►
Description
Overview of Field Certification Program (https://about.gitlab.com/handbook/sales/training/field-certification/)
A
Apologies
so
real
quickly
today,
covering
an
overview
of
the
field
certification
program.
I
wanted
to
provide
kind
of
early
insight
into
that.
Give
you
an
update
of
where
things
stand
and
then
answer.
Any
questions
that
you
might
have
things
are
very
very
much
still
a
work
in
progress,
so
we're
sharing
this
kind
of
early
draft
to
for
the
purpose
of
soliciting
input.
Let
me
share
my.
A
A
So,
for
starters,
you
know
why
are
we
even
talking
about
a
field
certification
program?
This
was
a
key
thing
in
talking
with
mcbee
of
looking
at.
You
know
where
he
wants
the
organization
to
continue
to
mature
and
evolve
it's
around
continuing
to
be
efficient
and
predictable,
and
the
way
to
do
that
is
to
look
at.
A
You
know
how
you've
seen
some
of
the
work
that
eric
brown
has
been
leading
around
documenting
sales
operating
procedures
that
will
continue
to
evolve
and
iterate,
as
we
look
at
both
understanding
the
the
process
now
for
enterprise
sales
and
commercial
sales
and
to
have
a
more
consistent
way
that
we
go
about
executing
across
the
customer
journey
and
so
really
with
the
certification
program.
It's
a
it's
the
opportunity
to
say,
let's
validate
the
proficiency
level
in
our
team
members
ability
to
execute
against
those
critical
moments
that
matter
across
the
customer
journey.
A
So
that's
really
the
why
so
as
your
roles
as
sales
managers,
we
look
to
your
help
and
support
to
champion
this
effort
of
saying
you
know
this
isn't
about
critiquing
sales
reps.
This
isn't
about
you,
know
big
brother
or
a
stick
approach.
This
is
really
about
us
pursuing
excellence
as
a
as
a
field
organization
to
be
more
predictable
to
be
more
consistent
in
how
we
execute.
A
I
do
want
to
share
that
that
we
will
continue
to
execute
against
prioritized
enablement
initiatives
and
activities
that
prior
to
the
launch
of
the
certification
program.
So
it's
not
that
we're
going.
You
won't
see
other
things
being
executed
based
on
what
you
are
sharing
with
us,
as
training
and
enablement
needs
to
to
close
some
of
the
knowledge
and
or
skill
gaps
that
you
see
with
your
teams,
the
launch
of
the
field
certification
program.
We
know
that
we
know
that
our
tool
tools
need
to
evolve.
A
Google
classroom
it
has
some
limitations,
it's
solved,
it's
it's
helped
us
get
to
where
we
are
today,
but
to
really
provide
a
fun
and
engaging
and
compelling
user
experience.
It's
got
to
be
something
other
than
google
classroom.
The
good
news
is
that
there's
been
a
project
for
multiple
quarters.
They
got
to
have
more
gray,
hairs
and
white
hairs
as
a
result
of
it,
but
to
get
cross-functional
alignment
to
roll
out
a
learning
experience
platform,
which
is
essentially
a
new
age
lms.
A
The
learning
experience
platform
across
how
we
train
and
educate
customers,
partners
and
internal
team
members.
This
will
not
replace
our
approach
to
being
handbook.
First
handbook
will
continue
to
serve
as
the
single
source
of
truth,
but
this
new
learning
experience
platform
again
will
provide
a
much
better
learner-centric
experience
that
is
going
to
make
learning
more
fun
and
engaging.
A
The
downside
is
that
the
launch
of
that
learning
experience
platform
has
been
delayed
due
to
contract
negotiations
and
internal
processes,
to
get
everybody
aligned
all
the
way
up
to
sid
and
paul
and
mcb
etc.
So,
currently,
the
timeline
for
launching
that
learning
experience
platform
is
soft
launch
in
october,
with
a
hard
launch
in
early
november,
so
that
and
when
we
feel
it's,
it's
super
important
that
we
launch
a
certification
program
with
the
best
user
experience.
A
If
we
launched
this
on
google
classroom,
it
would
just
our
belief
fall
flat
on
its
face,
because
the
user
experience
isn't
there.
So
one
of
the
things
we
wanted
to
share
today
is
that
q3
will
continue
to
execute
against
prioritized
learning
objectives.
I
know
eric
and
kelly
and
others
are
sharing
those
plans
with
the
leadership
teams.
Now
so
that
you've
got
a
view
into
what
what
are
the
things
that
we're
executing
in
q3
and
then
for
the
launch
of
q4?
A
It's
we
aren't
going
to
launch
an
entire
certification
program,
we're
going
to
launch
the
first
elements
of
it,
and
so
that's
what
I'll
we'll
share
today?
What
we've
prioritized
for
each
of
the
roles
for
commercial
we're
going
to
certify
on
the
required
seven
for
enterprise
sals?
It's
really
focusing
on
certification
against
pipeline
generation
and
qualification
and
we'll
talk
about
what
that
means
in
just
a
moment.
A
And
then
I
won't
read
the
rest
of
the
slides,
but
you
can
see
essays
and
tams
we're
picking
places
to
start
so
that
we're
not
trying
to
boil
the
ocean,
but
this
is
going
to
be
a
roll
out
over
the
course
of
several
quarters,
because
it's
not
when
we
think
about
consumption
capacity,
there's
no
way
we're
expecting
or
even
wanting
to
try
to
have
folks
go
through
training
and
get
certified
on
every
aspect
of
the
customer
journey.
So
this
is
going
to
be
a
modular
approach
over
several
quarters.
A
The
components
of
the
certification
program
are
aligned
to
these.
What
we're
calling
these
moments
that
matter
and
moments
that
matter
is
an
inspiration
from
a
book
around
sale,
sales
best
practice
sales,
enabling
best
practices
of
really
looking
at
driving
customer
centricity
into
your
organization
by
looking
at
them
by
looking
at
what
what
are
really
the
things
that
that
a
sales
team
really
needs
to
execute
cleanly
and
well
against
to
delight
the
customer.
A
So
it's
for
each
of
these
critical
moments
that
matter,
which
will
show
that's
actually
going
to
be
the
next
slide
with
each
moment
that
matter,
we
want
to
look
at
what
is
what's
the
process.
What
is
the
content?
What
are
the
tools?
What
are
the
skills
and
behaviors
that
a
team
member,
whether
it's
a
sal,
an
ae,
a
tam
or
essay-
needs
to
execute
very
well
to
be
to
delight
that
customer
and
that's
what
we
want
to
assess
against
to
get
certified
is
just
is
to
validate
that
they
can
do
those
things.
A
A
What
are
these
key
moments
that
matter
so
I'll
just
pick
a
couple
we
talk
about
discovery
calls
again
what
are
all
the
the
process,
the
process,
the
knowledge
that
you
need
to
have
the
specific
behaviors
to
hold
to
plan
for
a
good
discovery,
call
to
execute
a
good
discovery
call
and
to
follow
up
from
those
discovery,
calls
to
put
the
seller
in
the
best
position
to
be
the
preferred
vendor
and
to
navigate
through
that
sales
process.
So
that's
really
the
approach.
A
As
you
see
here
they're,
you
know
what
are
the
responsibilities
of
the
sal
or
ae
versus
when
you
start
to
get
to
or
later
in
the
stage
I'll
just
pick
deliver
the
demo.
We
want
to
make
sure
that
we
define
what
does
excellence
look
like
when
we
talk
about
an
essay
delivering
that
demo?
What
are
the
things
they
need
to
do
to
prepare
to
to
to
deliver
it
and
then
following
up
from
it?
So
let
me
pause
here.
There's
a
lot
of
detail
on
this
slide,
but
any
questions
or
reactions
so
far.
A
You
need
to
first
help
the
customer
realize
that
there's
a
need
for
change
right,
that
continuing
to
do
something
that
they've
always
done
is
not
going
to
get
them,
get
them
there.
So
from
a
command
of
the
message
parlance.
It's
the
tell
me
your
current
state
where's,
your
future
state
and
then
understanding
the
delta
and
really
building
up
that
sense
of
urgency
about
the
need
to
change.
A
So
it's
that
awareness
and
recognition
that
we've
got
a
problem
they
may
in
some
instances
they
know
they
have
the
problem.
In
other
instances,
it's
on
us
as
trusted
advisors
to
help
them
realize
that
they
have
a
challenge
like
that.
Not
having
visibility
to
all
aspects
of
the
software
development
life
cycle
is
inhibiting
their
productivity
right
is
making
them
less
efficient.
They
may
not
know
that
until
we
educate
them
on
that.
Does
that
help?
Yes,
thanks
thanks
great
question.
C
C
A
A
Just
real
briefly,
I
think
one
of
the
critical
things
as
we
look
at
as
we're
rolling
out
when
we
do
get
closer
to
in
q3
and
start
to
socialize
this,
it's
going
to
be
critical
that
we
have
a
fully
fleshed
out
change
management
plan.
I
don't
want
to
go
into
details
here,
but
just
a
high
level
overview
for
those
of
you
not
familiar
with
this
prosci
ad
car
model.
A
There's
a
science
to
change
right
are
folks,
aware
of
the
of
what
is
changing
and
the
need
for
change
most
important
or
perhaps
most
importantly,
do
they
want
it.
What's
the
with
them,
we're
going
to
spend
a
lot
of
time
and
we
welcome
feedback
from
you
all
of
we
don't
want.
You
know
it's
it's
imperative
that
we
do
this
in
partnership,
so
that
the
sales
team
sees
that
this
is
something
that's
good
for
them
for
their
development
to
help
them
meet
and
exceed
their
quota
just
to
be
more
successful
in
their
role.
A
A
This
is
to
improve
our
efficiency
and
we
we're
going
to
need
your
help
from
a
change
management
perspective
of
if
it's
just
field
enablement
communicating
this.
It's
not
going
to
work.
So
we
want
your
feedback
so
that
you
buy
into
this
as
well
and
help
us
figure
out
the
best
way
that
collectively
we
position
this
in
the
right
way.
A
Once
you
establish
the
awareness
of
the
need
for
change
and
that
really
nailed
down
the
whiffham
for
each
of
the
individuals,
so
we
need
to
think
about
not
only
the
weft
for
the
individual
contributors
but
frankly
continue
to
work
on
the
with
them.
For
you
all
right
so
you're
bought
into
this
as
well,
but
then
it's
the
they
have
the
requisite
knowledge
and
requisite
ability.
That's
really
what
the
training
the
training
is
about,
the
knowledge,
but
the
ability
is
about
and
a
huge
emphasis
that
you'll
see
is
incorporating
this
in
their
day-to-day.
A
So
we
don't
want
this
to
be
taking
people
away
from
selling.
We
want
this
to
be
a
lightweight
e-learning,
that
transfers
knowledge,
but
then
the
application
exercise
is
something
that
they're
doing
just
in
the
course
of
their
their
day-to-day
responsibilities,
and
we
need
you
know
your
help
as
asms
to
then
validate
right,
assess
their
proficiency
in
demonstrating
those
things
on
the
job.
A
So
here
are
some
assumptions.
This
is
maybe
one
of
the
things
that
is
still
flu.
All
this
is
fluid
particularly
fluid.
Where
we
want
feedback.
Our
assumptions
are
that
there
will
be
you
know,
expectation
when
the
certification
launches,
and
so
we
need
some
feedback
on
the
timing.
But
the
idea
is
that
on
a
weekly-
or
maybe
it's,
maybe
it's
a
two-week
block
or
you
look
at
there's
an
a
brief
micro
learning.
A
We
need
them
to
be,
for
this
particular
skill,
or
this
particular
behavior
or
you
can
provide
them
coaching
if
they
haven't
met
that
proficiency
level
until
they
they
have.
You
know
mastered
that
particular
concept,
so
we're
looking
for
you
know
frontline
managers
to
support
this
through
your
just
regular
one-on-one,
coaching
and
you'll.
Have
you
know
a
specific
focus
on
that
particular
topic
so
for
that
week
or
those
couple
of
weeks,
whatever
that
focus
is,
is
to
assess
them
and
say
all
right,
either
they're
certified,
or
they
still
have
some
work
to
do
in
that
area.
D
Yeah
david-
this
is
more.
This
is
hayden
by
the
way
it's
more
of
a
high-level
question,
but
when
I
think
about
what
it
is,
we're
actually
getting
trained
and
certified
on.
So,
if
I
think
about
command
of
the
message
you
know,
we
could
explain
that
to
say
a
new
hire
is
hey.
This
is
our
sales
methodology
here
at
gitlab
you're,
going
to
learn
it
you're
going
to
get
certified
on
it,
and
you
know
that's
that's
bucket
number
one.
D
A
Well,
so
I
like
that
I'd
like
you
know,
let
me
we'll
continue
to
think
about
that,
but
I
like
that
hayden
of
yeah.
I
think
that
what
we
call
it
is
going
to
be
critically
important,
but
yes,
in
general
yeah.
What
we're
looking
to
do
is
to
take
the
customer
journey
break
it
into
pieces
so
that
we
certify
against
the
essentially
that
sales
yeah.
I
think
it's
a
sales
operating
procedure.
I
think
something
like
that.
I
don't
know
if
those
are
the
exact
words,
but
that's
the
spirit.
D
Yeah,
if
I
look
at
the
handbook,
the
handbook
pages,
the
sales
operating
procedures
and
then
we
go
into
the
the
four
big
aspects
of
it
and
I'll
notice.
On
the
one
of
the
previous
slides,
I
like
the
addition
of
the
there's
the
seller
journey,
which
I
was
familiar
with,
and
now
that
we've
got
the
customer
journey,
which
is,
you
know,
break
the
status
quo,
which
I
I
knew
exactly
what
that
meant
or
loosen
the
status
quo.
D
So
I
like
the
addition
of
the
of
that
the
customer
journey,
so
I
don't,
but
I
don't
think
we
could
say,
hey
we're
going
to
certify
you
and
train
you
on
the
customer
journey
because
it's
also
a
seller
journey.
So
maybe
it
is
the
sales
operating
procedure
as
the
big
catch
all
hey.
This
is
what
we're
going
to
certify
you
and
enable
you
on.
D
A
A
One
of
the
things
that
we'll
be
sure
to
get
more
feedback
on
is
this.
You
know
we
know
that
training
consumption
capacity
is
a
real
thing
that
we
need
to.
We
need
to
partner
with
you
on
of
figuring
out
like
again.
We
don't
want
this
to
take
away
from
or
distract
from
selling.
This
should
augment
and
again
help
us.
We
got
to
continue
to
execute
against.
You
know,
quotas
and
the
results
that's
first
and
foremost,
but
in
terms
of
getting
to
predictability
and
getting
to
efficiency.
A
It's
how
do
we
assess
and
and
do
certification
in
concert
with
that,
so
finding
that
balance
is
not
an
easy
exercise,
but
we
will
want
we'll.
Definitely
in
the
coming.
You
know
weeks
months,
etc,
provide
more
detail
of
hey.
What
does
this
actually
mean
in
terms
of
a
time
commitment
for
weeks
when
we
look
at
it
like
that?
A
This
is
some
of
the
feedback
that
we
have
received
for
those
that
we've
socialized
this
we've
gotten.
You
know
feedback
from
a
number
of
you
to
help
inform
what
are
the
learning
objectives
for
each
of
the
components.
What
are
the
components
so
I'll
touch
upon
the
top
left
hey?
This
should
focus
on
behavior
skills,
process
and
tools.
You
know,
but
we
shouldn't
try
to
bull
the
ocean
and
train
them
on
everything,
just
some
of
the
most
critical
things.
A
So
we
agree
you'll
see
that
this
is.
It
isn't
meant
to
be
a
panacea
of
everything,
so
there
will
still
be
a
need
to
do
other,
ongoing
training
and
enablement
for
any
a
myriad
of
different
things
that
are
outside
of
the
scope
of
certifying
against.
As
hayden
mentioned,
the
sales
operating
procedures.
A
Boston
said
hey.
We
need
to
be
really
clear
this
one
we
just
talked
about
this.
Being
you
know
we
don't
we
want
to
make
sure
this
isn't
too
onerous.
You
have
our
commitment
to
do
our
best
to
figure
out
what
this
looks
like,
so
that
we
deliver
micro,
learnings,
again
small
time,
commitment
from
e-learning
away
from
selling,
but
it's
really
focused
on
on-the-job
application
to
validate
that
they
can.
In
fact,
they
are
in
fact
demonstrating
the
desired
proficiencies.
A
A
A
Eric
has
broken
this
down
into
a
few
of
the
like
the
key
concepts
of
edu,
engaging
and
educating
the
customer.
If
you'd
like
additional
detail
here,
I'm
not
going
to
go
into
the
weeds
today,
but
definitely
follow
either
reach
out
to
eric
or
eric
or
reach
out
to
you
all
in
the
coming
weeks,
to
continue
to
socialize
more
of
the
details
behind
this,
but
again
we'll
share.
So
an
idea
of
how
this
may
roll
out
is
so
I
mentioned
earlier
we're
targeting
a
q4
roll
out.
A
For
example,
it
could
be
the
first
two
weeks
we
focus
on
a
you
know,
micro
learning,
on
applying
devops
and
in
particular
this
is
about
what
are
the
right
questions
to
ask
to
ascertain
which
use
case
or
use
cases
may
be
most
relevant
to
consider
positioning
based
on
the
customer
needs.
So
it's
really
helping
that
you
know
of
applying
the
ability
to
understand
the
use
cases,
ask
the
right
questions
and
then
figure
out
kind
of
which
which
direction
to
go,
and
so
this
certification
is
basically
saying
hey.
Do
your
teams
can?
A
So
this
will,
you
know,
roll
out
over
the
course
of
multiple
quarters,
but
looking
at
this
in
a
very
modular
iterative
approach,
so
that
it's
not
like
overwhelming
or
too
much
all
at
once,
but
anyway,
but
but
I
did,
I
did
think
it
was
important.
We
felt
it
was
important
to
share
kind
of
the
big
picture
of
how
does
all
this
stuff
ultimately
fit
together
today,
when
new
hires
go
through
sales.
Quick
start.
A
lot
of
this
is
just
knowledge
transfer
right.
A
A
You
you
do
when
you
exit
sales,
quick
start,
we
do
have
you,
you
are
applying
your
you're,
demonstrating
your
skill
to
lead
an
effective
discovery
call,
but
then
how
do
you
start
to
layer
on
to
that
of
all
right?
Well,
so
all
these
other
pieces
iteratively
over
time,
let's
assess
their
ability,
as
they
continue
their
ramp
and
their
onboarding
journey,
making
sure
that
they
move
from
kind
of
that
knowledge
to
mastery
of
each
of
these
all
the
skills
and
behaviors
they
need
to
be
able
to
execute
against
throughout
the
the
sales
process.
E
Hey
david,
jim
riley,
a
lot
of
great
content.
I
guess
this
slide
you're
kind
of
showing
the
functional
learning
path,
correct,
correct.
How
would
you
envision
a
timeline
learning
path?
Is
it?
Is
it
functions
at
a
time
or
is
it
a
different
approach,
because
I'm
just
trying
to
get
my
head
around
we're,
not,
I
think,
we're
not
saying
there's
engagement
with
the
sellers
with
the
lds
until
or
lms
until
november.
So
all
this
is
just
heads
up.
This
is
coming
at
us
correct,
correct.
A
A
Once
the
the
sal
completes
these,
then
they
become
cert,
they're
they're
certified
on
this
aspect
of
the
sales
process.
They
become
a
a
get
lab,
certified
strategic
account
leader
after
they
complete.
You
know
all
of
these
elements,
but
again
that's
over
a
broad
timeline.
Did
that
answer
your
question
or
no.
E
A
A
A
There's
been
interest
expressed
in
for
some
teams
of
a
command
of
the
message
refresher
like
so
we're
not
going
to
wait
for
the
the
certification
is
really
about
validating
the
proficiency
to
help
us
get
to
that
predictability
and
efficiency,
but
there
will
be
a
parallel
path
of
there,
but
there
will
still
be
some
things
that
you
are
requesting
some
training
enablement.
That
will
will
happen
concurrently,
but
we
will
need
to
look
at,
though,
when
this
does
launch
again
back
to
that
training
consumption
capacity.
A
A
Yes,
so
we
are
at
about.
We
are
almost
at
time.
The
last
couple
of
things
I
will
share
is
so
in
this
deck
you'll
see
that
also
there's
a
little
bit
more
granularity
of
hey
when
we
talk
about
applying
devops.
What
or
you
know
some
of
these,
what
are
some
of
the
learning
objectives?
What
what
will
someone
be
able
to
do?
What?
What
are
we
looking
to
confirm?
Their
proficiency
is
like?
A
The
last
thing
I
was
going
to
wanted
to
share
is
that
each
role
may
have
a
slightly
different
learning
path.
I
shared
earlier
for
commercial
sales,
ryan's
been
right,
very
helpful
to
say,
look
the
most
important
thing
for
the
commercial
right
now
is
that
there's
everybody's
operating
efficiently
with
required
seven.
So
before
we
for
commercial
before
we
approach
a
certification
based
on
the
sales
operating
procedures,
the
focus
for
second
half
for
commercial
is
really
is,
is
certifying
against
the
required
seven.
So
those
in
commercial
know
what
know
what
I'm
talking
about
enterprise.
A
A
Likewise,
when
you
think
about
tams,
for
example,
so
sas
their
first
certification
is
going
to
be
this
demo
to
win,
and
so
it's
based
on
things
like
hey,
what
is
a
good
technical
discovery
look
like
and
then
what
does
the
essay
need
to
do
for
prepping
for
and
then
delivering
that
demo?
So
we
are
definitely
taking
a
role-based
approach
to
this
and
that
again,
that
certification
path
is
a
little
bit
different.
Based
on
your
role,
I
know
we
don't
have
essays
and
tams
on
today's
call.