►
From YouTube: TT101 - Introduction to Gitlab
Description
This is a Tanuki Tech session on 8/16/2023.
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
Awesome
so
the
goal
of
today's
session
once
again
is
how
do
you
sell
gitlab
at
the
end
of
this
one
hour,
I'm
gonna
talk
you
through.
What's
the
opportunity
in
the
team
that
you
joined
so
when
you
joined
gitlab,
what
does
that
mean
for
you
all
right
so
we'll
talk
about
where
we're
going
as
a
company
and
how
you
fit
in
and
then
we're
going
to
talk
about
our
product,
some
of
our
competition
and
pricing
and
ultimately
answer
the
question
of.
Why
would
someone
want
to
buy
Goodland?
Okay,
all
right?
So
what
is
gitlab?
A
We
are
both
promising
and
developing.
Do
you
remember
Zion
Williamson
Trisha
pardon.
Do
you
remember
Zion
Williamson
yeah
he's
like
the
number
one
overall
draft
pick
right,
so
when
not
like
today's
Zion
Williamson,
but
almost
like
the
buzz
of
Zion
Williamson
when
he
came
out
of
Duke
right.
So
that's
what
we
mean
by
being
promising
and
developing.
A
So
I
want
to
talk
about
this
a
little
bit
more
over
here.
We
have
a
diagram
of
everything
that
we
do.
What
the
heart
means
is
that
we're
one
of
the
best
in
the
entire
industry
at
this?
What
the
circle
means
is
that
we're
pretty
good
at
it
for
many
businesses.
This
is
all
you
need
for
the
half
circle
where
decent
at
it.
If
you
want
like
a
real,
robust
solution,
you
might
want
to
go
with
something
else.
Okay
and
the
quarter
circle
is
we're
just
getting
started.
B
A
B
A
Circle.
Okay,
so,
let's
see
over
here,
you
can
see
right
now
we're
at
three
hearts.
We
are
at
11
circles.
We
are
at
32
half
circles,
okay,
so
Jessica
you
are
right
and
then
seven
quarter
circles.
So
that's
where
our
product
is
right
now,
but
where
are
we
going
right?
The
goal
of
git
lab
is
to
be
a
single
application
for
software
engineers
and
developers
and
all
sorts
of
different
technical
professionals
and
one
year
in
the
future.
We
want
to
have
15
hearts.
A
A
So
going
a
little
bit
more
into
the
history
of
git
lab,
we
ipo'd
around
October
of
2021
and
when
we
ipo'd
we
were
one
of
the
most
valuable
tech
companies
in
our
space
from
like
a
multiple
perspective,
so
Jessica,
you
probably
remember
this,
but
it's
like
snowflake
was
hitting
all
these
records
right
yep.
We
were
actually
trading
at
around
85x
Revenue
at
a
certain
point.
In
time,
which
is
basically
crazy,
what
ended
up
happening
is
when
Tech
corrected.
A
Okay,
so
that's
why
we
mean
both
promising
and
developing
or
developing
from
a
product
perspective
or
promising,
in
the
sense
that
when
we
ipo'd
there
was
a
reason
why
gitlab
was
once
one
of
the
most
expensive
companies
of
all
time
for
multiple
perspective
is
that
people
really
saw
the
benefit
of
having
a
single
application
Okay.
So
there
was
a
lot
of
enthusiasm
and
right
now
we're
trying
to
prove
that
enthusiasm.
A
A
Is
it
so
we're
around
five,
a
half
of
that
we're
at
around
like
500
million
dollars?
Okay,
all
right
so
Trisha?
Sometimes
you
sell
something
that
no
one's
ever
heard
of
before.
Sometimes
you
sell
something
that
is
pretty
well
known,
so
one
thing
that
you
all
should
know
is:
gitlab
is
very
famous
okay,
so
I'll
just
give
you
some
charts
over
here,
Forester
Gartner.
They
have
us
like
top
right
quadrant,
so
get
lab
Gartner.
A
Here's
another
example.
So,
as
you
can
see,
gitlab
literally
is
in
the
top
right
okay.
So
we
are
talking
about
a
company
that
people
know
that
has
good
brand
recognition
and
the
question
now
is:
can
we
leverage
our
post
IPO
enthusiasm,
complete
the
product
and
continue
to
win
this
Market,
considering
that
we
have
great
advantages
right
now?
Okay,
okay!
A
So
let's
just
talk
realistically
about
where
we
are
in
the
market
today,
one
way
in
which
you
can
see
Market
data
is,
if
we
type
in
the
number
of
jobs
that
are
looking
for
us
versus
our
competitors.
Okay,
so
right
now,
if
I
type
in
gitlab
into
this
one
job
post
in
the
United,
States
I
see
5
200
jobs,
okay,
so
competitor
number,
two
Jenkins
13
000
jobs.
What
does
that
tell
you
about
the
size
of
Jenkins
versus
US
Trisha.
B
A
A
Right
so
here's
the
situation
that
we're
in
we
are
a
Visionary
we've
been
identified
as
a
leader
and
right
now.
What
we're
trying
to
do
is
we're
still
the
smaller
player
we've
been
growing
at
around
70
percent
year
over
year
for
many
years.
This
is
our
Market
to
grab
okay.
So
that's
the
position
that
we're
in
we
are
taking
accounts
from
Jenkins
from
atlassian.
We
are
the
one
that's
expanding
right
now:
okay,
all
right!
So
what
does
gitlab?
Do
it's
a
single
application?
A
We
try
to
do
everything
if
you're
a
developer,
if
you're
in
operations,
if
you're
in
security,
if
you
are
in
project
management,
if
you're
in
product
management,
we
want
to
have
capabilities
for
you.
Okay
and
I
want
to
talk
a
little
bit
about
how
this
actually
works
right.
So
when
I
was
an
engineer,
I
worked
on
this
thing
where
our
goal
is
so
let
me
of
course
Brewery
inside
so
actually,
let
me
start
out
with
the
story.
A
You
know
working
machinery
and
what
I
found
out
was
that
there
really
weren't
any
workers
in
the
factory
at
all.
Basically,
there
was
a
bunch
of
tour
guides.
There
were
terrorists,
but
everything
was
automated
in
big
conveyor
belts.
Okay,
so
if
something
like
brewing
beer
is
automated,
do
we
want
more
or
less
automation
for
something
like
software
development?
What
do
you
all
think.
C
A
So
this
is
a
bit
of
a
simplified
diagram,
but
what
we
did
was
we
had
one
tool
talk
to
the
next
tool.
Talk
to
the
next
tool.
Talk
to
the
next
tool.
Talk
to
the
next
tool
which
talk
to
the
next
tool
was
shock
to
the
next
tool.
All
right
and,
like
you
said,
Jessica,
we
want
to
have
as
much
Automation
in
this
as
possible.
A
So
what
do
we
do?
We
try
to
stitch
all
these
tools
together
and
create
one
gigantic
piece
of
automation
right,
so
here's
the
thing
the
company
that
made
GitHub
is
different
than
the
company
that
made
ansible
Tower.
The
company
that
made
ansible
Tower
is
different
than
the
company
that
made
Docker
Hub
right.
A
So
what
you
have
to
do
to
stitch
all
this
together
is
an
engineer,
needs
to
come
in
and
write
custom
code
to
get
this
tool
to
talk
with
this
tool,
this
tool
to
talk
with
this
tool,
this
tool
to
talk
with
this
tool,
this
tool
and
talk
with
this
tool,
this
one
this
one
and
this
one
this
one
okay.
So
this
is
a
bit
of
a
simplified
diagram,
but
I
want
you
to
understand
that
there
are
many
tools
here
and
what
happens
when
we
have
more
tools.
Do
we
spend
more
money
or
less
money?
A
A
Every
once
in
a
while
I
need
to
update
one
of
these
platforms,
so
I
might
update
openshift
3.2
to
3.3
all
right
every
time.
I
do
that.
I
have
to
turn
this
off.
I
have
to
run
my
upgrade
cycle,
which
takes
a
lot
of
time.
Then
I
have
to
turn
it
back
on.
This
is
usually
really
stressful.
That's
why
Engineers
usually
do
it
at
like
2
am
right
so
from
a
maintenance
perspective.
Do
I
have
more
tools.
The
more
tools
that
I
have
do.
I
have
to
do
more
or
less
maintenance.
A
A
A
So
the
more
tools
that
you
have
the
more
complicated
it
is,
which
means
that
the
more
outages
you
have
right
and
then,
ultimately,
what
that
means
is
that
you
have
unhappy
developers
that
are
angry
all
right.
So
when
I
was
mentioning
your
around
15
of
the
time,
I'd
wake
up
all
these
slack
messages
Chris
go
fix
this.
A
Okay,
all
right,
one
more
from
a
hiring
perspective,
it's
very
it's
a
very
time
consuming
defined
developers
that
know
all
your
tools,
the
more
tools
that
you
have.
Does
this
make
hiring
more
or
less
complicated.
You
now
need
to
go
find
Engineers
that
know
GitHub
Jenkins
and
Sport
Tower,
terraform,
AWS,
openshift
and
Docker
Hub.
Is
that
pretty
rare?
So
what
do
you
think.
A
A
A
Okay,
so
the
value
is
save
money,
talk
to
Less
sales
teams.
You
don't
have
to
deal
with
as
much
Integrations
less
stuff
to
maintain
less
outages,
your
hiring
profile
simpler.
You
have
less
tools
for
your
teams
to
train
on
everything
gets
simpler
if
you
go
onto
a
single
application,
okay,
so
that's
what
gitlab
is
we're
not
there.
Yet
we
already
talked
about
that.
A
That
being
said,
many
sales
folks
that
I've
talked
with
under
Company
still
say
that
the
value
that
we
have
right
now
has
made
gitlab
one
of
the
easiest
things
that
they've
had
to
sell
in
their
entire
career.
Okay.
So
even
though
the
product's
not
done
yet
there's
still
a
lot
of
value
in
what
we
bring
the
table
right
now,
okay,
and
once
again,
our
goal
is
to
get
there
quickly.
So
this
is
a
chart
of
everything
that
we're
implementing
in
the
product
every
year
in
2016,
we
added
these
things.
2017,
we
added
these
things.
A
Okay
and
just
to
recap,
what
we're
trying
to
do
is
to
consolidate
what
we
call
a
tool
chain.
So
in
most
organizations
you
have
GitHub,
which
talks
to
Jenkins,
which
talks
to
terraform,
which
then
talks
to
ansible
Tower,
which
then
talks
to
Docker
Hub.
You
have
this
big
crazy
tool
chain.
If
one
of
these
things
shuts
down
your
tool
chain
runs
into
problems.
Okay,
and
we
want
to
be
that
single
platform.
All
right-
and
one
of
the
analogies
we
like
to
use-
is
that
it's
kind
of
like
the
iPhone.
A
A
A
A
It's
become
essential
and
the
goal
is
that,
as
we
complete
this
product,
this
just
becomes
more
and
more
essential
right
for
project
management,
essential
for
SCM,
essential
for
automation,
essential
for
devsecops,
essential,
okay,
all
right.
So
what
do
why?
Why
should
someone
Buy
gilab
right?
So,
in
short,
better
software
faster,
more
secure
software
faster
right,
that's
our
tagline
other
way
of
talking
about
it
is
three
main
value.
Drivers.
A
One
thing
that's
important
to
understand
is
that
it
comes
from
the
fact
that
we're
a
single
application,
so
in
other
words
we
have
differentiators
that
are
very,
very,
very,
very
hard
for
other
companies
to
try
to
reproduce
most
companies
try
to
win
this
category
of
like
win
like
a
single
category
right.
They
want
to
win
the
SAS
space.
They
want
to
win
the
dash
space
right.
Our
advantages
come
from
the
fact
that
we're
platform
okay.
A
So
what
are
some
of
the
three
advantages
that
we
bring
number
one
will
make
you
more
efficient
in
today's
world.
Just
like
you
said,
Jessica
people
are
being
asked
to
do
more
with
less
and
we
can
help
them
do
that
number
two
deliver
better
products
faster.
A
lot
of
engineering
teams
are
under
a
lot
of
pressure
with
gitlab.
We
can
help
them
to
meet
their
goals.
Okay,
number
three
reduce
security
and
compliance
risk.
One
of
the
very
exciting
things
about
git
lab
is
that
we
can
help
out
basically
every
single
one
of
your
accounts.
A
Okay,
so
a
lot
of
times
you'll
sell
something
an
account.
Will
you
know
not
need
it?
If
you
have
software,
which
is
basically
everyone,
then
you
have
value
for
something
like
gitlab.
Okay,
all
right.
So
now,
let's
talk
about
some
of
the
caveats.
So
what
we
mean
by
this
is
the
negative
things
all
right
so
number
one
is
it's
important
for
us
to
realize
that
we
are
fundamentally
counter-cultural
okay.
So
what
I
mean
by
this
is
having
a
tool
chain
is
what
everyone
does.
A
If
you
go
around
San
Francisco
and
talk
to
all
those
tech
people,
they
have
a
tool
chain
all
right
and
then
so
go
into
someone
and
say
hey.
We
can
replace
your
tool
chain.
That's
a
crazy
idea!
Most
people
don't
think
like
that.
Okay,
it's
just
not
knowable
other
things.
You
probably
could
have
guessed
this
already,
but
realistically,
in
this
scenario,
they
might
have
just
signed
a
one
year
with
this
vendor
a
two-year
contract
with
this
vendor
one
year
with
this
vendor
and
then
so.
A
When
you
go
in
and
say
hey,
we
can
replace
all
of
your
stuff.
The
knee-jerk
reaction
is
well
we're
already
paying
for
half
of
this
stuff,
so
I
don't
want
to
replace
everything
right
like
we
just
we
just
like
renewed
okay.
So
in
a
situation
like
this,
the
messaging
that
we
can
use
is
hey.
You
want
to
continue
using
Docker
hub,
that's
awesome!
We
don't
have
to
replace
everything
all
right.
A
A
So
one
of
the
pushbacks
that
you'll
see
a
lot
of
the
time
is
hey.
We
are
stuck
on
this
one
tool,
okay
and
then
the
answer
for
that
is
that's
awesome
that
you
want
to
continue
using
blank
a
lot
of
our
customers,
use,
gitlab
and
blank
together
right.
This
is
especially
true
with
things
like
jira
right,
a
lot
of
our
customers
use
jira
in
gitlab,
okay,
and
we
integrate
with
the
vast
majority
of
the
tools
that
they
currently
have.
You
can
use
them
together.
A
A
That
were
a
solution
for
holding
code
in
the
cloud.
What
they
don't
realize
is
that
we
do
all
of
this
okay,
so
in
other
words,
let
me
say
this
again:
most
people
know
about
us.
A
lot
of
people
have
a
positive
feeling
about
us.
The
vast
majority
of
people
have
a
misunderstanding
of
what
our
product
does.
They
think
that
we
are
a
code
storage
solution.
They
don't
realize
that
we're
a
platform
for
software
development
delivery.
A
C
D
B
A
C
A
A
So
this
is
something
that's
become
a
lot
more
important
for
the
company
is:
how
do
we
compete
with
GitHub,
okay,
and
then
we
will
have
a
dedicated
session
that
goes
into
detail
about
GitHub
all
right,
here's
something
else.
Let's
talk
about
our
pricing
tiers
right.
So
what
is
something
that
jumps
out
to
you
about
our
pricing
tiers.
A
A
My
name
is
Trisha
and
my
goal
is
to
connect
with
users
like
yourself,
just
wondering
if
you'd
ever
be
interested
in
exploring
some
of
the
options
in
one
of
our
paint.
Peers
right
so
Frida
paid
is
one
of
our
fundamental
sales
motions,
but
something
else
that
jumps
out
at
you
Jessica
about
our
pricing.
A
So
that's
perfect
right,
so
usually
your
other
tier
might
be
2x.
It
might
be
70
more
expensive.
This
is
over
three
times
as
expensive.
The
main
difference
between
premium
and
ultimate
is
our
security
scanning
capabilities
and
I
just
want
to
share
with
you
a
little
bit
more
about
this.
So
let's
look
at
our
competitor.
A
If
you
want
GitHub
security
scanning,
it's
49
per
month
per
user,
all
right!
So
that's
what
our
competitor
is
doing.
It's
just
this
50
difference.
Okay,
and
so
the
reason
why
ultimate's
so
much
more
expensive
is
than
premium
is
ultimates
better
and
basically
many
many
different
ways,
but
one
of
the
main
reasons:
why
is
because
it
has
better
security
scanning?
Okay
and
security
scanning
is
just
a
very
expensive
thing
right
now:
okay,
so
there's
two
different
versions
of
gitlab:
one
is
software
as
a
service,
so
let's
actually
just
diagram
this
out.
A
Okay,
so
let's
just
say
you
want
gitlab
right,
some
people.
They
want
access
to
gitlab.com.
What
that
means
is
they
want
to
log
in
right?
They
don't
really
care
about
who,
like
all
the
infrastructure
and
the
background
about
it,
they
just
they
just
want
their
team
to
be
able
to
log
into
gitlab.com
start
using
the
application
all
right.
So
that's
what
we
call
the
SAS
solution.
A
Okay.
So
the
customer
does
not
touch
these
computers.
Okay,
but
let's
just
say
that
you
are
a
defense
contractor.
You
are
Lockheed
Martin,
all
right.
You
make
top
secret
nuclear
missile
code
for
super
super
secret
and
very
expensive
defense
projects.
Do
you
trust
your
top
secret
code
to
go
be
managed
by
gitlab
in
Google
cloud,
or
do
you
want
to
manage
it
yourself
and
hold
it
in
your
own
computers.
A
Right,
so
that's
completely
correct,
so
they're
not
going
to
trust
gitlab
with
their
stuff.
What
they
want
is
they
want
to
have
a
top
secret
data
center.
Let's
just
say
it's
surrounded
by
barbed
wire:
you
go
through
security,
then
you
go
down
a
bunch
of
flights
of
stairs.
Once
you
go
down
all
these
flights
of
stairs,
then
you
have
your
own
computers.
A
You
want
your
top
secret
code
to
go
on
here,
okay,
so
this
is
what
we
call.
Self-Hosted
are
on-prem
so
Trisha
for
you.
This
is
a
question
that
is
part
of
our
qualification
for
sales
development,
okay.
So
this
is
something
that
we're
asking
when
we're
qualifying
opportunities
all
right,
so
we
both
have
a
SAS
here.
We
also
have
a
self-host,
so
self-hosted
tier
it's
important
for
you
all
to
understand
that
we
are
the
dominant
player
in
self-hosted.
A
Okay,
so,
right
now
how
the
competitive
market
is
working
out
is
that
GitHub
has
a
lot
of
momentum
in
the
SAS
space
all
right,
so
they
are
the
big
player
in
the
SAS
space.
We
are
the
big
player
in
the
self-hosted
space.
Okay,
all
right
cool
can
I
help
clarify
anything
or
else
we'll
jump
into
Wi-Fi
gitlab.
A
Okay
cool,
so
let's
talk
about
operational
efficiencies
and
delivering
better
products
faster.
Okay.
So
how
do
we
do
this
part
of
how
we
do
this?
Is
we
help
people
to
implement
best
practices?
So
here's
the
way
that
I
describe
this?
What
is
this
Jessica?
Do
you
watch
any
sports
or
like
do
you
follow
basketball
or
anything
like
that
football.
A
Cool,
so
in
basketball
there
are
best
practices
right.
Are
your
people?
Communicating?
Well,
are
you
moving
the
ball?
Are
you
like
playing
Team
Basketball,
so
the
best
practices
are
not
Secrets.
The
question
is:
how
do
you
get
things
like
good
communication,
good
leadership
right,
it's
the
same
thing
with
the
engineering
organization.
The
best
practices
are
known.
Question
is:
how
do
you
actually
get
them
all
right?
So,
let's
talk
about
some
of
these
best
practices.
Number
one
cicd.
What
is
CI
CD?
A
A
What
else
do
we
have
in
here
a
lot
of
Test
Section?
Okay,
so
maybe
40
50,
maybe
even
60
things
automated,
and
so
how
much
time
does
this
job
take?
What
actually
takes
70
minutes
and
six
seconds
so
as
opposed
to
an
engineer
running
all
of
this
stuff?
He
now
has
he
or
she
now
has
70
minutes
where
they
can
go.
Do
something
else
all
right,
and
so
this
is
the
power
of
automation.
It's
going
to
speed
up
your
engineers
and
it's
going
to
give
them
time
back
so
that
they
can
do
other
things.
A
A
This
is
so
it's
this
thing
called
emerge
request.
Okay,
if
you
want
to
add
code
into
our
project,
you
have
to
request
to
merge
this
new
code
in
okay.
So
here's
a
merge
request.
This
person's
trying
to
add
in
this
new
code
people
have
a
right
to
ask
questions
and
they
do
right
and
every
time
these
merge
requests
come
in
we're
running
pipelines.
What
are
they
doing?
They're
testing
the
software
running
a
hundred
twenty
seven
thousand
tests
making
sure
it
works.
We're
also
scanning
for
security
vulnerabilities.
A
A
So
that's
what
our
automation
is
doing.
What
devsecops
is
it's
referring
to
the
security
scanning
piece
of
this?
Every
time
someone
is
merging
a
new
code,
then
we
are
scanning
it
from
a
security
perspective.
Okay,
so
that's
what
we're
talking
about
with
devsecops?
Okay,
all
right!
The
next
thing
is
this
thing
called
agile.
Agile
is
a
way
to
design
software
and
I'm
going
to
talk
more
about
that
in
a
bit
and
here's
the
thing
just
like
when
you
play
basketball.
A
If
you
have
good
leadership,
good
Communications,
everyone
knows
their
role
and
you
have
like
defined
role
hierarchies.
You
have
a
big
advantage
over
everyone
right.
It's
the
same
thing
if
you
have
cicd
website,
gobs
and
agile,
you've
advantage
over
your
peers.
Okay,
and
the
fact
of
the
matter
is
gitlab-
makes
this
easy
all
right.
A
A
One
thing
to
understand
about
agile
is
that
a
lot
of
people,
the
right
software
in
this
other
way,
which
is
kind
of
like
I,
want
a
website.
Okay,
I'm
gonna
come
up
with
a
design
document
and
it's
going
to
say
I
want
my
website
to
do
a
b
and
c
I
want
it
to
look
like
x,
y
and
z.
Here
are
some
pictures
called
mock-ups
right?
Here's
some
diagrams
about
in
the
color
scheme.
A
I'm
gonna
go
give
this
to
an
engineer.
Okay,
so
I
pay
the
engineer.
Ten
thousand
dollars
up
front
I
go
away
for
three
months
come
back.
He
gives
me
the
website
and
then
I
pay
them
a
little
bit
more
and
then
usually
what
ends
up
happening
is
I.
Have
suggestions
for
feedback?
Well,
you
know
I
thought
it
looked.
This
icon
looked
good
this
color,
but
I,
don't
like
it
I
want
you
to
change
it
like
this
I
want
you
to
move
this
over
here.
You
know
and
I
have
a
new
idea.
A
I
want
you
to
add
in
this
section:
okay,
so
the
original
way
that
software
was
written.
Is
you
give
someone
a
design
document
you
go
away
and
you
come
back
all
right,
so
it's
kind
of
like
building
a
house
I,
don't
know
if
you've
ever
lived
in
a
custom
house,
but
imagine
asking
for
a
custom
house.
I
want
three
bedrooms:
two
bath,
this
paint
Scheme,
here's
the
floor
plan,
here's
what
here's
another
bunch
of
documents:
here's
our
marble,
countertops,
okay
and
then
you
give
the
Builder
the
design
document
you
go
away.
A
A
A
A
A
A
Okay?
So
then
they
do
that
they
put
an
electricity
in
the
plumbing.
The
buyer
comes
back
with
the
builder
hey.
Does
this
look
right
for
you?
Well
now
that
I
see
it
I'd
actually
appreciate
an
additional
light
switch
over
here,
and
then
they
fixed
that
before
the
entire
house
is
built.
Okay,
so
once
again,
agile
is
the
principle
of
iteration
you're
meeting
with
your
stakeholders,
as
you
build
the
house.
The
reason
why
this
is
better
is
because,
if
you
have
feedback,
you
fix
it
before
everything
else
is
built
on
top
of
it.
Okay.
A
So
if
this
is
actually
like
how
an
engineering
team
would
work,
that's
using
agile
iteration
number
one
lay
the
foundation
of
my
app
iteration
number
two
fixed
API
iteration
number
three
fix
the
user
interface
iteration
number
four
fixed
Integrations,
okay,
so
it's
an
iterative
manner
for
developing
software
and
gitlab
makes
this
easy.
Okay,
because
we
have
all
of
the
tooling.
If
you
want
to
do
this
at
a
high
level,
all
right,
so
one
more
value
driver
that
I
want
to
talk
about,
which
is
communication
so
Trisha
for
you.
A
A
If
there
were
one
thing
that,
if
you
could
fix
what
would
you
fix
right?
What
is
what
is
one
thing
that
if
you
were
to
solve
this
issue,
it
would
make
like
all
of
your
team's
job
so
much
easier,
okay
and
Tim
paused
for
a
bit,
and
he
said
you
know
what
Chris
one
of
the
things
that
you
see
all
the
time
is
one
team's
working
on
this
thing
for
five
months.
A
This
other
team
built
it
three
months
ago,
and
if
these
teams
were
actually
talking
to
each
other,
then
they
would
have
saved
so
much
time.
Okay,
so
something
that's
important
for
us
to
understand
is
a
lot
of
engineering
projects.
They
fail
because
of
a
lack
of
communication.
There's
many
different
reasons
for
this,
but
part
of
it
is
tooling.
So
let
me
just
share
a
little
bit
about
this
all
right.
So
here's
my
tool
chain.
A
I
have
tool
a
b,
c
d,
e,
f
g
h
I
and
most
of
these
tools.
They
cost
money
per
user
per
month,
okay
and
then
so
what
most
businesses
do
is
they
say?
Well,
I,
don't
want
to
overpay.
So,
let's
just
give
developers
to
access
these
tools.
Let's
just
give
operations
access
to
these
tools.
Qa
gets
access
to
these
tools.
Security
gets
access
to
these
tools
and
now
devops
gets
access
to
these
tools.
Okay,
so
the
challenge
is,
if
you're
a
developer
a
lot
of
times.
A
A
Okay,
so
there's
a
lot
of
just
a
recap:
if
different
teams
are
on
different
platforms,
it
makes
it
harder
for
them
to
work
together
on
things.
There's
one
more
thing:
I
want
to
Loop
in
real
quick.
So
all
the
time
there's
a
lot
of
there's
many
different
business
reviews
right:
Harvard,
Business,
Review,
Stanford,
Business,
Review,
many
of
them
say
different
things,
but
one
thing
that
businesses
business
reviews
come
in
something
that's
substantiated
by
research
over
and
over
again
is
one
of
the
greatest
places
of
innovation.
A
Is
the
break
room
in
your
office?
Okay,
and
the
reason
why
is
because
this
is
where
different
people
from
different
groups
come
together.
So
in
other
words,
literally,
we
get
better
products,
new
products,
competitive
advantages.
We
get
better
ideas
because
of
this
break
room.
Okay,
if
you
have
everyone
in
different
platforms,
you're
not
going
to
have
this
as
much
and
I'll
just
give
you
a
real
example
of
this.
A
So
this
is
a
merge
request
right,
so
some
Engineers
trying
to
get
this
new
code
in
you're,
not
just
going
to
get
developer
feedback
in
gitlab,
you
could
be
getting
feedback
from
operations
from
QA
from
security.
This
is
an
example
of
how
different
people
from
different
groups
can
now
collaborate
on
your
idea,
okay,
so
communication.
Once
again,
you
will
help
people
to
work
on
the
same
page,
avoid
situations
like
this
or
team.
A
is
building
a
bridge.
It's
too
high
Team
B
didn't
collaborate
with
Team
a
on
the
same.
A
You
know
TMC
didn't
realize
that
the
project
moved
in
a
different
direction
and
that
it's
now
a
bridge
okay,
so
this
may
seem
like
a
cartoon,
but
it
literally
when
I
was
an
engineer
around
20
of
all
of
the
code
that
I
wrote
wasn't
used
and
the
reason
why
was
because
the
project
went
in
a
different
direction?
Okay,
so
if
you
actually
have
everyone
on
the
same
page,
you
can
avoid
this
situation.
These
people
know
what's
going
on
these
people
know
what's
going
on
these
people
know
what's
going
on,
but
they're
not
talking
right.
A
A
Okay,
so
security
is
a
really
big
deal.
It's
one
of
our
main
go
to
market
motions.
We
call
ourselves
an
AI
powered
devsecots
platform
right,
so
it's
very
important
for
us
to
understand
about
how
we
add
value
in
this
security
space.
So
let's
talk
about
security.
Most
people
are
bad
at
this.
So
the
way
that
I
want
you
to
think
about
it
is,
if
you
ask
a
hundred
people,
you
know:
if
do
you
do
you
wish
that
you
had
a
higher
level
of
physical
health?
A
Probably
90
of
them
would
say
yeah
if
I
really
were
to
think
about
it,
like
I
wish
that
I
were
healthier
right,
but
then
you
ask
them
like
okay,
what
are
you
doing
about
it
and
then
most
people
sort
of
be
like
a
little
bit
uncomfortable.
You
know,
like
I'm,
not
really
doing
very
much
about
it
so
like
that
is
what
many
businesses
are
like
with
their
security.
They
know
it's
important,
they
value
it,
but
when
it
comes
down
to
it,
they're
not
they.
A
A
You
build
the
house
and
then
a
separate
team
comes
in
and
then
they
simulate
the
hacker
they
bang
on
each
window.
They
try
to
get
in
through
the
front
door.
They
try
to
sneak
in
through,
like
the
second
floor,
all
right
and
here's
the
challenge.
So
then,
as
a
developer,
I
would
get
back
a
list
of
21
things
that
I
need
to
fix.
Okay.
A
A
Okay,
that's
true
right
so
number
one.
If
you're
telling
me
to
fix
something,
I,
probably
wrote
it
six
months
ago.
Do
you
do
you
think
I
remember
what
I
was
writing
six
months
ago?
Probably
not
right.
Another
thing
like
exactly
what
you
said:
Jessica,
if
there's
a
problem
with
the
foundation
of
the
app.
That
might
mean
that
you
have
to
update
3
000
lines
of
code
all
right.
So
let
me
give
you
an
example:
let's
just
say
that
you
built
an
app
for
postgres
2.11.,
you
have
three
thousand
lines
that
call
postgres
2.11..
A
A
We
are
going
to
go
scan
your
code
from
a
security
perspective.
We
have
all
of
this
automation.
Okay,
so
what
are
we
doing?
We
have
scanners
like
SAS,
Dash,
container
scanning,
Buzz
testing,
API
security,
and
it's
just
trying
to
simulate
and
give
you
real-time
feedback
on
your
security,
so
that
you
don't
build
this
entire
house
and
then
try
to
fix
everything
at
the
end.
Okay,
so
just
a
recap:
we
solve
we
help
out
with
security
with
number
one
or
security
scanning
number
two.
A
We
actually
have
a
lot
of
dashboards
for
showing
people
they're
it
the
problems
that
they
have
from
a
security
perspective.
So
we
not
only
give
you
the
data,
but
we
help
you
to
action
that
data
with
our
dashboards,
okay,
okay,
cool,
any
thing
jump
out
yet
yeah
anything
new,
any
surprises
or
we'll
jump
into
our
last
section.
A
A
So
the
first
use
case
that
we
have
is
this
thing
called
Source
control
management
or
Version
Control.
What
this
is
is
it's
code
storage
all
right,
so
think,
like
a
big
Google
Drive
for
your
code
over
here
is
gitlab
code.
You
can
see
there's
a
bunch
of
folders
here,
there's
some
files
here
and
here's
my
code
right
cool
awesome.
So
let
me
tell
you
a
little
bit
more
about
what
we
do
over
here.
Is
our
history
view?
Why
is
it
called
Version
Control?
A
Well,
the
answer
is
that
we
actually
version
all
of
the
changes
that
are
coming
in
so
13
minutes
ago.
This
change
happened.
20
minutes
ago,
this
change
happened
27
minutes
ago.
This
change
to
happen,
Okay
and
then
so
sometimes
you'll
be
solving
an
issue,
and
then,
let's
just
say,
customers
started
complaining
about
a
real
big
slowdown
in
your
app
one
hour
ago.
Okay,
well
one
hour
ago,
what
happened
this
happened?
This
change
happened.
This
change
happened.
This
change
happened.
Okay,
all
right.
So
would
this
cause
to
slow
down
my
app?
A
No,
would
this
cause
a
Slowdown
of
my
app?
No
this?
This
doesn't.
This
is
too
simple?
Okay,
so
this
has
to
do
with.
Let's
just
say
how
the
database
works
well,
that
could
definitely
cause
a
Slowdown
in
our
app
okay,
so
what
I
can
do
now
is
I
can
undo
this
change.
My
app
goes
back
to
normal.
My
customers
are
happy,
so
in
other
words,
part
of
the
reason
why
we
want
Version
Control
is
because
we
want
the
ability
to
go
fix
things
quickly.
A
The
second
thing
is
all
the
Automation
and
the
devsecops
that
we
have
so
just
to
go
over
what
this
looks
like,
let's
just
say,
you're
writing
new
code
right.
You
can't
just
no
one
can
just
like
add
in
new
code,
like
some
random
person
around
the
world,
can't
just
like
add
in
new
code.
You
have
to
request
to
merge
in
new
code
all
right.
So
all
of
these
this
1651
merge
requests.
A
A
Okay,
so
just
to
recap:
devsecops
automated
security
scanning,
cicd,
automation,
okay,
the
last
thing
that
I
want
to
talk
about
is
agile
project
management.
So
how
many
of
y'all
have
a
to-do
list?
I
have
my
to-do
list
right
here.
Okay,
so
do
you
all
have
like
a
pen
and
paper
to-do
list
like
online
one,
or
do
you
not
use
one?
What
do
you?
What
do
you
all
do
for
for
keeping
track
of
things.
A
A
Okay,
cool,
so
what
happens
if
you're,
a
big
large
business
that
has
a
thousand
Engineers
across
30
countries
right?
Well,
you
might
want
to
have
a
big
to-do
list
for
your
business
and
otherwise
people
could
start
like
you
know,
duplicating
each
other
right.
So
just
like
how
my
to-do
list
is
like
go
call
Mom
go
pay.
This
bill,
get
my
car
fixed,
go
buy
vacuum
cleaner!
This
is
a
to-do
list
for
engineers.
This
is
change.
The
login
screen
update
this
color
scheme.
A
Add
in
this
new
functionality
right.
So
this
is
like
one
item
on
our
work
queue
and
you
can
see
these
are
people
who
are
collaborating
and
then
so
because
we
have
a
single
source
of
Truth
for
what's
happening
in
our
business,
an
engineer
in
Poland
when
they're
logging
off
they
can
say
hey
today,
I
did
x
y
z.
The
next
step
is
for
someone
to
do
ABC.
Another
team
in
the
United
States
can
now
wake
up
and
know
where
the
ball's
at
so
they
don't
duplicate
each
other.
A
Okay.
So
that's
the
reason
why
you
want
to
have
agile
project
management,
a
big
online
to-do
list
so
that
your
business
can
have
a
single
source
of
Truth
for
what's
happening
from
a
work
perspective.
Okay,
all
right!
So,
where
we're
going!
Let's
talk
about
artificial
intelligence.
Real
quick
AI
has
fundamentally
changed
how
we
advertise
and
Market
our
product,
okay
and
to
be
fully
transparent
AI,
is
something
that
there
was
more
enthusiasm
around
it
than
what
we
were
expecting.
A
Okay,
so
right
now,
where
we
are,
is
some
of
our
competitors
have
ai
built
into
their
product
right
now?
What
we're
trying
to
do
is
we
are
trying
to
get
our
own
version
of
AI
in
our
product,
all
right,
so
we're
partnering
currently
with
Google.
To
do
this,
and
specifically,
what
we
want
is
one
of
the
main
things
is
for
artificial
intelligence
to
generate
code.
So
imagine
so
it's
like
give
me
a
Vash
script
that
generates
random
numbers,
so
over
here,
I'm
asking
it
to
give
me
code,
that's
what
we
want
in
our
product.
A
C
A
Our
competitors-
they
are
really
good
at
this
AI
that
writes
code.
What
we
want
is
we
want
AI
that
helps
out
with
all
of
our
product,
so
AI
that
helps
you
with
your
project
management
that
helps
you
with
your
code
that
helps
you
with
your
security
that
helps
you
with
your
CI
CD.
Okay.
So
how
we
want
to
be
different
is
number
one
really
making
sure
that
customers
data
secure
number
two
having
AI
that
spans
our
entire
product,
but
we're
still
working
on
this
right
now.
A
A
One
of
the
short
ones-
better
software
faster,
more
secure
software,
faster,
all
right,
other
two
elevator
pitches
that
we
have.
We
are
Best
in
Class
devsecops
platform
with
functionality
spanning
All
Phases
of
software
development
delivery.
The
future
generation
is
going
to
be
AI
powered,
okay,
we
so
some
people
say
we
are
an
AI
powered
devsecops
platform
with
functionality
spanning
office
as
a
software
development
delivery.
So
stay
tuned
on
that
that's
going
to
depend
on
where
our
product
is
okay,
you
can
also
say
something
like
gitlab
is
a
Consolidated
platform
for
software
development
delivery.
A
This
means
we
try
to
do
everything
that
GitHub
Jenkins
during
Center
Cube
do
all
under
a
single
user
interface,
so
many
different
tag
lines.
Many
different
elevator
pitches,
the
main
ones
that
marketing
uses
right
now
is
better
or
more
secure
software
faster.
So
it
depends
on
their
Persona
okay
and
we
are
an
AI
powered
devsecops
platform.
Okay,
these
two
ones
I
use
more
of
my
sales
conversations,
but
it's
important
for
us
to
understand
what
marketing
is
saying.
Okay,
all
right,
awesome.