hasn't
grown
and
in
fact,
I
seen
a
lot
of
transition.
They
really
kind
of
got
back
on
track
in
July,
I'm,
really
proud
of
that
team
that
new
business
opportunity
creation
continues
to
be
strong,
which
is
clearly
a
key
metric
for
us
net.
New
business
pipeline
creation
also
continues
to
be
strong
field.
A
A
Velocity
was
good.
We
actually
achieved
five
true
case
studies
on
a
goal
of
six
for
the
quarter
and
we
also
had
a
customer
video.
So
we've
got
five
and
a
half
and
happy
to
see
that
team
continue
to
produce
good
case
studies,
specifically
ones
that
are
single
application
case
studies.
Mql
conversion
rates
are
kind
of
static
and
we
need
to
continue
to
work
on
that.
A
Well,
we
had
a
little
bit
of
a
rebound
in
July,
which
I'll
show
you
here
in
a
minute.
It
continues
to
be
a
concern.
Our
SEO
continues
to
be
a
concern
for
me.
We
need
to
step
up
the
kind
of
makeup
of
our
MQ
l's.
It
can't
be,
you
know
all
inbound,
we've
really
got
to
get
the
art
demand,
programs
working
and
up
to
speed
and
finally,
just
commit
commit
campaign
performance
is,
is
low,
although
we
haven't
been
able
to
get
to
kind
of
the
full
metrics
out
of
it,
because
it's
a
pretty
complex
campaign.
A
A
My
guess
is
we
had
a
lot
of
excitement
around
12
and
had
a
little
bit
of
a
fall
off
and
12.1,
but
we're
still
looking
at
that
community
response
time
was
good,
so
they
actually
decreased,
which
is
awesome
and
their
target
is
7,
so
they're
under
their
target
for
the
period,
which
is
great
so
good
job,
community
team,
social
media,
Wow
LinkedIn,
continues
to
rock.
They
doubled
our
LinkedIn
new
followers
in
July,
so
Emily
and
the
content
team,
and
also
it's
a
lot
of
great
content
that
we
have
that
were
really
working.
A
A
If
you
take
out
the
github
bump
from
last
year,
north
america
is
sort
of
flattish
I
want
to
show
you
that,
because
the
Mia
traffic
surge
and
I'm
honestly
still
trying
to
figure
out
why
I
just
saw
this
for
the
first
time
today
and
we
need
to
figure
out
what
went
so
well
in
India.
So
that's
what
we're
gonna
work
on.
We
had
a
lot
of
press
in
amia
because
we've
upped
our
PR.
A
You
know
great
PR
coverage
into
Mia
now,
so
we
need
to
kind
of
figure
out
what
went
right
and
so
we're
going
to
be
digging
into
that
and
APAC.
Also
had
a
nice
surge
and
got
sort
of
back
to
where
we
were
last
time
at
this
this
this
year,
but
again,
sort
of
steady
but
not
fast
enough
growth.
For
my
taste
and
I.
Think
one
of
the
reasons
is
we're
still
we're.
A
You
know:
SEO
continuous
improvement
continues
to
elude
us,
so
we'll
go
way
up
in
rankings
like
we
had
for
CI
and
then
I
think
CI
is
actually
back
down
again
I'm,
since
even
we
pulled
these
reports,
so
we
have
an
open
position
for
an
SEO
analyst.
If
anyone
knows
something
someone
and
we
need
to
continue
to
really
look
at
our
web
traffic
and
how
we
can
grow
this
more
repeatedly,
all
right
funnel
metrics.
A
So
all
of
these
are
now
in
periscope,
so
we're
not
putting
them
here
with
the
exception
of
the
goal
lines,
so
we
thought
we're.
Gonna
have
goals
on
the
dashboard
as
of
today
that
I
could
show
you,
but
it
didn't
happen
for
a
variety
of
small
reasons,
so
we
will
definitely
have
that
next
month,
but
I
just
went
ahead
and
put
the
goals
here.
A
So
these
are
revenue
model
goals
from
the
revenue
model
and
the
marketing
model
and,
as
we
have
kind
of
know,
mql
performance
in
q2
hasn't
been
nearly
as
well
as
great
as
it
was
in
q1
to
date
for
FY
2008
about
80%
of
goal,
and
we
have
more
work
to
do
on
getting
our
demands
and
programs
to
really
start
to
infuse
our
our
and
to
us.
And
then
the
good
news
is
on
the
net
new
iacv
pipeline
goal,
which
is
kind
of
the
most
important
one.
A
If
you
look
at
the
revenue
model
goals,
we
are
well
exceeding
plan.
I
also
like
time
shift
three
months
out
with
the
revenue
model
and
look
at
August,
September
and
October
goals,
because
the
reality
is
probably
somewhere
in
between.
We
need
to
time
shift
the
model
and
that's
something
we
haven't
done
yet.
So
I
do
look
at
that
and
even
if
you
time
shift
out
three
months,
which
probably
isn't
we'll
probably
end
up
at
like
one
and
a
half
months
or
two
months,
we're
still
at
102
percent
of
goal
for
net
new
ICV
pipeline.
A
So
that's
where
we
are
on
the
metrics
just
to
show
you
the
dashboard
lots
of
changes
this
month,
we've
added
new,
unique
email
addresses.
This
is
important,
because
these
are
the
people
who
are
building
our
database.
That
could
be
come
in
to
else
through
email,
marketing
and
through
other
things
that
we
might
engage
them
with.
A
So,
as
you
can
see,
over
the
last
six
months,
we've
been
much
much
better
at
rapidly
adding
emails
to
our
database
that
we
can
harvest
later
through
the
email
marketing
our
MQL
s
in
July
have
bounced
back
a
bit,
which
is
great
to
see.
We
still
have
work
to
do
as
I
just
talked
about,
and
what
I
really
need
to
see.
A
Converted
mq
LS
shows
you:
what
of
these
things
have
been
converting
and
converted.
Mq
ELLs
have
sort
of
you
know,
have
a
similar
shape
to
MQL,
so
our
conversion
rate
is
it's
changing
dramatically,
we're
a
little
bit
up
this
month,
so
our
conversion
rates
getting
a
little
bit
better
and
I'd
like
to
see
this
go
up
relatively
quickly,
because
honestly,
I
materials
are
important
but
converted
MT,
Wells
or
even
more
important,
because
those
are
the
ones
that
are
turning
into
opportunities
down.
Here
we
have
opportunities
in
pipeline.
A
I've
talked
about
our
a
CV
achievement
net
new
in
the
in
the
slides,
but
here
you
can
see
the
number
the
total
there
are
7.3.
You
can
also
see
now
by
segment
where
that
pipeline
is
growing,
and
so
you
can
see
a
large
is
super
healthy.
We
need
to
continue
to
work
on
mid
market
and
SMB,
although
SMB
had
a
nice
bump
in
the
last
couple
of
months
as
well.
A
This
is
where
we
start
to
see.
Xdr
performance
you
can
see
it
by
XD
are
like
I
said
we
had
a
nice
bounce
back
to
not
quite
an
all-time
high,
but
I
think
we're
gonna
potentially
get
there.
Actually,
it
looks
like
in
past
few
minutes,
we've
passed
our
all-time
highs,
so
in
terms
of
actually
accepted
opportunities.
This
is
sa
OS
by
XD
RS.
This
is
cool
because
this
just
happened,
but
in
April
we
had
271,
which
is
our
high-water
mark,
and
we
are
now
at
273
for
July's.
A
Hopefully
we'll
get
a
few
more
tomorrow,
so
congrats
to
the
XD,
our
team
for
really
answering
the
call
this
month.
You
can
also
see
here,
let's
see
something
I'm
pretty
excited
about,
which
is
xvr
closed.
One
opportunities
so
now
in
July,
we're
up
to
95.
Xd
are
closed,
one
opportunities,
so
these
are
opportunities
that
were
created
by
you
know.
A
These
were
sa
OS
previously
that
closed,
so
we're
up
to
95
in
July
after
really
strong
month
in
June-
and
you
can
see
over
here
the
closed
one
eye,
a
CD
from
those
total
of
1.1
million
already
in
July
and
1
million
in
June.
So
we
will
set
records
for
xvr
source
to
closed
one
counts
and
iacv,
which
is
great
because
that
gram
is
paying
off
so
really
happy
about
that
I'm.
A
couple
things
about
this
for
the
future.
A
If
you're
looking
at
this
up
here
on
your
filters,
you
can
now
filter
by
team,
you
can
filter
by
sales
segment
and
you
can
filter
by
source.
So
if
you
want
to
go
in
and
see
how
we're
doing,
for
example-
and
you
know
amia,
you
can
click
that
filter,
you
can
also
do
add-on
business
and
other
types
of
opportunities
and
hit
apply,
and
you
can
see
how
everything
from
our
database
to
our
mq
LS
to
our
conversions,
an
opportunity
pipeline
is
growing
by
team
or
by
segment.
A
So
let
me
flip
back
over
now
to
the
deck
a
couple
more
things
here:
pipe
to
spend
program
analysis
I
already
talked
about
this,
but
field
marketing
continues
to
do
well
and
exceeds
their
five
to
one
pet
to
spend
target.
We
are
gonna
be
as
soon
as
we
can
moving
this
over
to
visible
for
full
path
attribution.
So
this
will
change,
but
you
know
for
now.
This
is
a
good
approach
and
we
can
see
that
our
field
marketing
spend
today
is
achieving
that
goal.
A
Campaigns
are
a
bit
of
a
mixed
bag.
Right
now,
so
I
would
say
just
commit
is
an
urgent
concern
and
we
know
this
and
we
there's
some
concerns
about
how
we
report
that's
part
of
it,
and
there's
also
just
concerns
about
the
program,
and
we
are
going
to
embark
on
revamping
and
simplifying
that
ASAP,
especially
considering
force
management's
coming
out
you're
going
to
see
us,
simplify
and
adapt
to
the
forest
management
value
drivers
and
things
quickly,
the
competitive
the
campaign
is
actually
doing
quite
well.
A
We
just
aren't
spending
enough
money
on
it,
so
we
need
to
increase
that
and
we
also
need
to
kind
of
simplify
the
messaging,
but
it's
actually
performing
pretty
well
so
again,
and
this
is
visible,
full
path
attribution
a
couple
more
things
customer
case
studies.
We
did
five
for
the
quarter,
plus
a
video
and
then
a
lot
of
great
a
our
momentum
this
month
and
this
quarter
so
including
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Enterprise,
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