►
From YouTube: TT110 - Competitive
Description
YouTube description:
This is a Tanuki Tech session on 5/17/2021.
For more on Tanuki Tech, see here: https://about.gitlab.com/handbook/marketing/revenue-marketing/sdr/tanuki-tech/
For more on the speaker, see here: https://www.linkedin.com/in/christopher-wang-0835b226/
A
All
right
so
welcome
to
today's
session
about
our
competitors,
so
this
is
pretty
much
our
most
important
session
and
the
reason
why
is
because,
when
we
go
on
all
these
calls,
basically
the
traditional
thing
that
happens
is
it's
like
ring
ring
hey.
My
name
is
chris,
I'm
here
at
gitlab
and
one
of
the
first
things
that
a
lot
of
these
people
want
to
know
is
how
we
compare
to
jenkins
and
github
and
some
of
the
other
tools
that
are
out
there.
A
I
want
to
basically
set
and
talk
about
having
a
goal
of
how
to
win
more
competitive
situations,
and
the
specific
things
that
I
want
to
talk
about
is
better
understanding
of
why
we
win
and
why
we
lose.
So
one
of
the
things
that
we
did
is
that
we
actually
did
some
competitive
intelligence.
We
went
into
salesforce
and
look
at
our
win
loss
record
against
some
of
these
competitors,
and
then
we
found
out
that
if
we
lead
with
x
y
and
z,
then
we
have
a
higher
conversion
rate.
A
So
I'm
happy
to
report
some
of
these
findings
here
today
in
today's
session.
I
also
want
to
talk
about
our
competitors,
how
they're
pitching
against
us.
I
did
some
undercover
snooping
for
you.
I
interviewed
one
of
the
past
product
managers
at
one
of
our
competitors
and
then
also
some
of
the
people
that
used
to
sell
against
us
talked
about
how
they
thought
about
us.
What
they're
saying
and
lastly,
talking
about
our
differentiators,
so
jumping
right
in
gitlab-
is
a
very,
very
broad
product.
A
So
andrew
you
remember
ansible
tower,
but
if
you
almost
think
about
like
ansible
tower
plus
open
shift,
plus
satellite,
all
combined
and
mismatched
into
one
gigantic
product,
then
that's
we're
talking
about
here
so
get
lab's.
Whole
product
vision
statement
is
to
be
one
tool
to
replace
many
many
tools
and
because
of
that,
we
literally
can
replace
10
to
20
tools
in
many
of
our
customer
environments.
A
That
being
said,
one
of
the
things
that
we
sort
of
think
about
when
we
first
come
here
is
all
right
great.
Well,
I
have
to
go,
learn
55
competitors
now,
but
it's
really
not
that
complicated
a
matter
of
fact.
It's
really
just
four
competitors
that
we
hear
over
and
over
again,
probably
in
like
80
percent
of
our
calls,
and
so
these
four
competitors,
you
can
pretty
much
guess
them.
One
of
them
is
github
a
little
story
about
github.
A
A
Number
two
is
another
company,
our
tool
that
is
owned
by
microsoft.
Azure
devops
then
jenkins,
something
that
you
may
or
may
not
have
heard
before,
and
then.
Lastly,
the
atlassian
suite
so
we're
specifically
going
to
talk
about
jira
here,
but
we
will
talk
about
some
of
the
other
atlassian
tools
so
how
many
of
these
have
y'all
sold
against
in
prior
roles.
B
I
sold
against
azure
devops
with
openshift.
I've
never
sold
against
github
and
we
were
actually
a
cloudbees
jenkins
partner
at
the
last
company,
so
didn't
sell
against
them
sold
with
them.
With
the
exception
of
one
customer
that
we
were
moving
towards
silver
from
the
standard
support.
A
A
There
all
right
so
moving
on
when
we
first
come
here
we
get
a
very
get
lab,
centric
view
of
things.
Things
are
very
pro:
git
lab
we're
looking
at
our
marketing
materials,
some
of
our
advertisements
really
easy
to
get
wrapped
up
in
it,
but
ultimately
like
what
actually
is
happening
in
our
market
right
now.
It's
really
important
to
have
an
objective
view
of
who
the
incumbents
and
who,
like
the
challengers,
are
so
from
a
product
perspective.
A
The
good
news
is
that
we
have
the
best
product,
so
we
currently
operate
in
10
product
segments
and
our
competitors
are
operating
in
smaller
chunk
of
these
segments,
and
so
the
salesforce
record
shows
that
in
general,
when
we
compete
against
these
tools
and
win
part
of
the
most
major
reason
is
because
of
product.
We
have
a
deeper
faster,
better
product
than
these
competitors
right
now,
but
let's
actually
take
at
some
more
holistic
metrics
into
the
market
themselves.
A
A
So
what
I
did
is
I
went
on
career
builder
and
I
searched
for
us
and
our
competitors
and,
as
you
can
see
right
now,
jira
and
jenkins
are
number
one
number
two
azure
devops
and
github
are
basically
two
and
three
and
git
lab
is
currently
in
number
five.
Other
things
that
we
can
take
a
look
at
is
the
size
of
your
reddit
community.
Reddit
communities
matter
a
lot,
because
reddit
is
basically
the
watering
hole
of
where
technical,
individual
contributors
go
to
talk
about
technology.
A
So
this
is
basically
what
they
are
going
on
their
own
time
to
go
talk
about
technology.
It
goes
to
show
what
their
care
about,
what
they're
passionate
about,
what
they're
interested
in,
and
so
this
is
the
size
of
our
reddit
communities
over
here.
Github
is
by
and
far
number
one
get
lab
is
in
number
two
and
then
three
through
five
is
basically
azure
devops
through
jira.
C
I
can
I
make
a
comment,
so
this
is
just
a
pure
guess
honestly,
because
I
don't
know
anything
about
any
of
these
companies
outside
of
github
and
git
lab.
But
I
would
imagine
that
the
the
two
companies
that
can
you
go
back
to
that
other
chart
that
you
were
showing
so
jenkins
and
jarrah
are
those
like
older
companies
that
have
been
around
for
a
longer
time.
C
So
when
that
happens,
when
a
company
is
really
old,
they're,
not
as
tech
savvy
as
the
new
startups
that
come
up,
so
the
fact
that,
like
github
and
git
lab
are
newer
companies
they're.
That
also
means
that
they're
more
technologically
advanced
than
some
of
these
older
companies
that
have
been
around
for
a
long
time,
because
with
older
companies,
it's
they
don't
keep
up
with
as
much
of
the
technology
that
the
new
ones
do
like
they.
C
So
I
think
with
get
you
know
with
github
and
gitlab,
they
probably
have
a
larger
social
media
presence
and
a
larger
just
presence
online,
because
they're
new
and
they
got
that
whole
startup
frenzy.
That
was
around
them
and
they
grew
a
bigger
online
presence.
Although
jenkins
and
jiro
might
share
more
of
the
market,
does
that
make
sense?
That's
just
my
analysis.
I
don't
know
if
that's
the
case
or
not.
A
There's
definitely
aspects
of
that.
That's
really
really
insightful.
One
thing
that
I
would
say
is
that
the
good
news
is
that
these
job
postings
they're
being
created
by
directors,
senior
directors
vps,
maybe
not
vp,
but
like
leadership
right
versus.
So
this
goes
to
show
what
management
wants.
This
goes
to
show
what
the
individual
contributors
want,
and
so
that's
there's
a
huge
delta
here,
and
the
good
news
is
that
when
the
individual
contributors
and
the
practitioners
are
actually
vouching
for
you
and
want
to
use
your
stuff,
then
eventually
it's
going
to
percolate
up.
A
This
trip
a
lot
of
the
time
so
last
thing
that
we're
going
to
talk
about
is
customer
ratings,
there's
all
sorts
of
different
sites.
That
rate
software
solutions.
You
have
g2
trust
radius,
and
what
we
see
over
here
is
that
github
is
actually
number
one.
I
use
github
for
seven
years
still
use
it
today
for
certain
things,
but
github's
number
one
git,
lab
and
azure
devops
are
basically
tied
for
number
two
and
jenkins
and
jira
are
number
three.
A
But
the
other
thing
that
I
want
to
point
out
is
that
there
aren't
really
big
differences
between
these
tools.
Right
so
the
highest
that
we
have
is
like
a
4.4
to
5,
lowest
that
we
really
have
is
like
a
4.1
out
of
5..
So
it's
not
some
sort
of
astronomical
difference,
so
sort
of
summarizing
everything.
A
Gitlab
is
in
a
really
great
position
in
the
sense
that
we
are
an
up
and
coming
solution
and
we're
actually
taking
market
share
from
many
of
these
other
tools.
So
a
lot
of
times
when
we
compete
against
jenkins
and
the
atlassian
suite.
This
is
where
we're
having
a
lot
of
success.
I
used
to
talk
with.
I
was
chatting
with
one
of
the
people
who
used
to
work
at
jenkins,
jenkins,
cloudbees,
and
I
asked
him
about
his
experience,
selling
against
git
lab.
A
What
he
told
me
was
that,
when
gitlab
got
into
his
account
pretty
much,
he
would
move
on
because
he
knew
that
he'd
probably
lose
the
competitive
situation,
so
he
would
spend
his
time
on
another
account,
and
so
it's
a
all
that
is
to
say
is
that,
in
summary,
we
are
an
up-and-coming
solution.
We
are
winning
because
of
product,
primarily
and
really.
What
we're
trying
to
do
is
that
we
want
these
metrics
to
continue
increasing
so
that
we
are
one
of
the
dominant
players
in
all
of
these
categories
in
the
next
three
years.
A
So
that's
our
company
trajectory
so
talking
about
github
first.
This
is
this
is
the
most
major
competitor
that
we
have
and
just
simply
put
it's
the
biggest
threat
to
gitlab.
So
some
metrics
about
this.
They
have
a
huge
user
base
that
really
loves
the
product,
and
so
there's
this
thing
called
alexa
rank.
Have
you
guys
heard
of
alexa
rank
before.
C
A
So
it's
your
ranking
in
terms
of
web
traffic
on
the
entire
global
internet,
so,
like
facebook
youtube,
are
like
number
one
number
two
google
is
like
number
three
whatever
and
out
of
their
ranking
in
the
entire
global
internet.
Their
number
86,
when
I
checked
and
with
respect
gitlab,
is
number
2614..
A
Part
of
the
challenge
is
that
the
vast
majority
of
open
source
communities
live
on
github
and
a
little
bit
about
its
story
is
that
it
was
a
private
company
for
a
really
long
time
and
eventually
microsoft
paid
top
dollar
for
them.
So
that's
how
they
came
into
the
microsoft
family
of
tools,
and
so
just
talking
a
little
bit
about
github
and
the
challenge
that
it
presents.
They're
incredibly
visibles
like
product
I've,
probably
looked
at,
maybe
like
50
70
resumes
in
my
life.
A
Our
win
loss
record
against
github
right
now
is
around
50
in
competitive
situations,
but
you
should
know
that
there
are
specific
problems
that
are
specific
to
enterprise.
A
One
is
that
some
enterprises
just
want
to
work
with
large
vendors
right
and,
if
you
can
just
imagine
it,
a
lot
of
the
work
that
is
done
in
sales
is
just
getting
meetings
right.
So
how
can
we
get
the
meeting?
How
can
we
build
the
relationship
and
all
of
that
takes
a
lot
of
time?
Money,
energy
and
the
problem
for
us
is
the
fact
that
microsoft
is
very,
very
good
at
sales
and
they're,
already
selling
30
50
100
million
dollars
worth
of
stuff
to
the
enterprise,
so
they're
buying
microsoft,
office,
they're,
getting
microsoft,
azure.
A
So
a
lot
of
these
enterprise
companies,
their
vps
and
sea
level.
They
pretty
much
already
have
like
a
quarterly
meeting
with
the
microsoft
sales
rep,
and
so
just
as
we
have
to
fight
to
get
a
lot
of
these
meetings,
they
already
pretty
much
have
their
foot
in
the
door
and
one
of
the
things
that
they've
been
seeing.
A
A
A
C
No,
it's
pretty
clear
so
far.
It's
interesting
to
hear
that
I've
been
I've
been
researching
github
too.
Just
for
the
purpose
of
information
and
yeah.
I
definitely
see
that
they
are
they're
a
pretty
big
competitor,
but
I
think
I
think
gitlab
is
is
moving
pretty
fast,
though
that's
the
thing
that
makes
me
feel
like
maybe
within
the
next
three
to
five
years,
it'll
be
a
lot
closer.
B
Chris
and
your
experience
when
microsoft
is
baking
in
github
to
these
long-term
agreements,
is
there
some
sort
of
catch
because
I
know
vmware's
doing
the
same
thing
with
tanza
right
now,
where
it's
like,
hey
kubernetes,
is
basically
free
for
the
xyz
amount
of
time,
and
then
they
tie
it
back
in
as
a
line
item
a
couple
years
down.
The
road
is
that
happening
here
as
well?
Is
there
some
sort
of
like
pitfall
or
trap
with
microsoft,
extending
github
to
the
customer?
These
ways.
A
I
would
say:
that's
very,
very
insightful.
I
think
that
in
my
experience
in
sales,
that
vmware
is
pretty
much
the
most
clever
about
these,
like
really
interesting
renewals
and
all
of
a
sudden,
you
have
like
a
big
bill
at
the
end,
yeah
stuff,
like
that,
I
haven't
seen
microsoft,
do
as
much
of
like
these
really
interesting
clauses
and
stuff
like
that.
But
just
to
sort
of
summarize
eas
are
part
of
their
business
strategy.
They
are
pretty
effective
at
locking
a
set
of
accounts
when
they
do
this,
but
it's
all
not
negative
stuff.
A
C
I've
also
seen
that
some
people
are
mad
about
microsoft,
acquiring
github
like
I've,
seen
I've
read
some
some
posts
and
boards
and
things
where
people
everything
microsoft
touches
goes
to
hell.
So
it's
like
a
lot
of
people
aren't
excited
about
that
acquisition.
There.
B
C
A
C
A
All
right,
thanks
for
all
those
thoughts,
diving
a
little
bit
into
what
it
does.
Traditionally,
it
really
did
two
things:
it
was
your
scm
and
it
had
issues,
and
so
this
is
github,
I'm
just
going
to
type
in
one
of
the
projects
that
I
used
to
work
on.
A
Here's
all
your
source
code
type
in
see
a
file
right,
and
then
you
have
issues
or
tickets.
So
here's
all
the
things
that
people
are
requesting
new
additional
stuff
for
this.
This
project
and
the
story
a
little
bit
about
this-
is
that
gitlab
came.
They
were
very,
very
successful
at
sem
and
issues
they
were
happy
with
it
and
then
gitlab
came
onto
the
scene.
Gitlab
had
a
much
more
ambitious
vision
for
their
product.
A
They
wanted
to
be
the
single
application
for
the
entire
devops
life
cycle,
and
no
one
had
really
done
this
before
right
and
so
gitlab
started,
adding
on
more
and
more
and
more
cool
stuff
stuff
for
security,
stuff
for
software
release,
stuff
for
package
management
and
what
github
started
realizing
is
hey,
we're
actually
losing
market
share
to
the
gitlab
and
so
around
three
to
four
years
ago.
They
started
really
kicking
off
their
roadmap
and
making
it
more
ambitious
and
now,
at
this
point
they
compete
with
us
in
basically
the
majority
of
our
product
categories.
A
So
that
being
said,
they're
still
behind
us
in
terms
of
product.
This
is
chris
wang's
rough
estimate,
but
it's
about.
I
say
a
year
to
a
year
and
a
half
in
terms
of
just
like
r
d
and
they're
actively
copying
our
roadmap,
so
they
copy
our
roadmap.
They
copy
our
marketing
assets.
They
copy
a
lot
of
our
sales
messaging,
literally
like
on
their
website.
A
A
So,
automation,
with
continuous
integration,
security,
packaging
deployment,
release
and
about
a
couple
I'd
say
really
about
two
years
ago.
They
did
something
that
was
very,
very,
very
smart
from
a
business
point
of
view.
They
basically
realized.
We
have
the
entire
open
source
community
on
our
platform,
we're
behind
get
lab.
So
why
don't
we
make
git
hub
extensible
so
that
the
open
source
community
can
go,
extend
our
platform
for
us
right
and
so
what
they
did
is
they
created?
This
thing
called
the
github
marketplace.
A
What
you
can
do
in
the
github
marketplace
is
you
can
get
all
sorts
of
extensions
for
github
now
and
so
specific
things
from
red
hats
on
here
hashicorps
on
here,
but
they
basically
leveraged
your
community
to
make
their
product
better.
And
so
one
of
the
things
that
you
can
see
over
here
is
that
there's
over
8
000
extensions
for
github
on
the
actions
platform,
and
so
all
that
is
to
say
this
is
a
lot
of
things.
This
is
basically
what
they're
trying
to
do.
A
When
you
build
a
github
automation
pipeline,
then
what
you
are
doing
doing
is
that
you
are
selecting
from
these
actions
in
the
marketplace
to
add
into
your
pipeline.
So
just
like
a
quick
visual
of
how
this
works.
A
A
This
is
now
get
lab,
so
in
get
lab,
you
have
these
automation
pipelines.
All
this
cool
stuff
is
happening,
ultimately
making
our
customers
more
efficient,
saving
them
time.
This
is
just
an
example
of
automation
in
terms
of
software
development,
so
what
github
has
done
is,
if
you
want
to
build
their
version
of
an
automation
pipeline,
go
into
the
marketplace
and
go
select
actions.
Each
one
of
these
actions
is
like
one
of
these
automated
things
in
the
actions
pipeline
itself,
so
at
just
sort
of
summarizing.
A
A
If
you
want
to
get
these
actions
now,
you
got
a
red
hat
bill.
Now
you
got
a
paraxosoft
bill
right
and
all
this
stuff
adds
up
there's
problems
with
them
from
a
technical
perspective,
but
long
story
short.
Some
of
these
actions
are
free,
some
of
them
cost
money
and
for
a
variety
of
reasons.
If
you
take
tt211,
then
we'll
go
into
them,
but
for
a
variety
of
reasons,
actions
aren't
widely
adopted
simply
because
they
don't
fit.
A
The
customer
needs
right
now
and
microsoft
is
trying
to
work
really
hard
in
getting
this
to
become
a
more
robust
system.
A
Okay,
so
trying
to
go
through
some
of
these
things,
real,
quick,
I'm
going
to
stop
to
have
questions
later,
but
how
do
we
win?
This
is
what
our
sales
force
data
shows.
So
number
one
is
features.
The
fact
of
the
matter
is
yes,
you
can
go
on
the
marketplace.
Extend
github,
but
out
of
the
box,
gitlab
does
way
more
than
github.
No
one
argues
about
this
and
a
matter
of
fact.
This
messaging
is
resonating
with
a
lot
of
the
individual
contributors.
That's
the
reason
why.
A
Yeah,
okay,
other
reasons
why,
in
terms
of
features,
is
specifically
our
security
offering,
so
we
have
much
better
security
scanning
capabilities
than
github,
and
this
is
one
of
the
largest
differentiators
that
we
have
with
them
right
now.
So
if
you
get
into
a
competitive
situation,
one
of
the
things
that
you
can
ask
is:
what
are
you
doing
today
for
security
scanning
within
development
or
devsecops,
and
then
a
lot
of
times.
People
say
nothing
and
then
that's
a
good
way
to
basically
pivot
between
us
and
github.
A
Another
example
of
how
we
win
from
a
technical
perspective
is
self-hosted
deployments.
This
is
when
you
want
your
your
sem
tool
to
you
can't
have
the
sas
offering
you
need
it
to
basically
be
on-prem
somewhere
and
then
so
in
the
self-hosted
market.
You
can
see
that
git
lab
has
80
percent
market
share
and
github
has
a
3
market
share,
and
so
this
graph
is
a
little
bit
old.
A
Other
reasons
why
we
win
problems
with
github
actions
and
the
fact
that
we're
open
source.
So
this
resonates
with
a
lot
of
people
when
you
partner
with
us
you're,
not
just
partnering,
with
an
enterprise
solution,
you're
partnering
with
a
movement,
something
that
you
can
be
a
part
of.
You
can
directly
influence
our
roadmap
by
creating
issues
within
gitlab
itself,
we're
very
transparent,
and
you
can
basically
be
a
part
of
this
as
well,
very
similar
to
the
red
hat
messaging.
In
all
honesty,.
A
All
right
cool
can
I
help
clarify
anything
about
github.
What
do
you
think
do
we.
B
Go
for
it
dude!
So
if
you're
sitting
on
your
computer
right
now-
and
you
were
to
install
an
application
on
your
computer,
that
would
be
on-premises
right,
so
the
application
lives
on
your
physical
machine
versus
something
like
if
you
were
to
go
on
a
spotify,
your
technically
the
song
that
you're
accessing
doesn't
live
on
your
computer,
it's
being
streamed
to
you
from
some
sort
of
server
somewhere
else.
So
that's
the
software
as
a
service.
So
salesforce
is
something
that
we
use
that
software
as
a
service,
so
gitlab
on-prem.
C
C
I
hear
that
that
that
sas
part
is,
I
mean
the
the
the
self-posted
part
is
really
good
for,
like
the
people
that
are
in
the
military
and
stuff,
because
it's
more
secure
and
some
people
want
to
have
it
on
their
own
systems,
because
they
don't
trust
having
it
on
a
cloud.
A
A
So,
in
an
instance
like
that,
we
win
a
huge
chunk
of
the
time
right
so
once
again,
primary
differentiator
is
better
product
and
foremost
in
that,
if
you
have
a
self-hosted
customer
need,
self-hosted
are
security
scanning.
Those
are
number
one
and
number
two
all
right,
so
azure
devops
is
number
two
number
two
tool
by
microsoft.
A
How
we
know
this
is
the
fact
that
they're
moving
engineering
staff
from
azure
devops
to
github-
you
can
trace
this
on
linkedin
and
stuff,
like
that.
We
can
also
see
from
the
fact
that
microsoft
is
copying
functionality
in
roadmap
from
azure
devops
into
github.
Obviously,
that
being
said,
microsoft's
a
smart
business,
they're
not
going
to
say
we're
discontinuing
azure
devops
because
they
want
the
renewal
dollars
right,
but
the
fact
of
the
matter
is
the
roadmap
for
github
is
where
you
can
see
the
investment
at.
A
A
Their
sales
marketing
motions
are
almost
identical
to
us.
They
describe
themselves
as
a
full
software
development
solution.
Just
like
we
do.
They
have
a
great
self-hosted
and
sas
solution.
Some
of
their
advantages
over
us
is
that
they're
better
suited
if
a
customer
is
really
heavily
involved
in
microsoft.
A
So
they
have
a
lot
of
the
microsoft
tooling
vs
code
stuff
like
that,
then
they
have
some
advantages
over
us
there
and
how
they
could,
how
they,
basically,
ultimately
leverage.
All
of
this
stuff
is
a
lot
of
the
same
stuff
that
we
talked
about
with
microsoft,
so
enterprise
agreements.
A
Using
their
existing
sales
relationships
and
so
on
and
so
forth,
but
I'm
actually
just
gonna
skip
through
some
of
this
stuff,
because
it's
more
important
to
focus
on
github
right
now
from
a
product
perspective,
they're
very
mature.
This
is
an
example
from
their
website,
but
they
have
all
sorts
of
these
documents
that
say
we're
more
mature.
If
you
get
azure,
then
you
have
yes.
Yes,
yes,
if
you
get
git
lab,
no,
no,
no
right
so
very
similar
to
what
we're
doing
exactly,
except
in
reverse.
A
So
obviously
each
of
these
tools
has
drawn
messaging
how
we
ultimately
win
once
again,
doubling
down
from
the
fact
that
we're
a
more
complete
software
engineering
solution,
despite
whatever
their
messaging
is,
we
can
more
authentically
say
that
we
have
a
more
complete
solution,
and
this
is
especially
true
for
engineering
shops
that
aren't
heavily
involved
in
the
microsoft
ecosystem.
So
things
like,
if
they're
working
a
lot
in
containers
kubernetes.
A
This
is
great
for
gitlab
we're
better
than
them
if
they're
heavily
involved
in
containers.
Another
thing
is
that
our
security
features
for
devsecops
is
way
better.
A
So
it's
our
primary
differentiator
with
both
github
and
azure
devops.
Right
now
is
our
security
features,
and
this
is
something
that
our
product
and
engineering
teams
they're
doubling
down
on.
If
you
look
at
our
product
investment
for
2021,
this
is
where
we're
putting
a
huge
number
of
our
engineering
hours
so
that
we
can
maintain
this
advantage.
A
Other
things
is
that
we're
open
source
and
better
roadmap
right,
so
people
can
go
out,
see
the
azure
devops
roadmap.
Compare
it
to
us,
it's
pretty
clear
that
they're
going
to
start
investing
more
into
github,
and
this
is
something
that
becomes
transparent
just
by
looking
at
the
road
maps.
A
All
right
so
going
pretty
quickly
straight
into
jenkins.
Jenkins
is
where
you
are
going
to
have
a
lot
of
your
success,
and
so
a
little
spit
about
the
story
of
jenkins
jenkins
is
the
original
devops
solution.
So
these
other
tools
were
founded
in
2013,
2015,
so
on
and
so
forth,
but
jenkins
was
created
in
2005,
and
so
what
it
did
was.
A
This
could
also
be
that
some
random
person
for
their
team
team
lead
basically
created
a
jenkins
server,
because
it's
open
source
and
he
basically
had
some
spare
time.
There
is
an
enterprise
version
of
jenkins.
This
is
called
cloudbees
and
the
main
thing
to
know
about
cloudbees
is
that
they
aren't
a
super
large
threat.
You
may
run
into
cloud
bs,
maybe
once
or
twice
per
year,
but
it's
not
super
important
to
focus
on
them.
A
The
main
thing
to
note
is
that
they're
their
original
solution,
they
have
a
they
have
a
huge
presence
in
many
of
our
accounts
and
in
all
honesty,
they're
kind
of
a
legacy
solution
right
so
written
in
2005.
How
often
do
people
in
technology
use
a
tool?
That's
16
years
old
now
right,
I'm
going
to
skip
the
cloud
b
slide,
but
how
we
win
is
the
fact
that
I
I
actually
was
at
jenkins
administrator
for
about
three
years,
and
so
I
can
speak
to
this
with
a
little
just
telling
some
stories.
A
So
what
I
mean
by
this
is
that
it's
unreliable,
it's
difficult
to
maintain
a
lot
of
businesses.
They
will
hire
someone
pam
100
120
000
per
year,
just
to
maintain
jenkins.
If
you
get
something
like
gitlab,
you
generally
don't
have
someone
who's.
Administering
it
full
time
and
part
of
the
problem
is
the
fact
that
you
need
these
things
called
plugins
or
extensions
to
really
leverage
jenkins
and
so
most
organizations
they
have
between
550
and
200
of
these
extensions
and
the
big
problem
with
having
these
extensions
is
that
now
jenkins.
Is
this
open
source
project?
A
If
you
have
75
of
these
extensions
now,
there
are
76
different
entities
that
have
written
part
of
your
code.
So
what
ends
up
happening
is,
if
you
upgrade
one
part,
then
it
was
never
designed
and
tested
to
basically
verify
that
it
would
not
break
the
remaining
75
parts
in
your
jenkins
environment,
and
so
the
way
to
sort
of
think
about
it
is
that
if
we
three
are
in
a
team,
we're
working
something
we're
talking
together,
we're
working
on
a
project
we're
going
to
design
for
it
to
work
together.
A
A
All
right,
okay,
so
let's
wrap
up
everything
with
atlassian,
so
I'm
specifically
going
to
talk
about
jira
right
now,
but
we
will
talk
about
some
of
the
rest
of
the
atlassian
ecosystem.
A
So
atlassian
is
something
that's
going
to
come
up
in
a
lot
of
our
customer
conversations
too
and
so
about
jira.
What
jira
does
is
that
it
is
pretty
much
the
number
one
solution
for
project
management,
so
all
of
that
stuff
of
creating
issues,
tickets,
agile,
sprint,
loading
and
stuff
like
that
they're
pretty
much
the
leader.
So
how
do
you
substantiate
that
they
have
over
50
market
share
and
how
they
got
here?
A
The
story
behind
this
is
that
they
were
the
original
solution,
so
it
was
founded
in
2002
and
for
the
longest
time
they
just
gobbled
up
more
accounts,
more
accounts,
more
accounts,
more
accounts,
and
then
they
got
to
the
point
where
they
had
50
market
share.
That
being
said,
it
is
a
decent
solution.
I've
used
it
before
they
have
lots
and
lots
of
different
industry
analysts
that,
like
their
stuff,
they
are
used
by
over
65
000
customers
in
about
one-third
of
the
world's
countries.
A
So
they
have
a
huge,
huge,
huge
customer
base,
so
just
sort
of
talking
a
little
bit
about
the
tools
and
the
atlassian
portfolio.
Jira
is
specifically
their
project
management
solution,
and
what
they're
trying
to
do
is
they
realized?
Hey,
wait.
We
have
a
lot
of
customers.
We
need
to
go,
sell
additional
stuff
as
well.
So
why
don't
we
create
other
stuff
that
we
can
package
into
these
atlassian
deals
right,
and
so
they
basically
moved
into
scm.
A
They
moved
into
the
ci
automation
space
with
this
thing
called
bamboo
and
then
so
what
they're
trying
to
do
with
all
this
stuff
is
when
they
go
for
their
jira
renewal,
everyone's
on
jira,
they
basically
say
hey.
What
are
you
doing
for
sem
and
ci
you're
already
renewing
it
with
us?
If
you
buy
this
additional
stuff
as
well,
we'll
give
you
a
discount
right,
and
so
that's
how
they're
trying
to
upsell
their
accounts.
A
So
that
being
said,
they're
doing
extremely
well,
simply
because
so
many
enterprises
are
buying
atlassian
right
now
and
just
as
a
visual
here
is
where
they
are
in
terms
of
many
of
these.
Like
gartner
forester
reports,
they
almost
always
have
atlassian
as
a
leader
and
for
project
management.
They're
number
one
right
so
53.
A
So
a
little
bit
about
the
story
of
how
we
try
to
compete
with
atlassian
jira.
So
at
first
we
come
up
with
this
single
application.
Let's
consolidate
all
of
your
tools.
How
much
money
are
you
spending
on
scm,
your
jira,
your
trello,
all
this
other
stuff?
If
you
just
get
gitlab,
you
save
money
and
you're
more
efficient
across
the
board
right.
So
that's
one
way
in
which
we
can
pitch
git
lab.
A
But
what
we
came
to
realize
very
quickly
is
the
fact
that
many
of
our
customers
didn't
want
to
move
off
of
jira
and
the
reason
why
is
because,
if
you're
using
jira,
it's
such
a
centralized
tool
to
your
workflow
that
moving
on
to
something
else,
is
really
really
really
cumbersome.
It
just
takes
a
lot
of
work
and
a
lot
of
people
just
don't
want
to
do
it,
and
so
our
competitive
motion
moved
from
trying
to
compete
with
jira
to
let's
integrate
with
jira.
So
now
our
messaging,
for
the
most
part
is
hey.
A
A
And
one
of
the
things
to
sort
of
talk
about
real
quick
is
the
fact
that
atlassian
is
discontinuing
their
on-prem
solutions,
and
so
what
I
basically
mean
by
this
is
that
I
think
that
they
have
between
three
and
four
years
to
get
off
of
some
of
these
solutions,
but
atlassian
is
only
focusing
on
their
sas
solutions,
meaning
that
if
you
have
one
of
their
on-prem
tools,
you
basically
need
to
figure
out
some
other
thing
to
adopt
within
like
the
next
three
years.
So
it's
not
immediate,
but
it
is
something
that
is
happening.
A
A
lot
of
our
sales
team
is
having
a
lot
of
success.
Prospecting
new
accounts.
They
find
out
that
someone's
using
atlassian
and
saying
hey.
Did
you
know
that
atlassian
is
eliminating
support
for
on-prem
version
of
jira
love
to
talk
with
you
about
other
options
that
exist
to
see
if
we
can
help
right,
and
so
that's
been
something
that
has
resonated
with
customers
so
far.
A
All
right-
and
the
last
thing
is
that
we
do
have
a
pretty
good
amount
of
success
around
bitbucket
and
bamboo
and
the
reason
why
is
because
we're
just
better
from
a
product
perspective
and
it's
a
tool
consolidation
play
right.
So
it's
like
hey
you're,
using
jira,
bitbucket
and
bamboo.
How
much
time
do
you
spend
integrating
everything
together
all
this
on
so
on
and
so
forth?
And
then
you
can
talk
about
how
gitlab
is
way
better
than
many
of
these
additional.
These
tools,
like
bitbucket.
A
So
that
being
said,
our
biggest
fight
is
with
microsoft,
and
what
the
salesforce
data
shows
is
that
if
we
lead
with
product
that
maximizes
our
chance
of
being
successful,
the
fact
that
we
can
authentically
go
into
every
sales
conversation
and
say
that
we
have
the
most
complete
product
right
now
and
that
this
is
going
to
systematically
make
you
more
efficient
across
the
board
and
out
of
those
big
differentiators
that
we
have
the
biggest
one
that
we
have
is
security
right
now.
A
So
good
luck
in
your
competitive
calls,
and
let
me
know
how
I
can
help.