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From YouTube: TT305: AWS and Google Alliances
Description
This is a Tanuki Tech session on 12/16/2020.
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/
B
Yeah
so
welcome
today's
session
today
is
going
to
be
about
aws
and
google
alliances
and
specifically
how
we
can
partner
with
these
two
business
units
and
ultimately
drive
more
value
for
customers
and
have
more
engaging
conversations
right.
So
the
ultimate
goal
of
this
class
is
to
get
more
sales
accepted
opportunities
by
using
the
aws
and
google
talk
track.
So
exactly
what
things
that
we'll
cover
is
how
to
identify
an
opportunity.
B
What
questions
to
ask,
and
basically
that
tailorized
conversation
so
that
it
can
be
more
specific
to
what
someone
who
may
be
a
cloud
architect
or
a
cloud
engineer,
is
actually
trying
to
do
so.
The
specific
things
that
we're
going
to
try
to
do
to
get
to
this
point
is
we'll
take
a
step
back
and
have
a
brief
understanding
of
what
alliances
in
channel
is
for.
B
Many
of
you
that
may
at
some
point
want
to
consider
a
career
in
alliances
or
channel
we'll
talk
about
exactly
what
these
business
units
actually
function
within
our
company
after
that,
we'll
take
a
little
bit
of
a
detour
to
just
sort
of
summarize
the
public
cloud.
Why
are
people
migrating
to
the
public
cloud?
How
much
money
is
in
it?
How
can
we
hook
into
some
of
these
opportunities
and
then
the
last
thing
is
ultimately
talking
about
that
conversation
that
we
can
have
with
customers
so
as
opposed
to
why
get
lab?
B
B
So
that's
what
we're
talking
about
today.
We
only
have
three
people
here
in
today's
session,
so
feel
free
to
interject
or
ask
questions
at
any
time.
So
what
are
alliances?
B
If
you
asked
me
a
couple
years
ago,
I
would
have
said
well,
it's
probably
like
this
right.
What
arch
what
is
channel,
I
know
a
lot
of
senior
directors
vps.
They
still
don't
really
understand
the
difference
between
all
the
different
channel
types,
there's
maybe
around
six
to
seven
different
types
of
channel
and,
to
be
quite
honest,
it's
really
confusing,
but
at
a
high
level,
and
not
trying
to
get
this
too
complicated,
let's
just
start
with
channel
first.
So
basically,
what
channel
partners
is
is
its
resellers
right.
B
So
if
you're
under
armour,
you
sell
direct,
but
you
also
allow
kohl's
and
the
nike
not
not
nike
store
but
walmart
other
vendors
to
sell
your
stuff
and
when
other
vendors
are
selling
your
products,
they
get
a
cut
of
the
profit,
and
so
the
reason
why
a
business
wants
to
start
investing
into
the
channel
is
so
that
now,
all
of
a
sudden
we've
greatly
scaled
out
our
sales
team.
It's
not
just
our
sales
team,
that's
doing
stuff.
It
is
other
vendors
that
are
selling
our
things
as
well.
B
Expanding
our
reach,
expanding
the
number
of
customers
that
we're
engaging
with
and
ultimately
increasing,
more
visibility
for
our
product.
I
worked
for
a
company
red
hat,
which
is
got
acquired
for
over
30
billion
dollars
and
one
of
their
primary
sales
strategies
was
through
the
channel,
so
they
got
a
huge
amount
of
their
revenue
through
channel
partners,
and
so
that's
why
gitlab
right
now
is
trying
to
invest
in
a
channel.
So
how
can
we
get
other
distributors
to
sell
gitlab
for
us?
B
That's
what
we're
trying
to
do
now,
contrast
that
with
business
alliances,
there's,
obviously
a
formal
definition,
but
at
a
high
level,
what
we're
really
talking
about
is
two
companies
that
are
jointly
working
together
to
either
create
products
that
synergize
together
or
to
create
a
sales
motion
that
synergizes
together.
So
let's
just
talk
about
some
examples.
B
Airlines
is
a
great
example
right.
If
you
want
to
get
up
and
running
in
an
airline,
you
have
to
invest
a
ton
into
renting
out
airports
into
infrastructure,
refueling
stations
and,
ultimately,
that's
really
really
really
expensive
for
a
smaller
player
to
get
up
and
running.
So
what
they
do
instead
is
they
form
this
gigantic
alliance
right?
So
maybe
southwest
owns
the
refueling
station
in
this
airport
and
maybe
the
smaller
regional
airlines.
They
can
just
have
an
alliance
with
southwest
so
that
they
can
use
the
refueling
station.
B
B
Another
example
how
many
of
y'all
have
been
to
a
coffee
shop
in
barnes
noble's
before
maybe
studied
there,
maybe
hung
out
there
met
a
friend.
B
Yeah
exactly
so
here's
an
example
of
two
businesses
that
are
winning
together
and
the
whole
idea
is
barnes.
Nobles
wins
because
now
there's
a
place
in
their
store
that
they
didn't
have
to
build,
they
don't
have
to
maintain
and
they
win,
because
people
can
now
they
get
more
book.
Sales
starbucks
wins,
because
all
these
people
are
now
just
like
getting
their
coffee,
while
they're
reading
these
books
and
then
the
last
example
that
I
have
is
spotify
and
uber.
B
This
is
something
they
rolled
out
recently,
but
you
can
now
use
spotify
to
control
the
music
if
you're
driving
around
in
uber.
So
it's
just
another
example.
So
these
two
companies
had
to
basically
come
together,
come
to
a
business
agreement
and
then
they
actually
had
to
build
in
the
functionality
into
their
app
so
that
it
could
actually
be
executed
from
an
implementation
point
of
view.
B
So
now
that
we
have
a
little
bit
of
understanding
about
alliances
now,
let's
start
talking
about
what
is
the
alliance
strategy
between
aws
and
google
and
gitlab.
So
what
we're
really
talking
about
here
is
primarily
two
things.
I
met
basically
five
to
ten
times
with
our
directors
of
alliances
here,
and
this
is
what
they
told
me.
B
So
do
you
all
need
me
to
review
public
private
hybrid
cloud
or
do
we
feel
like
we
have
a
good
gauge
on
you
know
these
three.
B
B
I
can
now
use
google's
infrastructure
and
pay
them
money
for
their
infrastructure,
so
infrastructure
as
a
service,
basically
so
where's
the
industry
moving
right
now,
as
you
all
exactly
said,
people
are
mentioning
all
the
time
that
they're
moving
to
the
cloud
right.
I
think
that,
right
now,
probably
around
70
to
80
percent
of
businesses
are
in
some
like
place
and
moving
in
the
cloud.
It's
something
that
every
sea
level
a
lot
of
vps
are
interested
in.
B
So
where
the
industry
is
moving
is
to
what
we
call
hybrid
cloud
environments
with
multi-cloud
deployments,
we'll
explain
what
both
these
things
mean,
but
what
we
mean
by
a
hybrid
cloud
environment
is
that
they'll
have
some
workloads
in
azure,
google,
for
instance,
but
you
still
have
to
have
some
stuff
on
prem,
because
some
applications,
just
because
of
how
they
were
written,
they
need
to
run
on-prem
or
you
may
have
some
sort
of
security
constraint
right.
So,
let's
just
say
that,
because
of
your
security
rules,
you
have
to
have
this
data
being
stored
on-prem.
B
So
that's
why
we're
talking
about
a
hybrid
cloud
environment
we're
talking
about
some
mix
of
both
on-prem
and
in
the
public
cloud?
The
second
part
of
this
is
multi-cloud
deployments.
Can
anyone
guess
why
someone
would
want
to
have
workloads
and
multiple
public
cloud
vendors.
C
B
From
a
business
perspective,
is
it
a
good
idea
to
have
well
I'll
put
it
this
way?
So,
generally
speaking,
if
I'm
a
business-
and
I
have
almost
all
of
my
infrastructure
and
all
my
tooling-
that's
built
for
azure
and
then
microsoft
strategy
in
their
business
direction
goes
down
south,
then
all
of
a
sudden
enough
to
spend
two
years
to
go
re-architect
and
move
everything
over.
B
Basically
it's
no
secret
that,
like
amazon,
they
want
to
charge
really
really
small
prices
and
then
push
out
a
lot
of
the
competition
and
then
given
a
long
enough
period
of
time
after
they've
crushed
your
competition,
they
can
just
like
search
prices
if
they
want
to
right.
So
if
you
have
a
footprint
in
both,
then
you
prevent
yourself
where
you're
all
locked
into
one
vendor
for
everything.
B
So
that
being
said,
many
workloads
are
being
migrated
to
the
public
cloud.
It's
basically
what
all
of
our
customers
are
doing
right
now,
and
many
applications
are
running
with
what
we
call
auto
scale,
we'll
talk
about
what
that
means
and
we're
talking
about
big
money.
So
these
moves
are
accelerating.
C
B
You
all
seen
ec2.
A
Before
I
haven't
seen,
I
think
you've
in
earlier
classes.
You've
briefly
showed
amazon
ec2
how
you
can
just
like
easily
access
that
deployment.
Okay,
awesome.
B
So
let
me
just
do
a
quick
review
on
how
basically
this
works,
so
let's
just
say
that
it's
maybe
like
10
years
ago,
if
I
want
new
servers,
I
need
to
go.
Have
this
like
capital
expenditure
cost?
It
goes
through
procurement.
I
buy
40
000
of
new
servers.
They
finally
come
in
a
month
later
I
get
my
engineers
to
rack
them.
B
B
B
If
it's
something
that's
very
graphic
intensive,
you
can
get
things
with
like
a
lot
of
gpus
right.
So
let's
just
go
with
and
notice
that
there's
different
prices
for
all
of
these
two,
so
it
doesn't
actually
show
it
in
this
chart,
but
one
of
these
will
be
like
eight
cents
per
hour.
One
of
these
will
be
12
cents
per
hour,
but
generally
speaking,
vm
and
ec2
will
be
something
between
8
and
50
cents
per
hour.
B
I'm
not
going
to
do
that
because
this
is
in
my
account,
but
it's
just
an
example
of
how
the
paradigm
of
computing
change,
so
we
went
from
a
capital,
very
long,
sales
cycle,
very
long
implementation
cycle
and
a
capital
expenditure
to
all
of
a
sudden,
an
operating
expense
and
so
part
of
the
reason
why
the
public
cloud
is
selling.
B
So
much
is
because
it
used
to
be
before
some
vp
or
c-level
would
have
to
sign
off
on,
like
some
six-figure
deal
to
expand
your
data
center
now
any
it
brought
the
power
to
the
individual
like
practitioner
level.
Any
sort
of
engineer
can
now
go
in.
Go
launch
an
instance
get
a
vm
within
a
couple
of
minutes.
So
that's
basically
another
reason
why
the
public
cloud
adoption
has
been
as
high
as
it
has.
B
So,
let's
just
talk
about
auto
scaling
applications.
This
is
something
that
does
matter
and
a
lot
of
our
customers
are
trying
to
implement
this
right
now.
So
the
whole
idea
is:
have
you
ever
do
any
of
you?
Have
jordan
brand
shoes.
A
B
B
If
you
log
in
you
can
get
a
jordan
brand
for
like
60
70
off
until
supplies
run
out,
right
and
they'll
generally
only
have
supplies
for
like
two
hours
and
the
whole
idea
is
to
create
market
hysteria
right
and
then
so,
let's
just
say
on,
the
y-axis
is
number
of
servers
that
you
need
in
your
environment
and
then
this
is
time
on
the
bottom.
So
this
is
noon.
This
is
midnight.
B
So
basically,
this
is
web
traffic,
that's
needed
for
nike's
website.
Well,
at
noon.
People
are
checking
basically
buying
stuff
because
we're
bored
at
work.
Everyone
goes
back
to
work
and
then
around
7pm
boom.
There's
like
this
absolutely
absurd
surge
in
traffic.
They
run
out
of
supplies
and
then
it
just
starts
creeping
down
as
people
realize
that
there's
like
no
jordans
that
they
can
get
anymore
because
these
supplies
are
exhausted.
B
So
what
cares?
Well
a
lot
of
sea
level
and
vps.
The
reason
why
they
really
care
about
the
public
cloud
is
because,
if
they
were
doing
everything
on
prem,
you
have
to
have
compute
the
highest
level
and
a
lot
of
times
it's
hard
to
predict
how
high
this
highest
level
is
going
to
be
right.
So
the
whole
idea
with
the
flash
sale
is
to
create
market
hysteria
and
basically
just
people
like
impulse
buying.
So
you
don't
know
how
viral
it's
going
to
go
right.
B
So
it's
hard
to
know
how
many
people
are
going
to
actually
go
be
part
of
your
flash
sale,
but
even
if
you
did
think
about
all
this
wasted
capacity
right.
So
if
this
were
purely
on-prem,
then
basically,
almost
all
of
this
area
is
server
sitting
idle.
It's
only
for
our
peak
workload
that
we
actually
need
our
server
capacity
for
and
then
so
what
these
vps
and
these
city
levels
are
trying
to
do.
Is
they
leverage
the
public
cloud
as
basically
an
infinite,
inexhaustible
pool
of
resources
where
they
actually
can
create
an
application?
That's
smart
enough!
B
B
B
Right,
okay,
so
let's
talk
a
little
bit
about
the
market.
Now
it's
a
big
and
expanding
market,
it's
also
a
competitive
market,
so
you
can
think
of
it
like
utilities
with
added
services.
Generally
speaking,
if
azure
drops
their
prices,
then
aws
and
google
will
follow
in
the
next
couple
of
months
right
because
it's
just
almost
like
imagine
if
you
have
two
wireless
internet
providers,
are
like
cable
internet
providers
and
like
if
spectrum
is
offering
like
20
off
or
something
so
it's
pretty
competitive.
B
It's
not
purely
like
utilities.
The
services
do
matter
a
lot
and
the
big
three
are
aws
azure
and
what
we're
really
trying
to
do
over
here
is
we
talk
about
enterprise
agreements
with
microsoft,
a
lot
and
so
as
a
review.
What
microsoft
is
doing
is
here's
a
30
million
dollar
deal,
it's
a
five-year
deal
we'll
throw
in
github
for
free
and
then
all
of
a
sudden
we're
locked
out
of
the
account.
So
what
our
partnership
team
is
really
trying
to
do
right
now
is
to
basically
talk
to
amazon
and
google
and
say
hey.
B
This
is
hurting
you
as
well
as
it's
hurting
us.
Why
not
include
git
lab
with
some
of
the
deals
that
you
have
and
now
we
can
lock
your
customers,
these
customers
out
of
github
instead,
so
we're
basically
trying
to
leverage
a
partnership
and
create
a
partnership
with
these
other
big
cloud
vendors
so
that
we
can
actually
have
a
similar
motion
to
what
microsoft
is
doing
with
github.
That's
still
in
the
works.
B
Myonk
and
pete
goldberg
are
working
on
this,
but
that's
the
end
goal.
If
we
can
create
a
situation
like
this
over
here,
you
can
see
public
cloud
revenue
for
any.
So
I
t
in
general
is
pretty
flat.
I
t
spend
in
general
is
pretty
flat,
but,
as
you
can
see,
the
public
cloud
is
growing
around
thirty
percent
year
over
year.
So
out
of
this
one
segment
in
it,
however,
is
growing
astronomically
like
quickly,
so
it's
a
really
hot
place
to
be.
I
know.
B
Sales
people
on
the
aws
side
and
they're,
like
quotas
are
basically
like
increase
hundred
percent
year
over
year,
but
they
usually
hit
it
too
and
we're
talking
about
ultimately
big
money
right.
So
there
was
one
deal
that
happened
last
year,
that
was
worth
15
billion
dollars
and
it
was
the
department
of
defense
awarding
it
to
microsoft.
Actually
and
talking
with
my
friend
who's
on
the
line
side
at
who
used
to
be
in
the
line
set
at
aws.
He
told
me
that,
like
watching
these
deals
come
in
we're
not
talking
about
like
one.
B
Two,
three
million
dollar
deals
we're
talking
about
hundreds
of
millions
dollars
every
once
in
a
while,
like
their
win
wire,
a
big
deal
for
them
would
be
like
in
the
billion
dollar
range.
That
was
a
big
deal
for
them,
and
there'd
be
a
couple
of
them
that
would
come
in
like
every
week.
Basically-
and
all
of
this
is
accelerating
as
well
so
we're
talking
about
huge
amounts
of
money
right,
we're
talking
about
15
billion
dollars
in
one
deal,
so
ultimately
that
was
all
great
abstract
knowledge.
But,
ultimately,
why
is
this
matter
for
us?
B
And
how
do
we
use
this
to
our
advantage
now
that
we
have
a
little
bit
more
of
an
understanding
of
what's
happening
in
general?
So
the
whole
point
is
that
companies
have
huge
budgets
for
cloud.
They
may
not
have
budget
for
infrastructure
in
general,
but
they
may
have
a
cloud
budget
as
a
cloud
tool.
We
can
get
a
cut
of
this
right.
B
So
what
I
mean
by
this
is
that
if
the
pentagon
basically
allocates
15
billion
dollars
in
this
cloud
like
rollout,
then
a
couple
percent
of
that
is
going
to
be
for
tooling
right,
because
it's
not
just
about
the
cloud
it's
about
the
tooling
for
the
cloud.
It's
about
scaling
it
up,
scaling
it
down,
so
that
they
can
maximize
and
utilize,
basically
their
gigantic
purchase
that
they've
made
right
and
then
so.
B
What
we're
trying
to
do
is
we're
trying
to
get
a
cut
of
this
cloud,
spend
they
may
once
again,
they
may
not
have
a
budget
for
infrastructure,
but
if
they
have
cloud
initiatives,
then
all
of
a
sudden
there's
budget-
and
we
can
get
part
of
this
and
ultimately
we're
talking
about-
is
also
big
budget
right.
We're
talking
about
like
even
one
two
five
percent
of
15
billion
dollars
as
a
cut
for
tooling
we're
talking
about
something
like
that.
B
So,
ultimately,
for
these
cloud
spends
gitlab
would
literally
be
like
a
one
single
line
item
in
their
cloud
like
migration
strategy
budget,
like
it
would
just
be
like
one
line
of
them.
That
being
said,
we
can
add
a
lot
of
value
to
these
migrations
and
what
they're
trying
to
do
other
things
about
this
is
that
business
units
that
are
adopting
the
cloud
migrating
things
to
the
cloud
are
the
ones
most
likely
looking
for
new,
tooling
right,
because
they're
trying
to
do
something
new
they're
still
trying
to
figure
out.
It's
basically
like.
B
If
we
talk
to
a
stagnant
business
unit,
that's
been
doing
the
exact
same
thing
for
the
last
five
years.
It's
pretty
hard
to
break
in
and
add
value,
but
if
people
are
trying
the
new
thing,
they're
migrating
the
cloud
they're
looking
for
direction,
then
we
can
actually
help
them.
We
can
add
value
to
what
they're
trying
to
do
create
a
streamlined
experience
and
ultimately
get
part
of
that
budget.
B
So
we
should
be
pretty
familiar
with
this
chart
right.
This
is
what
gitlab
does
developers
create
issues.
Then
they
write
code
ultimately
creating
a
merge
request.
Then
our
ci
runs
and
eventually
what
happens
is
that
the
cd
pipeline
runs
and
so
can
any?
Does
anyone
recognize
any
of
these
icons
on
the
right.
B
B
B
Zero
percent
of
our
customers
are
impacted.
It
is
not
until
new
servers
are
deployed
with
that
new
merge
request
that
any
business
value
comes
out
of
what
our
engineers
were
working
on.
So
the
story
does
not
end
with
the
merge
request,
approval
and
merge.
The
story
ends
when
applications
and
new
changes
are
put
into
production,
ultimately
driving
more
value
for
whatever
end
stakeholders,
people
are
using
gitlab
for
so,
in
other
words,
basically
we're
talking
about
companies
investing
50
million
100
million
200
million
in
their
engineering.
B
They
do
not
care
about
they
care,
ultimately,
that
their
apps
are
the
greatest.
So
this
last
stage
over
here
deploying
into
production
is
needed
so
that
customers
can
actually
see
the
changes
and
experience
that
new
functionality
that
their
developers
have
been
working
on.
So
this
last
stage
deploying
into
production.
That's
what
we're
talking
about
these
six
icons
here?
They
are
all
specific,
aws
cloud
targets.
So
the
reason
why
I
mentioned
this
is
that,
like
we
talk
about
aws
cloud,
aws
cloud
actually
offers
many
many
different
services,
so
the
first
one
is
called
lambda.
B
The
fourth
one
is
called
eks,
but
each
of
these
icons
actually
corresponds
with
a
specific
type
of
workload.
So
what
we're
talking
about
over
here,
actually
I'll
I'll
get
to
that
later?
But
what
we're
talking
about
here
is
deploying
to
gitlab
right.
So
after
a
gitlab,
merge
request
is
accepted,
git
lab
what
it
can
do
in
our
ultimate
value
offering
is
we
have
automated
deployments
to
the
public
cloud
right
and
then
so.
B
Let's
just
say
that
I'm
doing
everything
manually
right,
I
have
my
workload
running
in
the
cloud.
I
need
to
update
my
servers
by
hand.
So
what
I
do
is,
let's
just
type
in
all
of
all
of
these,
like
ansible
core
servers,
I
need
to
update
them.
So
let's
just
say
that
this
is
running
three-point
version
3.2
in
my
app
so
now
I
have
to
find
out
how
many
servers
this
is.
Okay,
it's
32
server
servers
right!
I
got
to
write
down.
Actually
52
servers
got
to
write
that
number
down.
B
Remember
it,
then,
what
I
do
is
I
launch
instances,
and
then
I
have
to
create
52
servers
right
that
all
takes
me
a
bunch
of
time.
Then
I
install
my
application
on
all
the
52
servers
for
the
newer
version,
including
the
changes
in
my
merge,
requests
right
and
then,
after
all
of
those
servers,
are
spun
up.
I
verified
that
they're
good
everything
like
that.
B
Now
I
kill
those
servers
that
are
running
the
older
version
and
I
hook
I
switch
over
network
traffic
to
basically
so
that
when
someone
goes
to
like
amazon.com
or
something
it
would
point
to
my
new
servers,
so
without
some
sort
of
automated
streamlined
way
of
doing
this,
one
it's
prone
to
error
two.
It
takes
a
lot
of
time
three,
even
if
I
forgot
about
any
of
that
stuff,
then
people
can't
visit
my
website
right.
So
it's
a
really
really
manual
process
without
some
sort
of
automated
deployment
solution.
B
B
The
other
thing
to
really
talk
about
with
this
is
that
we
deploy
to
all
clouds.
So
this
is
really
important
because
most
of
our
customers,
especially
those
in
the
enterprise
space,
if
these
businesses
get
larger,
they
have
a
multi-cloud
strategy
right.
They
want
to
avoid
that
vendor
lock-in,
and
so
the
fact
that
we
play
nicely
if
you're
aws
great,
if
you're
google
great,
if
you're
microsoft,
great,
even
something
weird
where
it's
like
alibaba
and
oracle
cloud.
B
If
you
want
to
go
put
your
workloads
on
that,
that's
great
too,
so
we
deploy
to
all
cloud
targets
and
within
each
of
these
cloud
targets,
aws
lambda,
aws,
eks,
the
aws
is
container
servers
we
can
deploy
to
all
those
as
well,
and
ultimately,
we're
talking
about
over
here
is
all
the
stuff
in
the
release
and
configure
section
so
implementing
things
like
serverless
and
advanced
deployments
and
continuous
delivery.
That's
what
we're
talking
about
here
so
ultimately,
from
a
business
perspective,
you
finally
get
a
call
you're
talking
to
someone
they're
talking
about
cloud
migration.
B
What
are
the
things
to
say
right?
So
for
someone
getting
in
the
cloud,
it's
a
really
hard
thing
for
people
to
do
right.
So,
if
you
just
think
about
it,
our
engineers
have
for
the
last
25
years
done
everything
on
prem
they're,
exploring
the
cloud
all
of
their
peers
are
doing
it.
It
seems
really
complicated,
there's,
maybe
seven
aws
certificates
so
that
you
can
get
like
certified
right
like,
and
so
what
we're
talking
about
is
lowering
the
barrier
of
entry
or
cloud
adoption
with
gitlab.
That
is
one
of
the
things
that
we
bring
the
table.
B
Other
things
that
we
bring
the
table
is
with
continuous
integration,
continuous
deployment.
That's
automated
we're
talking
about
more
efficiently
utilizing
cloud
spend
by
using
gitlab
to
do
your
automated
deploys,
and
so
what
does
that
bring
the
table?
Well,
the
difference
is
some
sort
of
service.
That's
redeploying
everything
in
an
automated
fashion
to
people
going
in,
and
then
unclicking
servers
going
to
kill
these
servers
in
so
like
instant
state
terminate
instance,
creating
new
servers
doing
an
automated
fashion,
ultimately
not
scalable.
B
B
B
They
need
to
spend
this
money
it's
already
earmarked
for
next
year
and
then
the
other
thing
is
that
if
we
can
allow
these
people
to,
let's
just
say,
improve
efficiency
and
business
outcome
with
this
bet-
10
15,
20
percent,
the
business
value
is
like
you
know:
10
20
30
more
of
a
hundred
million
to
one
billion.
So
it's
a
lot
of
basically
just
maximizing
that
bet.
These
vps
these
sea
levels,
they've
made
a
multi-year
commitment
for
a
public
cloud
vendor.
B
So
how
can
you
make
sure
that,
like
they,
really,
that
was
one
of
them,
maybe
like
three
strategic
bets
that
they're
making
right?
So
how
can
they
make
sure
that
that's
as
successful
as
possible,
we
already
demoed
before
and
after
with
gitlab?
So
now
it's
talking
about
deploying
to
what
so
things
that
you
may
have
heard
is
like
eks
gcr,
all
this
other
stuff.
The
whole
idea
with
this
summarizing
this
chart
is
that
whatever
deployment
target
a
customer
is
trying
to
do
so.
If
they
say
hey,
do
you
deploy
the
eks?
B
B
B
Fast
is
a
new
one
for
me.
Okay,
let
me
just
go
over
it
real
briefly,
because
I
do
think
that
at
least
some
of
the
marketing
material
that
we
send
out
I've
seen
it
come
up
from
time
to
time.
B
B
Let's
just
say
that
the
four
of
us
run
a
photography
company
and
we
have
to
basically
now
like
take
photographs
of
some
huge
event,
we're
going
to
take
50
000
photographs
and
then
after
it
we
need
to
resize
all
of
them
and
put
them
on
our
website
right
and
then
so.
The
batch
job
that
we're
actually
trying
to
do
is
resizing
50
000
photographs.
B
So
what
we
do
is
that
we
can
actually
just
define
the
function,
which
is
a
resizing
function,
upload
all
the
photographs
for
the
function,
and
then
this
service
is
smart
enough
to
create
all
the
servers
behind
the
scenes
that
I
need
to
do
this
job
and
then
once
the
job's
done
it
kills
all
my
servers.
For
me,
the
difference
is
that
I
never
actually
see
the
underlying
infrastructure
I
just
am
paying
for
the
job
itself,
so
amazon
still
charges
me
for
the
infrastructure
that
was
needed
to
do
the
job,
but
I
don't
really
manage
it.
B
I
don't
really
even
care
about
the
servers.
I
just
wanted
to
scale
out
and
then
scale
back
in
and
ultimately
have
my
photos.
Resized,
that's
why
it's
called
serverless
it's
for
people
who
just
want
a
business
outcome,
so
photographs
resized,
big
data
set
analyzed,
and
they
want
this
done.
They
don't
really
care
and
they
don't
want
to
manage
all
the
underlying
infrastructure.
All
they
want
is
for
their
function
to
be
done
as
a
service.
That's
it
and
these
fast
offerings
basically
make
it
easier
so
that
first,
I'm
gonna
do
something
like
this.
B
Every
cloud
vendor
has
fast
microsoft,
aws,
google,
maybe
some
of
the
minor
ones
that
don't
have
it,
but
this
is
something
that
gitlab
actually
does.
If
you
take
a
look
at
our
maturity
sheet,
it's
something
that
we
actually
list
as
our
serverless
offering.
B
Okay.
So
we're
going
to
talk
a
little
bit
more
about
the
specific
things
that
we've
built
out
here.
So
we
have
our
alliance's
team,
the
people
on
our
right.
This
is
pete
goldberg
he's
the
director
of
alliances
for
aws.
This
is
myunk
he's
our
newly
promoted
director
for
google,
and
so
what
these
two
guys
are
working
on
is
basically
figuring
out.
How
can
we
leverage
our
relationship
with
these
public
clouds
so
that
we
can
have
almost
like
almost
an
alternative
to
what
microsoft
is
doing
with
ea
agreements
right?
B
So
obviously,
that's
something
that's
going
to
take
a
long
time
to
basically
get
vetted
out,
but
it's
a
good
productive
step
that
the
fact
that
google
was
willing
to
they've
actually
bet
several
million
dollars
in
marketing
funds
for
gitlab
of
their
own
money
and
also
dedicating
some
of
their
sales
people
to
work
on
selling
gitlab
full
time.
B
B
The
marketplace
is
this
place?
Where
you
can
just
buy
apps,
so
if
you
want
to
have
vm
with
gitlab
community
edition,
you
just
click
here.
If
you
want
gitlab
premium,
you
click
here.
Let's
just
say
you
want
to
trial
if
you
want
to
trial
just
click
here,
and
so
the
reason
why
this
is
good
is
because,
let's
just
say
that
I
wanted
a
gitlab
trial.
If
I
didn't
have
this,
then
I'd
have
to
go
into
my
data
center,
get
a
vm
set
up
the
networking
for
it
get
and
then
install
gitlab
on
it.
B
So
in
aws's
marketplace
you
can
get
git
lab
and
like
for
google's
marketplace,
you
can
get
gitlab
same
thing
with
azure
marketplace
and
we're
gonna
get
rid
of
the
community
edition
pretty
soon.
So
it's
only
gonna
be
the
paid
tiers
that
are
in
gitlab.
B
Yeah,
so
you
have
to
pay
for
the
infrastructure
and
you
have
to
pay
for
the
software.
So
it's
basically
it's
going
to
be
an
additive
fee
and
awl
is
to
get
part
of
the
cut.
B
Thanks
for
asking
all
right
so
now,
let's
talk
about
relevant
personas.
Obviously
higher
up
is
better.
These
are
the
people
who
are
making
these
multi-year
cloud
bets
in
the
first
place
and
so
getting
a
conversation
with
them
and
asking
questions
like
how
do
you
plan
on
maximizing
this
cloud
bet?
Are
you
having
trouble
implementing
cloud?
What
are
some
of
the
bottlenecks
that
you're
seeing?
Do
you
have
a
continuous
deployment
strategy
right?
B
Are
you
happy
with
your
amount
of
business
value
that
you've
gotten
out
of
the
cloud
so
far
right,
and
so
that's
important,
because
these
are
the
people
who,
ultimately,
their
kpi,
is
going
to
be
involved
with
one
of
the
things
that
they're
responsible
for
is
cloud
rollout
right
from
a
technical
perspective.
What
we're
talking
about
is
cloud
architects,
cloud
engineers.
If
we
go
on
linkedin,
if
we
see
people
with
aws
certificates,
if
in
their
job
description,
they
say,
I
implemented
our
all
right.
B
We're
scaling
migrating
this
thing
to
aws,
so
on
and
so
forth.
Other
things
are
devops
leads
the
reason.
Why
is
because
devops
today,
the
vast
majority
of
those
people
are
actually
using
the
cloud
too.
So
sometimes
they
may
not
have
dedicated
cloud
engineers,
but
guaranteed
a
lot
of
the
time
that
the
devops
people
are
actually
deploying
the
cloud
know
about
it.
A
lot
of
them
are
in
charge
of
some
cloud
strategy,
especially
in
the
smb
space
and
so
from
a
linkedin
perspective.
B
And
type
in
something
like
this
find
relevant,
personas
right
and
then
just
scrolling
through
here
trying
to
find
out
all
the
information
okay.
So
it's
aws
great!
So
now
I
have
that
information
going
in
and
so
on
and
so
forth.
B
All
right
so,
ultimately
now
bringing
everything
to
what's
the
what's
the
meat
of
this
conversation.
So
let's
talk
about
just
questions
to
ask
so
a
really
great
question
to
ask
and
open
up
after
you
know,
maybe
an
aws
event.
A
google
event
is:
what
is
your
cloud
strategy
right
a
lot
of
times,
people
will
say
we're
getting
started
in
the
cloud,
we're
migrating
in
the
cloud
and
then
so,
if
they
answer
in
this
manner,
you
can
follow
up
with.
B
Would
you
be
interested
in
hearing
ways
to
lower
the
barrier
of
entry
in
the
cloud
right,
because
a
lot
of
these
practitioners
they're
stressed
out
about
how
to
do
this?
This
is
a
large
undertaking.
It's
not
easy
to
migrate
things
over
to
a
cloud
and
so
having
ways
to
lower
the
barrier
to
entry
and
to
make
this
more
seamless.
B
That's
a
huge
business
one.
If
they're
more
advanced
under
implementation
have
a
multi-cloud
strategy
already
implemented,
maybe
in
an
enterprise
space,
then
you
can
ask
something
like.
Would
you
be
interested
in
hearing
about
how
to
adopt
vendor
agnostic
cloud
practices
right
once
again?
These
enterprises,
part
of
their
strategic
roadmap,
is
to
prevent
vendor
lock-in.
B
What
people
don't
want
is
that
they're
completely
dependent
on
amazon
and
if
amazon's
roadmap
goes
haywire
or
something
like
that,
then
they
might
have
to
spend
three
years
re-architecting
moving
things
over
retooling
and
training,
our
engineers
on
maybe
azure's
tools
right,
so
we
always
want
to
be
an
enterprise
space,
at
least
on
two
public
clouds.
So
the
great
thing
about
this
is
that
gitlab
is
natively
vendor
agnostic.
We
don't
care
if
you're,
using
aws
or
google
or
microsoft
we
deploy
to
all
of
them.
B
So
it
is
one
tool
and
the
business
value
out
of
this
is
that
typically
there's
one
tool
for
deploying
to
microsoft.
There's
one
tool
for
deploying
to
google
to
have
one
tool
that
deploys
to
all
three
of
them
is
a
huge
win,
because
now
you
can
basically
consolidate
your
tool,
stack
right
and
from
a
training
perspective.
Now
I
don't
need
to
have
engineers
when
I'm
hiring
that
are
doing
this.
I
need
to
go
hire
for
engineers
that
learn
the
google
version
and
then
also
learn
the
microsoft
version.
I
can
use
the
universal
tool.
B
Another
thing
is
also
using
social
proof
right.
So
would
you
be
interested
in
hearing
about
how
some
of
your
peer
organizations
have
switched
to
gitlab
for
cloud
deployments
and
realized
return
on
investment
right?
So
we
have
a
lot
of
case
studies
and
you
can
take
a
look
at
some
of
them.
Xway
is
one
of
them,
but
for
both
the
google
side
and
the
amazon
side,
we
have
really
great
case
studies
that
we
can
show
out.
B
If
you
just
look
in
the
handbook,
there's
a
good
number
of
them
that
we
can
reference
so
ultimately
putting
it
all
together
right.
We
talked
about
a
lot
of
things
today.
What's
like
the
30
second
summary
of
what
we
mentioned
today
in
the
final
call
to
action,
so
justice
resetting
context,
majority
of
businesses
are
migrating
in
the
cloud
and
how
we
hook
into
this
is
that
we
can
accelerate
your
journey.
This
is
a
hard
road.
This
is
something
that's
difficult.
This
is
something
that
you've
invested.
300
million
dollars
into.
B
We
know
that
you
care
about
that.
What
are
some
of
the
problems
that
you're?
Having
is
automated
deploys?
One
of
them
is
basically
training
of
new
tools,
one
of
them.
Well,
we
can
help
right,
that's
we're
talking
about
here
and
the
fact
that
gitlab
can
allow
these
people
to
maximize
that
300
million
dollar
bet
we
know
once
again.
We
know
that
you
care
about
it.
Let's
talk
about
how
to
make
this
the
most
successful
project
implementation
possible.
B
How
do
we
do
this?
We
do
this
by
serving
as
a
complete
devops
platform,
all
the
way
from
ideation
deployment,
and
so
it's
the
basic
value
drivers
for
gitlab
itself.
It's
one
tool
for
the
entire
devops
life
cycle,
and
specifically
the
area
that
they
care
about
is
automated,
deploys
to
the
cloud
specific
calls
to
action.
B
So
when
you're
prospecting
accounts,
if
you
see
a
cloud
architect,
if
you
see
a
bunch
of
ec2
certificates,
then
start
thinking,
maybe
it's
a
cloud
practitioner,
maybe
as
opposed
to
the
general
talk
track.
Let's
start
talking
about
some
of
these
questions
that
we
listed
today
and
then
tailoring
our
messaging
to
include
the
better
together
story.
So
that's
today's
presentation,
evan!
I
got
you
out
ten
minutes
early.