►
From YouTube: Marketing Key Meeting June 2019
Description
GitLab CMO Todd Barr walks through the monthly marketing metrics and OKRs.
A
A
A
A
A
We
are
still
on
track
for
net
new
business
opportunity
creation
and
pipeline
creation,
even
if
you
look
three
months
out
on
our
model,
which
is
really
what
we
should
be
doing
to
put
some
time
phasing
in
our
model,
but
we're
still
on
track
for
that.
So
thank
you
to
this
sales
team.
For
your
part,
in
helping
with
that,
and
and
ultimately
that's
the
most
important
metric
right
now,
Field
Marketing
pipe
to
spend
is
improving.
A
A
Watching
I've
moved
MQ
Elle's
from
on
track
to
watching
we
had
a
little
bit
of
a
kind
of
dip
last
month
in
total
MQ
LS
that
were
watching
and
really
I
think
this
goes
back
to
continuing
to
need
to
improve
the
website
and
our
demand
gen
activities
and
but
we're
okay.
But
we
need
to
continue
to
watch
that
because
the
numbers
only
get
bigger
SDR
closed,
one
iacv,
actually
June
is
looking
better
already.
So
that's
good,
but
you'll
see
that
chart
here.
A
In
a
minute
case,
steady
velocity
moved
that
from
an
urgent
concern
to
a
needs
improvement
for
two
reasons.
One
is
we
hired
a
custom
customer
content
writer,
which
was
one
of
the
problems
we
had
identified
and
while
we
had
one
case
study
published
in
May,
we've
already
had
two
published
in
June
and
all
three
of
them
are
fantastic
single
application,
use
case
case
studies
and
we're
taking
a
deeper
dive
this
month
into
MQL
conversion
rates,
because
those
aren't
where
they
need
to
be
website.
Traffic
continues
to
be
kind
of
our
urgent
concern
top
of
funnel.
A
Although
there
were
some
good
indications
of
some
improvement
in
our
SEO
strategy,
which
is
great,
sdrs
AOS
really
did
not
do
well
this
month
or
last
month
and
we'll
show
you
that
data
I
think
contribute
had
quite
a
bit
to
do
with
it,
as
well
as
some
other
changes
that
that
are
sort
of
going
into
effect.
There
and
last
case
study
shouldn't
be
on
here
again,
so
my
bad
on
that
and
taking
that
off.
So
let
me
go
on
to
community
metrics.
A
You
can
see
the
meet-up
velocity,
which
is
awesome,
the
contributions
with
12
dotto.
We
had
another
new
record
with
228
wider
community
contributions,
which
is
excellent,
so
good
job,
David
and
team.
On
that
and
Ray
we
took
a
little
dip
in
channel
response
time.
David
thinks
it's
mostly
due
to
PTO
on
the
team
and
expects
that
our
response
time
should
normalize
back
to
kind
of
in
the
8
and
1/2
range
or
closer
to
the
target.
Next
month
top
of
funnel,
you
can
see
that
we
are
doing
a
great
job,
growing
LinkedIn
program.
A
A
So
this
has
been
an
ongoing
kind
of
needs,
improvement,
concern
and
the
where
we
are
right
now
is,
you
know,
27.8%
year
over
year,
and
we
we
measure
web
traffic
year
over
year,
because
we
need
to
be
able
to
see
kind
of
how
that's
growing
over
time
and
a
little
bit
up
over
last
month.
But
the
difference
this
month
is
that
we
started
to
look
at
web
traffic
by
region
to
see
where
were
weak
and
where
we're
not.
A
Some
good
news
here
is
that
North
America
is
accelerating
and
which
is
great
and
also
is
as
a
healthy,
45
percent
year-over-year
growth
in
terms
of
new
visitors
still
not
enough,
but
we're
seeing
good
healthy
growth
month
over
month,
as
well
as
year
over
year.
June's
gonna
look
a
little
different
because
of
that
big
June
2018
surge
from
the
github
acquisition,
but
hopefully
we
can
maintain
some
momentum
and
still
be
ahead
of
where
we
were
last
year.
A
Tamm
I'm
going
to
skip
through
this
is
not
up.
Very
much,
doesn't
surprise
me
and
amia.
I
think
this
is
a
focus
area
for
us
is
that
with
strong
growth
or
started
strong
traffic
from
amia,
but
not
enough
growth,
and
so,
as
we
think
about
growing
our
web
traffic
amia
needs
to
get
on
track
a
bit
from
that
perspective,
and
now
that
we
know
that
we
can
focus
on
that
a
pack
again,
not
a
huge
focus
area
for
us,
but
ok,
year-over-year
growth
and
a
little
bit
of
month
over
month
growth.
A
But
we
need
to
see
this
continue
in
the
a
pack.
If
you
double-click
on
this
you'll
see
that
we
had
a
huge
surge
in
China
in
June
2018
in
July
back
last
year,
again
with
the
github
acquisition
that
surge
has
vanished,
so
web
traffic
and
in
China
is
actually
flat
relative
to
last
year.
So
you
can
see
that's
one
of
the
drivers
for
why
the
growth
isn't
where
we'd
like
it
to
be
necessarily
there's
a
few
more
slides
in
here
that
you'll
see
when
you
go
to
the
link.
A
I
did
want
to
point
out
that
we
are
seeing
some
improvement
in
SEO
finally,
and
our
SEO
efforts-
and
these
take
time
and
so
I
want
to
just
give
the
digital
marketing
team
some
kudos
here,
kubernetes
Google
ranking
went
from
21
to
12,
which
is
probably
second
page
now,
which
is
great.
You
can
see
a
little
bit
of
improvement
in
DevOps.
A
You
can
see
quite
a
bit
of
improvement
and
continuous
integration,
which
has
been
a
focus
area
for
us
and
a
lot
of
minor
improvements
across
the
board.
Continuous
delivery,
dev
sec,
ops,
source
code
management,
so
lots
of
work
to
do,
but
these
numbers
are
finally
moving
in
the
right
direction,
which
is
exciting
to
see
so
I'm
going
to
skip
to
funnel
conversions.
Now,
all
of
our
funnel
conversions
metrics
are
now
in
periscope.
So
thank
you,
Robert
on
the
marketing
operations
team.
A
For
that,
a
couple
of
just
highlights
before
I
get
to
that
is
speed
to
lead,
continues
to
trend
in
the
right
direction,
not
really
a
worry
right
now
and
the
team's
going
to
continue
to
get
better
at
that,
as
we
kind
of
rethink.
How
we
do
this
first.
In
the
SDR
organization-
and
then
this
is
SDR
attainment
you'll
see
this
metric
reflected
also
in
answered
the
overall
goals,
but
Mei
was
a
tough
month
for
attainment
for
the
SDR
organization.
A
Part
of
this
is
due
to
contribute
and
everybody
being
out
for
a
period
of
time
and
I.
Think
that
helped.
You
know
you
lose
a
lot
of
momentum
when
you're
out
for
a
week.
From
that
perspective
and
the
per
ramped
rep
si
owes
last
month
was,
you
know,
close
to
seven
seven
and
a
half,
so
yeah
we're
significantly
down
in
May
and
June
is
looking
better
again,
but
we
have
to,
as
were
thinking
through
the
SDR
organization,
making
sure
that
we
continue
to
get
a
high
rep
aterna
that
we've
had
in
the
past.
A
A
Okay,
so
that's
not
gonna
really
work,
but
you
can
get
the
shape
of
these
graphs,
so
the
MQ
LS
by
date-
and
this
is
with
initial
source
here.
So
you
can
see
that
and
you
can
see
that
in
May
we
sort
of
pop
back
down
so
we'd
hit
a
17
yeah
17
under
no
sorry
total
close
to
10k
or
a
little
over
10k
in
May,
and
we
were
down.
You
know
in
the
9,000
range
for
sorry
in
April
and
we're
down
to
the
9,000
range
in
May.
Again.
This
is
something
we're
watching.
A
It
looks
like
June
is
gonna,
be
similar
to
May
and
we'll
see
kind
of
how
that
rolls
out
over
time
by
segment
over
here.
One
of
the
things
we're
going
to
be
doing
with
this
marketing
metrics
dashboard
is
making
segments
region
segment
and
region
both
Universal
filters
for
this
dashboard,
so
that,
if
you're
in
a
region,
you
can
come
in
here
and
quickly
filter
this.
A
So
you
know
interesting
sorry
in
June,
here
a
little
bit
less
SMB
kind
of
a
little
bit
less
across
the
board,
still
a
high
number
of
unknown
that
we've
got
to
get
to
the
bottom
of
and
then
converted.
The
conversion
rate
seems
to
be
about
the
same.
We
are
doing
a
conversion
rate
analysis
this
month,
because
this
conversion
rates
not
good
enough,
and
we
need
to
dig
into
that.
A
It
could
be
that
that
mq
ELLs
as
we're
measuring
them
aren't
qualified
enough
yet
and
we
need
to
change
our
lead
scoring
or
it
could
be
that
we
also
need
to
improve
our
conversion
processes.
So
both
of
those
are
possibilities
and
we're
looking
into
that
this
month,
opportunities
so
again,
you'll
see
reflected
in
the
STRs
AOS,
similar
to
what
we
saw
with
attainment
is
may
sort
of
dropped
off.
A
Bdr
SI
OS
were
another
new
high.
So
congratulations
to
the
BB
r
team.
This
continues
to
improve
str
closed
one
opportunities,
so
we
sort
of
peaked
in
in
March
in
terms
of
number
of
opportunities
and
may
was
similar
to
April
in
terms
of
amount
of
IAC
be
closed,
one
on
STR
generated
opportunities.
June's
already
higher,
so
that's
good
from
an
IAC
V
perspective.
A
It
looks
like
there's,
probably
a
larger
deal
or
two
in
there,
but
continuing
to
climb
and
maybe
we'll
hit
a
record
in
terms
of
IAC
be
close
one
by
the
end
of
June
overall
net
new
business
opportunity
creation
May
was
another
strong
month
again,
thanks
to
partnership
with
sales
and
another
strong
month
in
terms
of
iacv.
This
number
you
know
sort
of
moves
over
time
as
the
iacv
of
these
net
new
opportunities
changes.
A
June
is
actually
looking
decent
from
an
opportunity,
count.
Creation
and
probably
will
end
up
similar
to
where
we
were
in
May
in
terms
of
net
new
business
opportunity
creation
from
an
icy
feed
perspective,
again
largely
dependent
on
some.
You
know
when
you
have
a
big
deal
in
there.
It
brings
those
up.
We
need
to
be
shooting
a
net
new
business
opportunity
creation
iacv
for
that
six.
Seven
million
dollar
range,
because
those
are
the
numbers
we're
supposed
to
be
hitting
kind
of
two
to
three
months
out.
A
So
I
feel
pretty
good
about
our
net
new
business
pipeline,
thus
far
our
May
MQL.
So
let
me
go
back
up
here.
Our
May
and
QL
goal
was
ten
thousand,
so
we
understood
that,
probably
by
about
ten
percent.
So
that's
why
we
need
to
keep
looking
at
the
MQ
l's
and
make
sure
we
refresh
I
think
we're
due
for
a
refresh
on
our
homepage
and
to
look
again
at
you
know
how
we
can
put
more
conversion
opportunities
throughout
our
site
and
we're
doing
Network
last
here
is.
A
Yeah,
so
this
this
is
the
probably
should
be
up
here
closer
to
the
STRs
AOS.
It
makes
sense
that
this
was
down
in
may
again.
We
were
on
a
pace
of
you,
know
around
three
million
a
month
of
net
new
pipeline
creation
from
the
SGR
organization,
and
we
were
down
about
the
same
as
as
the
STRs
is
okay
cool.
So
let
me
flip
back
over
to
a
couple
more
metrics
in
here
pipe
to
spend
not
much
to
report
here
as
we,
you
know,
try
to
improve
our
pipe
to
spend.
A
Overall,
you
know
field
events
continue
to
pay
for
us.
Organic
continues
to
pay
for
us
everything
else.
We're
sort
of
up
and
down.
More
importantly,
on
our
spend
of
field
marketing
spend
we're
not
spending
enough
money
here,
and
we
got
to
continue
to
to
spend
more
on
field
marketing
and
it's
not
about
the
number
of
activities,
but
adding
some
digital,
those
and
kind
of
supersize
them
a
bit
as
best
we
can,
but
our
overall
type
to
spend
for
field
marketing
programs
continues
to
rise.
A
So
we're
now
at
six
point:
seven,
nine
from
six
point,
four,
four
and
April
and
five
point
six
in
March,
and
what
I
like
to
see
on
here
is
that
we
have,
if
you
look
at
many
of
these
things
or
some
DevOps
days
on
here,
there's
a
lot
of
things
that
have
been
happening
and
kind
of
q1
and
q2
that
are
already
on
this
list
of
hi
pipe
to
spend,
which
is
exciting.
So
it
means
that
the
newer
programs
that
they're
running
are
doing
well
last
thing:
I
metrics
is
customer
case
studies.
A
We
had
one
in
May
on
our
goal
of
two,
but
we
already
have
two
in
June,
and
these
are
awesome
case
study,
so
I
would
recommend
that
you
click
on
them.
All
three
of
them
are
either
migrations
from
other,
more
complex
tools
and
single
application
stories
of
sort
of
the
combination
of
SCM
and
CI
and
other
things.
So
pretty
happy
with
those
case
studies
and
something
that
we
need
to
make
sure
we
Abell
the
sales
to
use
last
thing.
I
want
to
do
is
just
quickly
go
through
the
queue
okay
ours
to
date.
A
A
We
had
talked
about
an
MVC
redesign
of
the
explore
page
and
maybe
some
NBC
in-app
messaging-
we're
not
really
able
to
do
that
and
execute
on
that
without
the
help
of
the
engineering
and
the
growth
team
and
so
far
it's
sort
of
been
pushed
out
based
on
resources
available
and
the
PM
growth
team.
So
that's
a
discussion
we
can
continue
to
have.
We
are
obviously
active
in
the
POC
of
the
telemetry
project.
A
There's
a
lot
of
focus
on
technical
content.
I
don't
think
we're
there.
Yet
to
be
honest,
some
of
these
so
there's
you
know,
there's
good
production
but
I'd
like
to
see
some
more
technical
blog
posts
and
things
like
that
and
some
more
how-to
there's
some
of
that
in
here,
so
feel
free
to
click
through
what's
been
created,
thus
far
corporate
marketing.
We
also
did
hire
a
technical
content
content
editor,
which
is
great.
We
are
working
on
a
lot
of
this
cross-functional
content
alignment
across
marketing.
A
That's
been
a
big
focus
for
us
and
we're
actually
making
tons
of
progress
on
that.
We
now
have
you
know
a
single
source
of
truth
for
content
in
production
and
content
delivered
and
available,
and
then
we're
filling
in
our
gaps
now.
So
that's
good
technical
evangelism
is
doing
great
and
on
track
largely.
A
You
know
a
month
type
of
cadence
now
going
forward
and
there's
a
lot
more
in
here.
Cube
con
was
a
big
success
for
both
the
corporate
marketing
team
and
the
technical
evangelism
team.
So
I
invite
you
to
kind
of
check
this
whole
document
out,
and
let
me
know
if
you
have
any
questions:
okay,
I'm
gonna,
stop
there
there's
some
commentary
and
the
notes
about
what
we
changed.