►
Description
Brainstorming and alignment between Large segment campaigns, DMP, PMM, and Content teams to framework the ideal ENT buyer's journey.
A
The
campaign
team
and
the
dmp
team,
we
are
starting
to
visualize
and
kind
of
just
brainstorm
to
get
a
rough
idea
of
how
this
will
look
and
to
end
and
understanding
that
every
team
is
responsible
for
different
parts
of
the
funnel.
We
just
want
to
make
sure
that
whatever
we're
thinking
is
not
like
completely
off
from
what
everyone
else
is
thinking,
so
we
thought
we
would
share
the
mural
of
our
brainstorming
session
and
see
you
know
where
the
like.
A
You
know
where
we
should
align,
and
if
this
is
something
is
completely
off,
then
we
should
quit
accordingly
to
your
plans
and
actually,
let
me
share
my
screen
really
quickly
so
yeah,
if
you
all,
have
access
to
the
mural,
that's
linked
to
the
agenda,
but
really
taking
a
look
at
this
example.
Enterprise
practitioner
persona
journey
and
just
to
kind
of
like
give
a
few
background
on
how
we
decided
to
visualize
it
this
way
or
the
reasoning
behind
the
framework.
A
First,
I
think
we
want
to
make
sure
that
we
are
in
line
with
the
the
goal
of
winning
with
vcc
nci
sln
campaign
and
utilizing
demand-based
intent
data
where
available
and
then
leveraging
github's
content,
where
applicable,
to
help
with
mql
to
essay
conversion.
Just
because
we've
seen
just
from
our
learnings,
with
the
campaign
launched
like
the
first
half
of
the
year,
that
git
ops
actually
have
really
high
mql
to
seo
conversion
and
then
also
looking
at
the
slides
that
product
marketing
produce,
which
I
believe
is
this
one.
A
B
One
is
managing
infrastructure
and
managing
their.
You
know
the
configuration
of
the
platform
and
the
infrastructure.
That's
git,
ops
right,
so
it's
a
different
persona
as
much
as
it
is
so
there,
but
get
ops.
Arguably
touches
on
many
of
the
capabilities
that
you
would
ship
that
you
would
see
in
version
control
and
ci
and
cd.
If
that
makes
sense.
A
A
C
And
just
to
kind
of
set
the
scene
here
like,
I
know
that
the
campaign
managers
maybe
have
been
jumping
ahead
and
starting
to
build
out
some
of
the
visualization
of
how
we
think
about
running
the
campaigns.
But
this
needs
to
be
a
collaborative
concert
effort.
We
really
need
the
like.
We
need
to
lean
on
your
your
team's
areas
of
extra
expertise
in
developing
what
these
persona
based
fire
journeys
look
like.
C
But
this,
I
think
the
ci
to
vcnc
to
ci
to
get
ops
was
also
generated.
I
shared
with
them
the
stage
expansion
deck
that
you
have
john
by
use
case.
I
put
it
into
the
notes.
That's
the
one,
I'm
looking
at
okay,
slash
solutions
to
categories,
so
I
think
that
that's
also
where
some
of
the
thinking
is
coming
from
yeah,
which
which
is.
B
B
Please
do
not
take
it
as
being
the
the
it's
not
the
final
answer,
but
it
gets
the
story.
It
gets
the
point
across,
but
I
think
that's
really
important
to
understand
that
when
we
say
get
ops,
we're
talking
about
totally
different
personal,
and
so
that's
why
it's
interesting.
It's
also
interesting
because
the
ops
side
of
an
organization
typically
has
more
money
than
the
developer
side
of
the
organization.
A
B
And
and
and
I'm
gonna
actually
do
you
want
me
to
derail
you?
How
much
do
you
want
me
to
derail
you,
because
I
think
we
should
be
talking
about
cloud
native
and
and
the
reason
the
reason
I'm
going
to
say
this?
Can
I
look
you
want
to.
Let
me
share
just
for
a
quick
second
or
two
and
I'll
share
something
that
I've
been
working
on
and
and.
D
B
A
a
work
in
progress,
so
I'm
working
with
my
team
literally
thursday,
we're
gonna
go
double
click
into
this,
but
it's
based
upon
it's
based
upon
some
of
the
the
data
from
todd's
strategy.
It's
based
upon
looking
at
a
couple
of
things
that
we're
doing
as
a
team
parker's
seen
this
but
yeah,
and
I'm
going
to
walk
through
really
really
really
really
fast.
But
if
this
is
you
and
y'all
are
familiar
with
todd's.
Second
half
you
know
the
the
new
go
market
strategy.
B
B
And
then
for
for
at
least
the
strategic
marketing
team,
I'm
using
this
as
a
as
a
way
for
us
to
build
alignment.
That's
this
is
what
it
means
for
us.
But
then
I
said
you
know
because
use
cases
are
stored
in
the
opportunity,
because
this
the
sales
reps
indicate
the
use
case
in
the
command
plan.
We
can
start
to
understand
what
their,
how
they're
coding
the
opportunities,
and
I
did
some
quick
analysis-
and
I
said
what
are
the
top
five
use
cases
looking
at
the
last
two
years
of
data
in
salesforce.
B
Cloud
native
seven
million
dollars
is
significantly
new
business.
That's
interesting
then
slide
four
was
another
slice.
I
did
same
data
again
this
time
slicing
by.
Where
is
it
at?
What
stage
is
that
and
to
see
when
loss
and-
and
the
story
is
this-
that
vcc
version
control,
ci
and
dev
and
devops
we
win
more
than
we
lose?
We
generally
win
more
than
we
lose
cloud
native.
B
We
win
a
lot
more
than
we
lose
like
six
to
one
six
out
of
seven
times
we
win
versus
one
time
we
lose
cloud
native
was
like
blew
my
mind
that
there's
nine
hundred
thousand
dollars
of
lost
opportunities,
but
six
point
one
million
of
one
of
wins
that
was
interesting
in
a
big
way,
but
either
way.
I
use
this
as
a
way,
and
I'm
going
to
use
this
with
my
team
later
on,
to
talk
about
some
of
the
strategies
I'm
going
to
do.
I
want
to
share
just
from
a
data
for
a
context
perspective.
B
It's
not
looking
at
what
we
see
in
marketo
and
invisible
in
pipeline,
but
it's
looking
at
stuff.
That's
actually
in
salesforce
closed
one
closed
status
on
the
opportunity.
So
data
point
to
share:
I'm
done,
I'm
stopping
derailing
a
meeting,
but
it's
why
I
think
we
should
at
least
contemplate
playing
with
cloud
dative.
C
B
B
So
you
know
it's
going
to
vary
by
sales.
Rep,
it's
not
going
to
be
perfect,
but
it's
going
to
give
us
a
clue
and
it
and
I
share
it
only
because
I
think
it
gives
us
a
clue
but
either
way
the
cloud
native
wind
lost
was
surprised,
surprised
me
that
that
really
surprised
me,
but
it
validates,
I
think,
version
control
and
ci
is
being
our
focus.
A
B
I
think
I
think
I
I
I
honestly
believe
that
someone's
trying
to
solve
for
cloud
native
if
they're
working
on
a
cloud
native
project
and
if
you
go
back
to
the
slides
that
you
shared
earlier
yeah,
I
think
they're
touching
lots
of
gitlab.
I
think
they're
solving
for
they're
solving
for
they're
adopting
basically
gitlab
because
of
what
we
provide
with
the
ability
to
help
manage
kubernetes
and
microservices.
B
I
think
they're
touching
on
many
of
these.
I
don't
know
for
sure
if
they
are
going
to
go
sequentially
from
one
to
the
other
to
the
other.
That's
why
cloud
native
is
represented
this
way.
It's
it's
curious.
I
haven't
dug
deeper
into
this.
What
you're,
seeing
with
my
analysis
was
from
about
two
weeks
ago.
B
A
B
So
the
way
I
think
of
the
here's,
the
way
I
think
of
it
is
if
an
organization
said,
or
a
team
has
said,
we're
going
to
adopt
cloud
native
and
microservices
and
architecture
as
a
way
of
thinking
about
the
way
we
develop.
Applications
that
that's
when
that's
what
we're
talking
about
cloud
native,
we're
talking
about
people
who've
adopted
that
architectural
mindset
and
we're
not
thinking
about
well,
it's
just
this
part
of
the
life
cycle.
They're
they're,
full
in
they're,
all
in
at
that
point.
B
E
B
Talk
about
version
control
and
collaboration,
we're
talking
about
changing
the
practices
of
version,
control
and
collaboration
for
the
organization.
We've
got
to
get
better
at
how
we
manage
sources
but
period
full
stop
across
the
board.
It's
not
we're
re-architecting
our
applications,
but
we're
going
to
get
better
at
this
practice.
That's
why
it's
sort
of
the
vertical
thing
of
adoption,
whereas
we
say
we're
going
to
we're
going
to
reinvent
our
applications
and
we're
going
to
adopt
microservices
as
a
architecture
and
a
framework
and
call
it.
B
It's
called
cloud
native
as
a
way
of
working
using
containers
and
kubernetes
to
manage
everything
and
we're
going
to
build
things
into
small
incremental
pipe
parts.
Then
you
know,
then
it's
a
that's
why
it's
the
across
the
board?
It's
not
it's
not
like
you
start
with
one
and
the
other,
then
all
of
a
sudden
you're
doing
cloud
yeah.
D
You
wouldn't,
like
you
know,
get
an
entry
port.
You
know
vcc
ci
and
then
all
the
sudden
stuff
and
be
like
oh
yeah,
now
we're
gonna
go
cloud
native.
If
that
makes
sense
right
you
could
you
could
essentially
rework
you
could
have
your
whole
development
process
not
using.
You
know,
microservices
and
not
using
containers
like
that,
and
then
you
can
rework
your
whole
process
right,
essentially
to
be
cloud
native
right
and
and
do
the
same,
accomplish
the
same
thing
that
you
were
going
to
accomplish
in
a
cloud-native
manner
right
leveraging,
containers
microservices.
D
B
I
mean
I
get,
I
guess
the
way
I
think
of
it
is
someone
who
says
they're
doing
cloud
native,
I'm
a
why
us
they're
not
doing
cloud
native
in
a
waterfall
way
right
there,
they're
already
full
in
on
devops
they're,
not
in
the
process
of
fixing
their
their.
They
are
in
a
more
advanced
state
of
things,
and
I'm
going
to
assume
that
if
I'm
talking
to
them,
I
don't
have
to
convince
them
on
the
benefits
of
any
of
these
different
parts
and
really
the
story
now
is
get
lab
solves
for
all
of
it.
A
A
B
Depends
right,
if
I'm
talking
to
the
team,
that's
building
and
re-architecting
stuff,
it's
a
land.
If
I'm
talking,
you
know
it
depends,
it
truly
depends
right.
If
I
it,
it
depends
upon
where
that
organization
is
at
and
where
do
we
get
our
entry
into
that
organization?
If
we
enter
into
the
organization
with
the
tools
team
that
are
working
on
a
sdlc
or
a
devops
transformation,
how
do
I
make
all
of
the
organization
more
efficient,
then
I'm
going
to
land,
probably
on
ci
or
version
control,
most
likely
both
those
are
the
two
typical
lands.
B
But
if
I
happen
to
connect-
or
we
happen
to
connect
with,
you
know
the
architect
and
she's
leading
the
cloud
native
transformation,
her
team
is
in
the
business
of
we're
going
to
roll
out
and
rethink
microservices
and
and
re-architecting.
You
know
they're
the
innovation
team,
then
guess
what
I'm
going
to
lan.
I
could
land
there
too,
just
as
well
as
I
could
land
anywhere
else
and
the
compelling
nature
of
get
lab
is
look.
It
simplifies
all
this.
It's
all
in
one
place.
B
You
don't
have
to
cobble
together
all
the
different
tools
and
the
end
end
story
of
gitlab
becomes
really
compelling,
and
not
not
only
to
go
harder
on.
This
is
that
some
of
the
things
we're
doing
as
we're
entering
just
in
this
most
recent
release
we're
introducing
more
enterprise
level
cloud
native
capabilities
with
the
with
the
kubernetes
agent
and
so
we're.
B
I
don't
know
I
I
I
just
don't.
I
don't
want
us
to
dismiss
it
because
of
what
I
think
there
was
enough
data
in
salesforce.
That
at
least
makes
me
curious,
and
if
we're
thinking
on
a
very
long
horizon,
we
should
it
should.
It
should
be
on
our
radar,
as
should
cloud
native,
but
the
cloud
native
campaign
hasn't
showed
up
in
the
opportunities
yet
and
that's
curious.
B
A
B
D
Yeah,
well,
that's
something
for
us
to
we
could.
We
could
chat
more
about
that
too,
because
I
think
yeah
that's
a
strategy
that
we'll
find
a
lot
regardless
of
where
these
people
are
on
their
journey
right.
It's
a
strategy
that
they
could
be
adopting.
You
know
throughout
multiple
places,
if
that
makes
sense,
yeah.
A
A
Assuming
that
you
know
now,
I
think
I'm
gonna
probably
remove
the
gitops
portion
of
this,
but
focusing
on
ci
and
vcc
for
now,
and
we
can
definitely
continue
to
build
on
it
with
cloud
native
and
whatnot,
just
kind
of
like
with
the
what
we
have
currently
right
now
we
we're
gonna
work
with
a
lot
of
the
account
target
list
for
the
large
segment.
So
I
really
start
with
the
list.
Sorry
for
this,
so
basically
we
kind
of
I'm
thinking
about
segmenting
the
different
lists
into
by
stage
and
by
use
cases.
A
Specific
and
just
any
inbound
kind
of
non-use
case
leads
coming
in,
oh
from
like
events
or
whatnot,
we're
thinking
of
doing
kind
of
like
a
pit
social
email
and
display
channel
to
pushing
them
to
like
a
use
case,
agnostic
factory,
track
to
let
them.
Basically,
this
is
very
top
funnel.
So
like
let
them
it
starts
with
the
enterprise
page.
But
then
it
will
follow
with
kind
of
like
pcc
blocks.
Yeah
I
blocked
it
off
get
off.
A
E
B
But
if
we
know
they're
already
focusing
on
this,
where
we
want
to
try
to
tell
our
story
about
how
does
gitlab
solve
this
problem
is
really
where
the
solution
page
should
start
that
conversation
and
then
we
would
want
to
be
able
to
to
lead
them
further
on.
So
the
topic
pages
of
the
solution
pages
should
work
together
at
some
level,
so
we
can
think
about
how
we
we
connect
them
and
it
depends
upon
whether
or
not
we're
trying
to
talk
to
someone
about
the
abstract.
B
F
And
I
totally
agree
with
everything
you
just
said,
john
and
the
other
thing
I'm
thinking
here
is,
if
we're
not
quite
sure-
and
you
know
about
the
exact
intent
of
these
people,
if
we
came
up
with
a
single
blog
post
that
we
are
driving
all
these
people
to
that
describes
the
problem
a
little
bit
but
gets
pretty
quickly
into
how
gitlab
can
solve
it.
It
gives
us
a
little
bit
more
opportunity
to
craft
a
specific
story
for
this
person,
but
we
could
also
test
a
blog
post.
We
put
together
the
solutions
page.
A
B
B
Those
kind
of
problems
they're
searching
for?
We
want
them
to
find
those
topic
pages
right,
but
when
the
journey
starts,
that
solution
page
really
is
where
we're
selling
them
we're
going
from.
This
is
where
we're
converting
from
being
aware
of
the
problem,
but
this
is
awareness
where
gitlab
solves
the
problem.
A
We
would
also
then
send
the
target
accounts
with
vcc,
intend
that's
already
an
inquiry
stage,
having
contacts
in
that
inquiry
stage
to
using
paid
social
email
and
display
to
the
same
offer,
and
then,
if
say,
they
responded
to
it.
We
will
then
put
them
into
an
awareness
nurture
which
is
linked
to
that
factory.
B
I
would
think
we
would
also
have
a
path
factory
path
attached
to
this,
and
this
is
and
parker
by
the
way.
This
is
true
for
ci
too,
but
I
think
we
would
have
a
path
factory
path
attached
to
the
solution
page
as
well.
It
says
boom
boom
boom.
Here's
the
other
things
you
should
see.
I
would
think,
maybe.
F
I
would
think
so
too.
I
would
think
that
that
workshop
is
something
that
would
be
within
a
path
factor
experience,
because
the
other
thing
we
have
to
consider
that
the
web
team
is
thinking
about
with
these
pages
is
the
topics
pages
main
cta
is
a
demo,
and
I
think
the
solutions
is
free
trial
and
it's
going
to
be
a
tough
sell
with
danielle
to
change
that
primary
cta
from
start
a
trial
to
attend
a
workshop
or
a
demo.
F
It's
not
impossible,
but
and
it's
something
we
could
test,
but
something
like
a
a
demo
definitely
could
be
included
in
a
path
factory
track
and
that's
where
we
could
start
to
mix
in
some
of
the
content
that
my
team
is
working
on.
Where
it's
you
know,
you
have
some
options
of
learning.
You
know
understanding
how
gitlab
solves
it,
and
if
you
need
a
deep
dive
into
some
sort
of
topic
related
to
it,
we
might
have
a
web
article
to
put
in
there
or
something
related
to
that
workshop
or
solution.
A
B
That
would
make
a
lot
of
sense
right
that
from
the
solution,
page
you're
going
to
point
them
to
that
demo.
I
mean
that
that
would
make
a
lot
of
sense
because
you're
on
the
solution,
page
the
and
I
get
it-
we
want
everyone
to
do
a
trial
sign
up
for
a
trial,
yeah,
yeah
you're,
here
learning
about
how
to
solve
ci
problems-
hey
sign
up
for
trial
might
be
a
little
bit
forward,
but
yeah.
D
Yeah
I
mean
that
could
also
still
be
incorporated
right,
I
mean
even
with
other
forms
of
content
or
workshop
right.
We
could
move
that
a
little
bit
farther
down
if
we
wanted
to
and
say
hey
all
right
cool
now,
you've
seen
now,
you've
seen
it
now.
You're
excited
here's
your
trial
by
the
way,
and
then
you
know
that
could
we
you
know,
I
think
that
could
be
an
option
as
well.
B
B
D
Yeah
for
sure,
because
if
you're,
if
you're
someone
that's
you
know,
leading
this
effort
or
you're
a
part
of
it
and
you're
like
oh
look,
you
know
t-mobile
did
this
look.
What
ubs
did
look?
What
goldman
sachs
does
you
know
and
when
you're
up
against
some
things
where
it's
like
man,
this
is
going
to
be
tough.
We
got
all
these
legacy
all
these.
You
know
all
the
excuses
that
could
possibly
come
up.
It's
really
cool
to
see
a
proof.
Point
that
says:
look
if
you
want
to
do
it,
it
can
be
done.
F
F
That's
a
really
solid
asset
that
includes
multiple
customer
stories,
all
driving
back
to
the
same
point
of
how
you
can
be
successful
with
those
two
tools.
So
it's
another
way
to
do
that,
especially
for
focusing
specifically
on
these
two
use
cases
and
we
focus
on
starting
with
those
two
assets.
It's
a
way
to
pull
that
together
I
mean
we
still
have
the
customer
story
pages,
but
it
gives
us
an
opportunity.
B
To
kind
of
brilliant
aircraft,
that's
brilliant!
We
should
absolutely
do
that.
We
should
absolutely
take
each
one
of
these
use
cases
and
think
about
a
collection
of
case
studies
in
a
in
a
single
asset,
because
that
that
actually
makes
it
easier
for
a
prospect
to
consume,
and
it
gives
us
a
single
offer
of
you
know.
Let
me
share
with
you
a
series
of
stories
about
success
of
customers.
Who've
overcome
this
challenge,
rather
than
rather
than
one
long
one,
because
nobody
wants
to
read
the
long
ones
we
need
we
can
make
it
bite
size.
B
E
B
G
F
F
B
Yeah
I
like
to
write,
I
mean,
I
think
I
think,
there's
a
case
study
that
that
tells
the
story
of
chris
hill
as
the
champion
who
introduced
gitlab
and
how
his
as
a
result
of
his
role
as
a
director
changed
the
organization.
So
other
people
who
are
in
chris's
role,
who
are
the
persona
of
chris,
will,
will
see
themselves
in
this.
B
B
Yeah
are
kind
of
they're,
not
very
intimate
in
the
sense
that
you
don't
see
the
people
in
them
yeah
and
they're
kind
of
abstract,
but
you
know
we
used
gitlab,
but
we
liked
it
and
a
lot
of
people
using
gitlab.
We've
gotta,
I
think,
rotate
hard
on
our
case
studies
in
two
different
directions:
one
around
the
people
making
them
much
more
and
maybe
one
maybe
one
customer.
We
write.
B
We
end
up
with
two
case
studies
right
one's
about
a
person,
another
one's
about
the
business
value,
but
I
think
on
one
hand
we
need
to
focus
on
the
people
make
it.
People
focused
about
the
champions
who
drove
success,
and
I
I
referred
to
it
as
a
mirror
like
you're,
looking
in
a
mirror
but
yeah.
The
other
way
is,
I
think
we
also
at
the
same
time,
have
to
also
really
get
get
really
get
focused
on
the
va.
The
business
value
from
a
proof
point
perspective
from
a
metrics
perspective.
B
E
You
know
I
I
that's
great
john.
I
think
that
you
hit
the
nail
on
the
head
of,
I
think,
where
we
stand
with
our
case.
Studies
now
like
something
somebody
like
an
individual
contributor
may
not
necessarily
find
those
enticing
to
read
or
valuable,
but
to
your
point,
if
we're
able
to
cater
the
case,
studies
to
actual
real
world
solutions
and
problems
where
people
are
can
see
themselves
in,
I
think,
has
a
lot
of
opportunity
as
we
build
those
things
out.
So
thanks
for
sharing
that
right,
yeah,
I.
G
Think
there's
a
christmas
about
chris
hill
in
particular,
was
the
hero
of
a
recent
case
study
that
I
wrote
and
also
a
blog
post
with
somebody
else
from
t-mobile
as
a
first-person
blog
post.
He
was
a
contributor
talking
about
how
the
adoption,
but
chris
hill
put
a
block
on
on
this
case
study
because
they
had
also
promoted
jenkins
about
a
year
and
a
half
ago,
and
they
didn't
want
to
make
the
same
mistake
by
promoting
gitlab
without
having
the
full
proof
points
that
they
needed
to
support
it.
So
that
will
come
out.
G
I
think,
within
six
months
to
a
year
he's
going
to
come
back
so
that
we
have
like
more
information
to
share
so
that
they,
because
they
hadn't
fully
adopted
gitlab
by
the
time
that
we
had
written.
That
case
study,
so
just
to
speak
to
that
like
he,
it
was.
The
focus
was
him
coming
from.
I
forget
where
he
came
from,
but
he
basically
was
the
deciding
factor
in
enforcing.
B
B
Is
there
is
a
class
of
case
of
hero,
focused
case
studies
or
hero
focus
stories
that
we
need,
which
are
you
know
loosely?
These
are
case
studies,
so
there's
there's
ones
where
we're
inspiring
people
to
be
like
chris
and
there's
another
one.
Where
we're
saying
look,
t-mobile
saved
this
much
money
or
you
know,
they're
much
more
organizationally
focused
both
are
both
are
really
important.
It's
not
like
one
or
the
other.
We
got
to
do
both,
but
so
either
way.
I
I
have
a
I'm
very
passionate
about
case
studies
in
ways
that
make
people
uncomfortable.
A
A
Will
that
be,
I
usually
go
to
that
ci
page,
that
parker,
for
example,
just
using
ci
as
an
example
that
parker
put
together
there's
like
case
studies
underneath
that
will
like
say
stuff.
You
know
speak
strongly
to
the
use
case.
Would
that
be
the
best
place
to
go
and
pick
those
case
studies
or
how
would.
B
You
know
it's
one
of
these
things
that
they're
it's
a
team
sport
on
how
we
do
this,
where
we
all
come
together,
and
I
love
the
I
absolutely
love
the
idea
of
a
consolidated
case
study
around
a
use
case
where
we
a
consolidated,
ebook
or
document
that
pulls
them
together.
That
could
be
really
powerful,
so
just
like
just
like
we
did
with
aws,
you
agree
that
was
which
is
really
cool.
G
A
A
A
F
What
do
I
think
of
this
stage?
I
think
again,
gitlab
should
be
involved
in
some
way
in
that
content,
which
is
normally,
I
never
say
that,
but
based
on
these
journeys
and
where
they're
at,
I
think
we
should
be
careful
like
if
somebody
has
done
a
demo,
we
probably
don't
need
to
give
them
the
like
introduction
to
get
ebook
or
something
like
that.
You
know
so.
E
F
B
But
you're
spot
on
erica
and
that's
where
I
think
these
nurturers
is
we're,
leading
as
we're
providing
someone
with
content
that
is
relevant,
that
they
we
think
they
need.
I
mean
what
we're
doing
is
we're
trying
to
anticipate
their
needs
and
offer
them
what
they
we
think
they
need
or
would
like.
Next.
If
we
get
this
right,
I
think
you're
exactly
right.
B
B
One
of
the
things
I
think
it's
interesting
agnes
about
the
idea
of
offering.
I
think
it's
worth
experimenting.
I
really
do,
although
I'm
I'm
hesitant
as
well,
is
that
if
I'm,
if
you're
in,
if
I'm
engaging
with
you
on
all
things,
get
and
all
things
how
to
do
version
control
and
and
get
how
gitlab
does
version
control,
then.
B
It's
it.
I
can
see
why
we
might
want
to
test
whether
or
not
I'm
also
interested
in
automation-
and
you
know
continuous
integration,
because
if
I
am
then
that
that
should
certainly
make
me
more
qualified,
I
mean
it
should
be,
it
would
be
a
I
think,
a
way
these
things
work
together.
I
think
that
makes
a
lot
of
sense,
but
so
I'm
saying
that
on
one
hand,
but
on
the
other
hand,
when
you
said
it
earlier,
I
sat
back
and
thought
if
they're
already
interested
in
buying,
we
think
they're
interested
in
buying
version
control.
A
E
E
C
This
is
this
is
a
big
topic
of
conversation
that
that
the
camping
managers,
digital
marketing,
like
that
we've
been
talking
through,
is
if
somebody
enters
through
one
use
case.
Do
we
just
stick
with
just
that
use
case
and
make
it
so
that
they
want
to
buy
back
by
gitlab
for
that
use
case,
or
do
we
make
sure
that
they
have
insight
into
some
of
the
other
capabilities
that
maybe
they're
not
aware
of
that
would
make
it
an
even
stronger
case
for
going
with
gitlab?
D
I
can't
see,
I
can't
think
of
many
cases
where
you
just
want
source
code
management
or
vcc
and
then
you're,
not
thinking
about
the
future
it'd
be
kind
of
like
getting
ci
and
not
thinking
about
the
future
of
you
know.
Automating
your
deployment
cd,
the
process
to
get
there
now,
that's
a
different
story.
Right
yeah.
B
It
makes
sense
to
weave
it
together
and
frankly,
it
makes
sense
to
weave
in
security
I
mean
I,
I
would
not
leave
out
security.
I
think,
there's
a
compelling
security
story
as
well.
I
mean
in
fact
part
of
vcc
includes
security,
so
we
don't
even
have
to
say
devsecops,
we,
you
know
one
of
the
market
requirements
for
for
version
control
is
about
managing
your
code
in
a
secure
way
which
allows
us
to
weave
in
our
security
story
without
going
overkill
on
it.
B
B
That
I
did
a
demo
dan
and
I
did
a
demo
or
dan
did
a
demo
with
bob
was
wrestleman
rifleman
ruffleman,
something
like
that.
Asg
he's
a
he's!
An
author
developer,
super
technical
guy
he's
doing
comparisons
for
us,
but
we
did
this
long
form
demo.
Last
week
we
I
have
a
recording
actually
and
when
dan
walked
him
through
the
merged
request,
process
of
creating
a
merge
request
and
then
making
a
change.
B
Because
he
was
it
really,
it
somewhat
rocked
his
world,
where
you
could
actually
see
him
think
about
what
we
were
saying.
He
said:
well,
that's
brilliant,
because
that's
so
much
more
efficient,
so
there's
something
to
be
said
for
us,
weaving
that
in
as
well
to
this
thing.
So
I
I
digress
but
erica
we
should
probably
talk
about.
How
do
we
want
to
play
that
out.
F
F
A
G
B
But
yeah
I'm
I'm
with
you
erica.
I
think
we
have
a
lot
of
the
pieces
which
is
which
is
again
what
part
of
the
reason
why
I
think
you
know
parker
know
you
play
a
really
key
role
in
helping
contributing
to
you
know
the
being
subject
matter,
expert
and
understanding
the
domain
and
we'll
be
doing
this
for
vcc
we'll
be
doing
the
crossboard
so.
A
Yeah,
thank
you
yeah.
I
think.
Definitely,
this
is
just
a
high
level
framework.
So
once
we
get
into
kind
of
like
everyone's
buying
at
least
the
high
level
works,
then
we
will
work
with.
Maybe
you
know
more
individual,
like
the
individual
team,
like
understanding,
you
know
which
specific
offers
are
we
going
to
offer
and
for
them
the
awareness
stage
or
the
consideration
stage
or
purchase
stage.
Things
like
that
yeah
well,.
B
A
Yeah,
okay
and
then
one
last
thing
before
I
let
y'all
go,
maybe
something
to
also
ask
for:
let's
say
it's
the
reverse
right
someone
starts
with
the
ci
journey.
Would
we
want
them
to
also
be
able
to
kind
of
have
like
a
vcc
sub
offer?
Does
that
make
sense?
Or
does
that
not
make
sense?
Because
it's
kind
of
like
later.
B
A
A
B
That
way,
and
the
other
one
from
ci
that
makes
a
lot
of
sense
is,
is
releasing
is
delivering
release.
Cd
makes
a
lot
of
sense
because
ci
and
cd,
even
though
we
call
them
two
separate
use
cases,
parker
you're,
gonna,
you're,
gonna
scream
when
I
say
this
they're
intimately
related
and
the
power
of
gitlab
is
the
fact
that
they're
intimately
related.
We
separate
them
as
two
separate
use
cases,
because
they
play
originally
to
really
two
different
personas
that
generally
they
do.
But
one
of
the
things
that's
super
powerful
about
gitlab.
B
Is
that
it's
one
we
think
of
it?
It's
really
it's
one
capability
that
we
deliver.
We
call
it
two
separate
use
cases,
but
cicd
together
is
really
one
of
the
things
that's
a
strong
differentiator
for
us.
So
we
should
weave
that
into
this
and
not
make
it.
We
we
don't,
let's
not
find
ourselves
trapped
in
the
fact
that,
because
we
define
two
separate
use
cases
under
the
you
know
in
planning
and
working
this,
that
we
go
to
market
and
we
handcuff
ourselves
to
that
we
can.
B
No,
it's
gonna,
because
you
you
and
I
debated
you
guys,
y'all,
don't
you
all
have
no
idea
how
much
we
wrestled
over
one
use
case,
two
use
case
when
we
call
them,
etc,
etc.
So,
but
I
think
for
go
to
market
for
our
public
facing
how
we
bring
people
in.
We
need
to
weave
cd
into
to
see
this.
These
two
100
yeah.
D
I
mean
there's
got
to
be:
there's
got
to
be
at
least
one
path
where
it's
vcc
ci
cd
right,
because
that's
a
very,
very
natural
path
for
someone
to
take
and
if
you
come
in
just
like
when
you
come
in
for
the
vcc
use
case,
the
natural
first
next
step
is
to
think
ci
in
a
lot
of
cases.
Same
thing
with,
if
you're
coming
in
ci,
you've
already
you've
got
to
have
some
sort
of
source
control
anyway
right
because
you
got
to
have
similar
story
of
code.
D
A
Okay,
thank
you
we'll
definitely
consider
that
and
build
on
based
on
that
feedback
and
then
the
rest,
I
think
yeah,
if
you
all
have
seen
it
pretty
much
make
sense
and
we
will
be
confirming
definitely
like
these
mql
and
sao
paths
with
field
just
because
again
they
are
more
focused
on
that
stage
of
the
funnel,
but
I
think
yeah.
Thank
you
so
much
for.
I
think
the
top
part
of
the
funnel
is
really
what
we
definitely
need.
This
group
to
give
us
some
feedback
on.
C
C
I
was
gonna
say
just
thinking
about
kind
of
how
our
teams
all
work
together
moving
forward
and
making
sure
that
we're
collaborating
with
with
really
not
again
not
working
on
in
silos.
But
having
that
same
vision,
I
think
that
sometimes
the
visuals
and
these
things
are
helpful,
even
just
at
the
onset
as
we
get
our
feet
underneath
ourselves
with
the
new
segment
alignment
plan.
C
But
I
think
more
to
come
on
how
we
want
to
structure
that
and
make
the
best
use
of
everyone's
time
that
open
to
ideas,
if
there's
sinks
that
are
already
on
the
calendar,
where
maybe
representatives
can
be
have
at
least
an
ear
to
you're
in
the
meeting
to
be
able
to
speak,
that
back
to
the
teams.
That
would
be
helpful.
Yeah.