►
Description
In this video, Parker Ennis and Agnes Oetama explain how SDRs can take advantage of this upcoming marketing campaign.
A
Good
thanks
chris
for
setting
this
up
and
yeah.
Thank
you.
Everyone
for
joining
us
today
for
the
sdr
enablement
on
the
jenkins
campaign,
relaunch.
So
a
little
bit
of
background,
we
launched
a
competitive
campaign
going
head-to-head
with
jenkins
last
august.
Harvard
approach
was
more
white
casting,
so
it
wasn't
very
targeted
towards
specific
personas.
A
So
recently,
there's
a
cross-functional
effort
across
different
marketing
teams
to
refresh
the
campaign
to
be
more
persona
based
ads
will
be
going
live
this
week
and
lebeau.
Thank
you.
Lebeau
have
created
refresh
refresh
outreach
sequences
for
everyone
to
use,
that's
again,
persona
based,
one
is
for
the
practitioner,
and
one
is
for
the
manager
we'll
be
going
over
that
later,
and
so
we
wanted
to
train
everyone
on
this.
With
that,
I
am
going
to
hand
this
off
to
parker
to
first
walk
us
through
the
refresh
target,
positioning
and
messaging.
B
B
So
we'll
put
a
link
there
and
please
do
come
and
check
this
out
when
you
have
a
chance
and
I'll
give
you
what
I
like
to
call
the
project
jenkins
signs
too
long,
sdr
didn't
read
version
and
we
will
go
through
quickly
who
we're
talking
to
how
we
want
to
position
gitlab
here
and
what
you
can
do
to
win
right.
So,
let's
talk
about
who
we're
going
after
users
on
the
left,
side,
buyers
and
managers
on
the
right.
B
All
this
is
in
detail
on
the
spreadsheet,
but
software
developers
right.
The
theme
here
is
less
disruptions,
more
coding.
When
you
think
about
these
people,
you
gotta,
remember
they're
problem
solvers
and
they
want
to
be
working
on
playing
work
right.
So
their
word
means
a
lot
and
their
influence
means
a
lot.
So
we're
gonna
be
talking
to
these
these
users
and
these
practitioners.
A
lot
dev
leads,
probably
won't
see
this
title
as
much
but
very
similar
to
a
user.
B
Where
now
they're
worried
about
efficiency,
they
want
their
team,
unique
deadlines.
They
can
kind
of
play
a
management
role,
but
not
not
necessarily
people
management
and
then
our
devops
engineer
or
devops
role
is
just
gonna,
be
the
devops
architect
box
manager.
I'm
I
chose
devops
engineer
here.
It's
kind
of
the
jack
of
all
trades,
also
people
that
are
likely
to
be
our
champions.
So
if
you
can
get
in
a
good
relationship,
go
for
credibility
with
someone
that
is
supporting
the
tool
chain
in
the
devops
area
or
assisting
their
teams
right.
B
These
people
are
usually
hands-on,
so
technical
as
well
as
understand
the
infrastructure
and
what
they're
doing
as
far
as
cicd
in
general,
which
is
really
really
crucial,
they're
also
likely
to
be
someone
that'll,
that'll
advocate
for
us
when
we're
not
there
and
then
buyers
and
managers
at
the
manager.
I
t
manager
and
I'm
highly
technical.
This
is
going
to
be
someone
that
can
really
really
influence
a
buying
decision.
B
So
if
we
get
to
talk
to
someone
there,
they
may
not
sign
the
check,
but
really
really
good
for
us
to
have
a
relationship
with
them
and
make
sure
that
they
can
kind
of
lobby
for
us
with
that
director
of
dakota
right,
and
so
that's
likely
the
person
or
not
owner.
That's
going
to
be
signing
the
check
and
holds
the
first
string
so
good
things
to
think
about,
and
just
names
and
titles
and
roles
to
look
out
for
here
and
what
you
need
to
know.
I'm
trying
to
net
this
out.
B
So
I
didn't
go
to
too
much
detail.
Look
jenkins
is
high.
Maintenance
right
spent
a
lot
of
time,
engaging
with
customers
directly
for
for
years
around
jenkins
and
the
common
sense.
I
mean
it's
like
a
lot
of
people
use
it
because
they
have
to
a
lot
of
people,
use
it,
because
it's
what
they've
always
done.
A
lot
of
people
use
it
organizations
because
there's
legacy
systems
which
is
complicated
ecosystem
of
tools.
That
is
easier
said
than
done
to
migrate
off
of
so.
B
The
reality
is
a
lot
of
the
people
that
you're
going
to
be
talking
to
want
to
get
off
jenkins
right,
and
so
the
problem
is.
How
do
we
do
that?
How
do
we
kind
of
try
that
and
start
those
conversations
and
realize
that
there's
not
an
easy
button,
but
we
can
make
it
easier
right
and
then
another
thing
is
jenkins
is
not
inherently
built
to
cloud
native.
The
bottom
line
is
g.
Consequence
started
for
a
reason
and
I
think
it's
starting
to
decline
for
reason.
B
You
know
that's
a
completely
separate
product
really
the
only
things
that
are
in
common
with
those
two
is
the
word
jenkins,
and
so
jenkins
itself
is
not
built
for
this
cloud
native
world.
You
do
have
to
still
use
this
plug-in
complicated,
plug-in
ecosystem,
which
feeds
into
that
pain
of
number
one
right
and
then
jinx
is
difficult
to
scale.
It's.
You
know
the
pet
versus
cattle
theory
right.
A
lot
of
these
are
snowflakes.
You
hear
a
term
called
tool
sprawl
in
the
industry.
B
There's
also
just
jenkins
sprawl
right,
where
you
could
have
tens
or
hundreds
of
jenkins
servers,
all
unique
all
that
you
can't
just
replicate
or
onboard
teams
on
too
easily.
So
it's
really
really
important
to
think
about
that.
So,
if
you're
talking
to
two
different
people
or
two
different
teams
or
somewhere
different
with
an
organization,
you
can
differ
greatly
what
they're
doing
or
what
they're
doing
with
champions
compared
to
someone
that
you
may
be
talking
to
elsewhere
and
then
in
general,
you
combine.
Those
all
jenkins
is
expensive
right.
B
I
mean
it's
really
hard
to
put
a
dollar
sign
on
this
kind
of
thing,
but
you
obviously
got
to
pay
for
the
infrastructure
during
the
resources.
Unless
you
configure
jenkins
to
be
efficient
and
ephemeral
like,
for
instance,
our
our
gitlab
runners
autoscale,
you
could
just
have
these
servers
running
all
the
time
and
they
got
to
usually
pay
for
the
people
that
are
working
tickets
right.
B
I
encourage
you
to
look
to
read
that
out
right
and
at
the
end
of
the
day,
these
practitioners-
they
don't
want
to
waste
their
time
right
like
they
don't
want
to
be
working
on
the
weekends.
They
don't
want
to
be
working
at
night,
they're,
just
like
us
with
people,
and
so
it's
really
really
good
to
think
about
that
when
you're
engaging
with
these
technical,
hands-on
influencers
plug-in
hell.
B
This
is
a
term
that
kind
of
spurred
from
integration
held
back
in
the
days
when
ci
was
first
being
around,
and
that
is
what
it
can
be
right.
The
more
plug-ins
you
have
the
more
dependencies
you
have
on
those
plugins,
which
means
you
have
all
these
things
that
rely
on
each
other
and
have
to
be
updated
up
to
date
or
you've
got
to
update
them
all
manually.
So,
just
think
of
checking
like
more
check
boxes
that
you
can
ever
check
and
then
hoping
that
something
works.
B
It
doesn't
sound
great
right
performance
of
mine
with
jenkins.
You
build
something
up
high
enough.
It's
going
to
top
them
over.
So
unless
you
put
a
lot
of
effort
into
distributing
your
your
architecture
with
jenkins
you're
going
to
be
building
on
top
of
each
other,
but
there's
huge
monoliths
that
will
eventually
fall
over
like
the
leaning
tower
of
pisa
and
I'm
in
cloud
native.
We've
talked
about
that
manager
payne's
a
little
bit
different.
B
You
think
about
the
same
things
with
scalability,
because
they're
thinking
about
their
team
right,
they're
thinking
about
how
do
I
get
more
on
in
order
to
be
efficient?
How
do
we
be
productive
time
to
value?
Obviously
same
thing:
you've
got
you're
thinking
about
okay.
How
am
I
going
to
rank
these
people
up?
How
am
I
going
to
get
them
on
we're
going
to
get
jenkins
ready
to
rock
management
change?
Tank
management
isn't
easy
right.
There's
jenkins,
it's
not
like
gitlab,
where
we
have
this
single
data
store.
That's
like
really
nice!
B
You
have
all
your
data
right
here
in
one
place,
jenkins
is
a
java
application.
It
doesn't
even
have
a
traditional
database
right
so
when
you
think
about
it
like
that,
there's
a
lot
of
work
that
has
to
be
done
for
you
to
know
who
did
what,
when
they
did
it
and
how
having
it
and
then
cloud
native
and
total
cost
ownership
which
we
run
into.
B
So
I
like
to
spend
time
on
that
because
you
know
knowing
your
audience
here
is
crucial
right,
knowing
how
to
engage
with
them
and
being
sensitive
to
these
kind
of
things
is
going
to
be
important
for
you
and
what
you
can
do
to
win.
Obviously,
thinking
about
that,
when
you're
talking
and
engaging
with
your
prospects
but
positioning
get
lab
in
a
way
that
is
not
going
to
make
them
feel
like
a
threat
to
you.
B
So
when
we're
talking
about
you
know,
a
lot
of
people
want
to
get
our
chickens
or
we've
got
an
initiative,
but
we
just
don't
know
how
and
there's
also
going
to
be
a
contingent
of
people.
That
jenkins
has
always
been
their
life,
and
this
is
like
how
they
make
their
money.
They've
always
been
the
jenkins
person
and
so
think
about
that
too.
Right,
like
you,
don't
want
to
come
in
and
be.
C
B
Like
so,
let's
think
about
those
kind
of
things
too
and
be
sensitive
to
that
and
kind
of
think
about
when
rip
and
replace
might
be
the
play
and
when
like
better
together
and
easing
into
that,
might
be
a
better
play
and
then
a
few
things
to
position
good
lap
right.
One
thing
that
should
always
be
going
through
your
head
is,
you
know:
we've
got
leading
sem,
we've
got
leading
ci.
B
We've
got
leading
code
review
right
here
right
all
in
one,
that's
really
really
powerful,
especially
for
a
developer
and
then
built
in
security
and
compliance.
Everyone
cares
about
security
and
compliance
right
now.
Not
everyone
has
security,
scans
and
compliance
built
in
from
idea
to
production.
So
when
you
think
about
this
think
about
hey
we're
moving
all
the
way
left,
we're
standing
all
the
way
through
the
process
we're
getting
in
front
of
problems
that
can
cause
us
a
lot
of
pain.
In
the
long
run
I
mean
unified
teams.
B
I
think
collaboration
is
a
word
that
is
not
used
enough
and
with
ci
in
general,
but
you
know,
bringing
teams
together
is
really
really
important.
So
we
want
to
talk
about
that
right.
Unifying
your
teams
being
able
to
communicate,
get
faster
feedback
and
be
confident
in
the
code
that
you're
writing
the
changes
that
you're
making
and
then
support
right.
B
I
think
it's
something
we
don't
talk
about
all
the
time,
but
when
I
was
at
cloudbees
and
working
with
jenkins,
one
of
the
products
that
I
brought
to
market
was
a
support
offering
for
jenkins
and
a
blessed
distribution
of
incomes,
both
in
hopes
of
easing
some
of
these
things
that
we're
talking
about
here
today.
So
it
is
not
easy
to
get
support
for
jenkins
and
when
you
think
about
us
having
somewhere,
where
someone
can
send
in
a
ticket
and
say.
D
B
A
lot
of
support-
this
is
awesome.
That's
not
that's
not
going
to
be
the
case
with
everyone
using
james
they've
got
to
spend
their
time
on
stack
over
public
forums
asking
greg
or
linda
over
here
if
they
have
ever
seen
this
before
right,
so
think
about
that
they're
going
to
be
firefighting,
a
lot
more
and
they're
the
ones
putting
out
the
fire,
but
without
a
lot
of
help.
Most
of
the
time,
that's
kind
of
a
quick
overview
of
who
we're
going
after
some
of
these
pains.
D
B
E
That
yeah,
I
got
a
question
I
mean
I
come
against
jenkins.
Quite
often,
as
many
of
us
do,
a
lot
of
the
objections
that
we
get
is
everything's,
fine
or
there's
a
lot
of
history
in
jenkins,
or
we
have
thousands
of
instances
of
jenkins
per
year.
Experience
being
at
cloud
b's
like
how
did
how
do
you
think
we
can
help
combat
that
or
rebuttal
those
type
of
objections,
rather
than
so
much
of
the
value
in
gitlab
right.
B
F
B
B
I
think
there's
a
lot
of
value
beyond
that
and
we
got
to
use
gitlab's
value
in
our
single
platform
and
the
ecosystem
as
well,
and
so
that
they
know
that
they're
not
just
going
to
have
easier
management,
and
they
cannot
just
still
be
the
hero
git
lab,
but
that
they
have
like
a
path
to
grow.
They
have
a
path
to
to
to
to
be
better
in
general
and
expand
throughout
gitlab,
and
that
adds
more
value
too
right.
B
It's
not
just
about
us
so
figuring
out
ways
to
to
connect
with
them
and
show
more
value
with
that.
Gitlab
platform
is
also
another
good
option
there
david,
but
I
think
we've
got
to
figure
out
how
to
poke
around
and
figure
out
what
we
can
press
in
those
situations,
because
you're
right,
those
are
not
easy
conversations
and
when
they're
thinking
really
really
big,
it's
kind
of
hard
to
figure
out.
A
So
I'll
kind
of
walk
you
through
a
little
bit
of
that,
I
created
a
mural
to
try
and
kind
of
go
through
that
and
like
put
that
in
the
flowchart
format.
So
what
we
did
is
we
are
going
to
be
targeting
like
new
prospects,
basically
as
well
as
people
in
the
jenkins
user
group
members
in
linkedin
and
those
who
have
visited
the
junkies
versus
gitlab
comparison
page
on
our
website.
A
Previous
ci
use
case.
Respondents
that
are
in
nurture
status,
as
well
as
contacts
from
target
account
that
are
displaying
jenkins
intent.
So
those
people
we
are
going
to
be
sending
them
to
different
channels
so
display
display
ads.
For
example,
that's
targeted
more
for
the
manager
persona
as
well
as
practitioner
persona,
so
parker
work
with
our
ads
team
to
kind
of
put
this
together
with
like
very
targeted
messaging
towards
each
persona,
as
well
as
using
linkedin
as
well.
A
To
kind
of
have
these
social
ads
with
the
same
kind
of
like
targeted
messaging
source
manager
as
well
as
practitioner,
and
we
will
be
driving
them
to
different
landing
pages.
So,
for
example,
for
the
the
display
ads,
we
will
be
driving
them,
which
is
more
of
a
top
funnel
offer.
We
will
be
driving
them
to
this
landing
page
where
it's.
A
Ci
ebook,
I'm
not
sure
if
you've
seen
the
ebook,
but
it's
basically,
this
ebook
right
here,
which
kind
of
highlights
the
different
advantages
of
building
ci,
cd
and
then
kind
of
end
with
a
comparison
against
jenkins,
ci
and
then
for
the
linkedin
ads,
which
is
kind
of
targeting
more
people
who
kind
of
like
already
know
gitlab
and
have
previously
heard
about
gitlab.
So
it's
a
little
bit
more
consideration
stage
kind
of
like
apps.
A
So
I'm
not
sure
if
you've
seen
this
one,
but
it's
the
three
minutes
demo
ci
demo,
that
it's
created
and
then
it's
like
driving
to
a
pet
factory
track
which
so
then
you
know
if
they
finish
watching
this,
they
can
click
onto
the
next
asset
as
well.
That
is
more
of
a
decision
kit
for
gitlab
versus
jenkins.
A
And
then,
if
they
are
a
practitioner
persona
persona
from
the
linkedin
ads,
we
will
be
driving
them
to
this
demo,
highlighting
gitlab
gitlab
advantages
over
jenkins
demo.
So
it's
an
hour-long
demo,
basically,
where
it's
sick
is
walking
through.
Why
choose
gitlab
over
jenkins
and
kind
of
highlighting
that
are
different,
like
features
and
advantages
of
the
villains,
ai
features
and
advantages
over
jenkins,
and
once
they
finish
watching
the
demo
or
downloading
the
offers.
A
F
A
A
A
So
it's
going
to
be
wonders
for
inbound.
I
think
there
is
12
steps
there,
so
you
can
definitely
drop
all
your
leads
that
you
get
from
the
campaign
here.
If
they're
a
manager,
persona
manager
or
buff
like
director
and
stuff
like
that,
and
then,
if
they
are
practitioner
we
created
one
as
well
level
created
one
as
well.
A
A
And
yeah,
that
is
it.
How
so
when?
Where
would
you
see
these
leads
in
salesforce?
They
will
come
through
to
your
regular
views
like
your
p2
p4
p7p8,
and
the
only
difference
is
in
the
last
interesting
moment.
Look
for
there
will
be
a
tag,
it
call
it's
called
jenkins
campaign
dash
and
then
the
activity
that
they
did.
They
either
downloaded
the
ebook
and
the
name
of
the
ebook
or
they
downloaded
the
demo
and
the
name
of
the
demo.
Basically,
so
any
questions,
I
have
a
question.
A
Good
idea-
and
thank
you
for
surfacing
that
we
are
working
on
it's
not
yet
like
finalized,
but
that
is
definitely
in
plan
where
we
are
trying
to
do
a
live
demo
session
with
tai
and
the
hope
is
to
to
basically
do
that
so
send
anyone
who
have
specific
questions
about
technical
questions
to
that
session.
That
will
probably
be
sometime
in
january
if
that
happens,
but
we're
still
working
through
the
kings
and
the
agenda
for
that
so
stay
tuned.
It's
yeah!
It's
still
in
progress,
so.
G
I
agnes,
I
have
a
quick
question.
I
put
it
in
the
in
the
chat
but
I'll
just
verbalize
it
do
you
happen
to
know
what
the
mql
less
interesting
moment
description
will
be
for
leads
that
come
from
this
campaign
or
what
the
naming
convention
is.
I
ask
because
I
think
often
there
is
confusion
around
the
naming
convention
given
to
leads
as
they
come
into
our
system
and
there
can
be
confusion
on
what
sequence
to
use.
G
I
think
more
of
that's
kind
of
you
know
feedback
we've
gotten
from
field
marketing
mqls
too,
but
I'm
just
I'm
curious.
If
there's
any
way,
we
can
have
that
stated
within
this
sdr
specific
epic
that
just
for
anyone
who's
curious
like
oh
yeah,
this
mql
description
should
go
to
these
inbound
sequences,
yeah.
A
C
A
G
To
know
I
know,
marcus
wrote
it
in
the
chat
as
well.
We
simplified
our
the
amount
of
key
views
that
we
have
sgr's
using.
So
I
think
everyone
is
down
to,
I
believe,
just
like
my
mql's
view,
so
it's
more
of
like
a
big
funnel.
Just
just
just
for
your
knowledge,
I
don't
think
it's
any
issue
here,
but
that
that
could
be
an
edit.
A
D
And
I
know
we
are
short
on
time,
but
you
know
we
we
we
want
to
help
as
much
as
we
can.
I
want
to
help
as
much
as
I
can
so
I
know
there's
no
way
we
can
boil
this
all
down
in
30
minutes
and
I
could
talk
about
this
stuff
forever.
So
I
encourage
you
to
set
up
a
coffee
chat
with
me
right.
If
you
want
to
do
some
role-playing,
let's
do
some
role-playing.
If
you
have
questions
about
your
engagements,
let's
do
it.