►
From YouTube: TT310: Demoing GitLab
Description
This is a Tanuki Tech session on 10/6/2020.
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/
A
All
right,
so
I'm
very
excited
to
hear
and
share
what
we
are
talking
about
today.
Why?
Because
this
is
what
I
did
to.
Basically,
this
was
my
entire
job
for
about
the
first
several
years
right,
demoing
products
and
I'm
happy
to
share
what
I've
learned
from
doing
hundreds
of
demos
and
then
to
make
it
digestible
for
everyone
here
today.
So
what's
the
goal
of
this
session,
the
session
here
is
to
perform
great
demos
of
gitlab.
I
want
you
all
to
be
more
successful
here.
A
I
want
you
all
to
be
using
demos
as
part
of
your
repertoire,
and
I
really
do
think
that
well,
actually,
let's
just
start
off
and
ask
a
quick
question.
So
it's
like
in
y'all's
conversations
today.
How
often
do
y'all
demo
is
it,
like?
You
know,
from
a
scale
from
one
to
ten,
where
you
know
tens,
like
all
of
my
calls,
I
demo
one
is
like
I
never
demo.
Five
is
like
four
is
like.
I
show
some
like
product,
slides
and
stuff
like
that,
but
I
don't
really
show
off
the
product
like
where.
C
Yeah
it's
the
same.
In
smb
I
mean
in
commercial
and
smb
in
in
emea.
We
are
not,
we
don't
do
it
at
the
moment.
I
mean
I
sometimes
when
prospects
have
questions,
let
them
share
their
screen
and
walk
them
a
little
bit
through
it.
But
officially
we
don't
have
a
plan
yet,
but
I'm
working
on
a
scenario
how
to
implement
this
better.
C
Here
in
emea-
and
I
already
updated
the
issue-
and
I
will
ping
you
on
it
as
well,
and
maybe
we
can
collaborate
on
this
a
little
bit
to
move
it
to
pass
the
stage
to
like
establish
it
somehow,
because
I
think
it
will
be
very,
very
useful.
A
So
I
I
guess
my
follow-up
question
is
what
so
it's
like.
I
usually
have
these
goals
and
agendas.
What
would
you
personally
like
to
get
out
of
this
session?
So
obviously
it's
about
demoing
git
lab
but
like
if,
if
I
were
able
to
deliver
on
like
this
in
terms
of
this
presentation
in
this
class,
like
what
would
be
a
win
for
you
personally,
why
did
you
sign
up
for
this
class.
E
I
think
for
me,
if
sometimes
I
talk
about
like
to
see
so
it's
like
oh
there's
dashboards
and
you
can
break
it
down
to
projects.
You
can
look
at
the
overall
scheme
of
things
and
then
to
engineer
managers,
it's
like
oh
burnt,
charts
and
like
how
do
you
track
every
actions
and
repo?
But
I
actually
don't
know
where
I
can
find
that
information
within
gitlab.com.
E
So
I
feel
like
I'm
sort
of
talking
to
talk
but
not
walking
the
walk.
So
if
I
can
show
them-
and
it's
just
like
a
visualization
that
reinforces
that
sort
of
interaction
with
them
and
I
think
it
really
grabs
your
attention.
In
my
opinion,.
A
Yeah,
I'd
love
to
talk
a
little
bit
about
that
until
I
started
demoing
in
my
professional
journey
until
I
started
using
any
product
and
demoing
it,
I
didn't
feel
like.
I
could
ever
have
an
authentic
conversation
with
the
customer,
so
I've
been
on,
like
maybe
five
to
a
thousand
customer
conversations
like
in
the
last
couple
of
years,
and
it's
just
sort
of
like
you
know,
saying
the
same
words
that
marketing
and
enablement
wants
me
to
say.
A
But
after
I
started
using
the
product
and
then
demonstrating
it
and
answering
these
questions,
I
was
able
to
more
confidently
and
authentically
like
talk
about
product
functionality.
So
it's
sort
of
like
learning
how
to
demo.
I
think
one
part
of
it
is
the
skill
set
itself
right
now
that
you
can
demonstrate
this.
The
customer.
A
You
know
that
that
may
mean
more
effectiveness
in
getting
saos
and
stuff
like
that.
But
then
the
other
indirect
effect
is
just
being
able
to
talk
more
confidently,
which
is,
I
think,
that
they're
both
very
important.
A
Thank
you
for
going.
Who
else
I
want
to
hear
about
like
personal,
like
what
would
a
win
be
for
this
session?
For
you
like,
how
can
I
deliver
on
making
this
great
for
your
time
today.
F
I'll
hop
in
I,
I
agreed
with
pretty
much
everything
that
that
that
g
said,
I
think,
just
generically.
For
me,
the
more
time
I
spend
navigating
gitlab
as
a
product,
I
mean
it's,
it's
help.
It's
so
helpful.
I
mean
I'm
not
I'm
not
doing
demos
all
the
time,
but
in
the
case
that
I
do
need
to
do
so.
It's
helpful
to
feel
like
I
know
where
I'm
navigating
so
honestly.
I
I'm
I'm
just
here
for
the
right
and
I'm
excited
to
take
whatever
you
have
to
show
us
yeah.
A
So
in
general,
or
most
people
just
trying
to
learn
more
about
the
product,
that's
fine!
If
that's
the
case
like
what
we
can
I'll
just
talk
more
about
the
product,
then.
C
Yeah,
it's
also
interesting
to
see
the
difference,
maybe
between
maybe
our
self
managed
version
and
the
hosted
version,
because
I
talk
sometimes
talk
to
customers
and
it
looks
a
little
bit
different,
for
example,
the
not
the
customer
portal.
C
What
is
it
the
the
dashboard
admin
dashboard,
these
different
controls
there,
where
you
add
users,
and
it
just
looks
a
little
bit
different
and
sometimes
it's
confusing,
and
it
would
be
just
good
to
see
the
differences
there
and
to
know
where
to
click
to
see
what,
if
you
want
to
add
certain
users
or
if
you
want
to
do
the
user
permissions
and
everything
it's
just
a
little
bit
different
and
it's
sometimes
confusing
to
just
see
where
the
benefit
is
here
and
there
and
where's
the
differences
and
just
in
general,
to
know.
C
If
you
talk
with
the
project
manager
just
easily
be
able
to
show
them
how
they
can
monitor
and
see
all
the
issues,
how
it's
working
with
the
with
the
world
maps
and
epics
and
how
easy
it
is
to
see
the
timeline
and
everything
and
how
much
more
they
can
be
efficient
if
they
use
this
and
for
developers
to
just
see
how
to
track
their
issues
and
with
the
burn
down,
charts
and
see.
If
maybe
the
workload
is
too
much,
and
maybe
they
need
to
hire
more
people
and
stuff
like
this.
C
Just
to
really
talk
not
on
a
super
technical
level,
but
talk
on
an
overview
level.
How
this
gitlab
is
the
one
single
solution,
helps
you
and
helps
the
teams
and
cross
team
collaboration
just
to
see
where
their
big
big
benefits
lie.
A
D
B
Set
up
a
quick
security
scan,
here's
how
you
and
then,
when
that's
done,
here's
a
quick!
You
know
a
monitor.
Here's,
a
quick,
a
test
of
you
know
like
those
the
some
of
the
core
security
testing
cicd
and
then
maybe
show
a
little
difference
between
a
ci
cd
pipeline
and
a
job
and
just
some
very
basic
the
core,
the
things
that
people
are
most
interested
in
from
get
lab.
B
D
A
Okay,
thanks
I'm
going
to
try
to
deliver
on
all
these
things
that
y'all
just
said
today,
so
I'm
hearing
more
product
and
learning
more
about
the
product
and
less
about
the
actual
skill
itself.
So
I'm
going
to
tailor
this
presentation
to
what
y'all
just
shared
with
me
the
agenda.
Why
demo
we'll
go
over
how
to
do
it?
A
Well
talk
about
best
practices,
people
literally
get
paid
like
ridiculous
amounts
of
money
to
do
this,
and
the
reason
why
is
because
it
generates
revenue
right,
so
I
mean
like
just
starting
off
like
I
understand
y'all.
We
all
want
to
hear
that
product
and
I
think
that
that's
great,
if
you
all,
are
thinking
about
careers
and
sales.
Sometimes
this
would
be
a
useful
skill
to
know
if
you
go
to
your
next
employer
and
say
like
hey,
I
demo
like
my
product
and
I
have
for
a
lot
of
success
with
it.
A
So
I'm
not
going
to
completely
just
go
over
just
like
gloss
over
the
demo
section,
but
we
will
focus
more
on
the
product
since
that's
what
you
all
want
to
see
all
right,
jumping
in.
Why
demo,
honestly,
the
reason
why
people
demo
is
because
as
products
get
more
and
more
complicated,
and
so
there's
like
many
different
types
of
things
that
are
sold,
the
research
basically
shows
this
is
that
in
general
for
really
complicated
things.
A
What
we
call
solution,
selling
right,
then
it
generally
requires
like
much
more
teaching
of
people
so
that
they
actually
understand
the
entire
solution.
So
I'll
just
give
you
an
example
of
this.
I
don't
know
if
you
all
have
followed
the
war
cloud
deal,
but
it
was
over
a
10
billion
dollar
deal
for
the
us
department
of
defense.
A
So
pretty
much
like
one
of
the
largest
like
set
one
of
the
largest
like
technology
deals
ever
in
the
history
of
the
planet
and
then
so,
when
you're
thinking
about
a
deal
like
this,
there's
literally
like
tens
of
thousands
of
stakeholders,
it's
a
ten
year
deal,
it's
super
super
super
complicated
and
then
the
problem
is
that
a
lot
of
your
decision
makers-
they
don't
actually
understand,
like
a
lot
of
the
things
that
you
have
to
bring
to
the
table.
A
Well,
demoing,
is
how
you
can
teach
these
people
about
the
value
that
you
have
so
one
example
of
this
is
that
I
don't
know
if
anyone
here
has
ever
done:
car
sales,
but
one
of
the
like
tricks
that
they
always
teach
like
new
car
sales.
People
is
get
people
inside
the
car.
Let
them
drive
it
around
because
after
they
start
driving
around,
then
they
feel
it
they
smell
it.
They
see
it
and
now
they
can
imagine
themselves
as
owning
this
car.
A
A
So
let
me
just
like
repeat
that
the
goal
of
demoing
is
that,
at
the
end
of
this
presentation,
the
customer
should
be
able
to
visualize
and
understand
and
imagine
how
their
problems
will
be
solved
with
their
product
and
so
showing.
That
is
something
that's
way
more
powerful
than
talking
about
it.
I'll
give
you
an
example,
so
I'm
going
to
skip
a
couple
of
slides
but
like
if
you're
reading
the
documentation.
This
is
like
a
taco
mexican
menu
right.
So
what
kind
of
tacos
do
we
have?
A
Well,
we
have
the
big
stud,
spud
taco
right,
so
crispy,
corn,
tortilla
potatoes,
cheese,
peppers,
the
difference
between
reading
documentation
and
talking
about
something
in
a
demo
is
the
difference
between
this
and
looking
at
something
like
this
right.
So
all
of
a
sudden,
this
is
appealing
to
the
senses.
I
can
like
you
know
right
now.
I
can
even
my
stomach
is
like
producing
acid
right.
I
can
actually
feel
like
a
biological
effect
that
this
image
produces
on
my
body.
It's
the
same
thing
with
demoing
technology,
although
obviously
we're
just
not
talking
about
food.
A
So
let
me
let
me
just
go
back
a
couple
of
slides
since
I
skipped
ahead.
What's
this
mean
for
sales
development,
I
think
it's
a
great
way
to
gather
interest
in
the
product
and
help
get
the
next
meeting,
especially
with
your
more
technical
people.
If
you
show
them
like
hey,
bank,
x,
y
and
z,
this
is
going
to
make
your
job
easier
by
the
way
we
can
do
all
this
other
stuff,
all
of
a
sudden
like
they
understand
right.
A
A
All
the
pricing
cures
have
these
nuance
differences
so
as
opposed
to
talking
about
them
showing
the
actual
product
technical
marketing
things
that
we
produce
really
great
way
to
show
off,
like
the
difference
between
x,
y
and
z,
the
goal
is
to
get
the
next
meeting
right,
so
saos
iqm's.
I
think
this
is
a
really
great
way
to
do
this,
so
does
it
work?
It
totally
works.
The
reason
why
essays
get
paid
as
much
as
they
do
in
technology
is
because
it
works.
It's
literally.
A
It's
not
like
every
single
major
technology
company
has
people
that
they
demo
professionally.
It
is
part
of
the
sales
cycle
because
getting
people
inside
the
car
and
letting
them
feel
it
you
know
see
it
drive
in
it,
touch
it
and
visualize
themselves
as
being
successful
with
the
product.
That
is
basically
it's
a
tried
and
true
formula
right.
So
using
some
of
that
into
the
sales
cycle
and
the
sdr
environment.
I
really
do
think
that
it
can
get
more
engagement.
A
A
I
I
asked
and
explained
about
git
lab,
and
I
noticed
the
cto
was
kind
of
looking
for
some
visual
resource
to
better
understand
what
was
being
said.
I
opened
all
of
our
demo
tabs
in
the
background,
without
disrupting
my
ae
flow,
and
I
asked
some
questions
and
took
a
shot
offering
if
they
wanted
to
see
how
we
use
our
planning
resources
at
gitlab
and
then
proceeded
to
present
our
demo.
Our
planned
demo,
as
taught
by
me
right
bruno,
got
two
iqm
set
got
two
saos
out
of
this,
so
he
not
only
got
one.
A
He
got
two
out
of
them,
so
it
absolutely
works.
A
I
get
direct
slack
messages
from
time
to
time
talking
about
how
people
use
demos
successfully,
so
I
wanna
basically
just
sort
of
like
plant
this
idea
in
your
head
that,
yes
learning
the
products
powerful
talking
about
these
things
authentically
is
extremely
powerful,
but
using
this
skill
there's
a
reason
why
essays
exist
right
and
I
want
to
share
with
you
some
of
the
tricks
that
I've
used
in
my
career
to
close
business
and
to
help
you
all
be
as
successful
as
possible
here
in
your
seat.
A
So
we
already
went
over
these
slides.
This
is
a
great
example
of
something
where
it's
like
you
say:
hey,
we
do
everything
right
and
then
people
are
like
well.
All
of
your
other
competitors
also
say
that
you
do
everything.
One
of
the
things
that
I
do
on
my
calls
all
the
time
is
like
I
actually
show
this
slide
boom.
A
There
are
literally
60
things
that
we
do
we're
not
great
at
everything,
but
this
is
now
our
visualize.
This
is
a
huge
diagram,
10
product
categories,
eight
different
things
for
each
category,
all
of
a
sudden,
someone
gets
it.
Yes,
this
is
the
entire
devops
life
cycle
right,
and
I
showed
this
from
time
to
time.
Hey
we're
nuanced!
I
know
it's
hard
to
explain
some
of
the
differences
between
this,
but
this
is
a
great
companion
chart
that
you
can
use.
A
It
shows
all
the
tiers
and
if
you
have
any
questions
between
this
featuring
this
feature,
let
me
know
just
shoot
me
an
email
all
right,
so
the
big
caveat
I
have
with
this
is:
I
think
that
it's
important
to
set
proper
expectations.
So
I
I
used
to
mentor
a
bunch
of
essays
at
red
hat
and
then
people
get
themselves
into
trouble
all
the
time.
So
let
me
just
giving
some
stories
about
how
to
not
do
this.
A
A
The
customer
actually
knows
more
than
them
finds
out,
because
the
essay
says
something
incorrectly.
Now,
all
of
a
sudden,
then
all
of
our
credibility
is
lost,
and
you
know
customer
doesn't
really
want
to
engage
with
us
because
we
set
ourselves
up
as
a
knowledge
expert,
but
we
didn't
deliver.
So
we
don't
see
crowd
credible
now
right.
A
So
the
much
better
way
to
do
this-
and
I
did
this
when
I
was
a
new
essay-
is
that
I
came
in
and
if
it
was
a
product
that
I
didn't
fully
understand,
I'd
just
literally
say
like
hey,
I'm
just
letting
you
know
that,
like
I'm,
I'm
new
in
this
seat,
I
research
this
call
to
provide
maximum
value
to
you,
so
that
I
can
deliver-
and
you
know
add
value
to
your
time
here.
A
So
I
am
prepared
to
talk
about
x,
y
and
z,
but
just
being
up
front
that,
like
this,
isn't
a
product
that
I've
used
a
lot
about
right
so
because
it's
really
important
to
have
proper
expectations.
If
the
customer
comes
in
thinking
that
you're
an
expert
and
then
you
don't
deliver,
that's
bad.
If
you
set
proper
expectations
and
then
over
deliver,
then
that's
really
a
great
place
to
be
so.
A
I
think
that
a
really
great
line
to
use
is
to
say,
like
hey,
just
letting
you
know,
I
don't
have
an
engineering
background,
but
you
know
we
I'm
happy
to
show
you
what
I
know.
This
is
something
that
I
have
engaged
with
hundreds
of
customers
over
the
last
couple
of
months
with,
and
I
do
feel
like.
I
understand
your
use
case.
Let
me
just
share
my
screen
real,
quick
right
and
then
now
you
over
deliver
and
then
that's
now.
You
seem
like
a
boss
right.
A
So
that's
the
way
to
set
yourself
up
for
success
and
then
the
whole
thing
is
to
like
get
interest
right.
So
would
you
be
interested
hey?
Would
you
be
interested
in
scheduling
some
more
time
so
that
you
can
see
some
of
these
features
in
more
detail?
It's
okay,
to
have
a
brief
demo.
That
briefly
explains
things.
Your
job
of
these
essays
is
to
understand
everything
in
a
more
like
detailed
fashion.
Right,
that's,
ultimately
what
they're
there
for,
but
you
know
think
about
the
demos
that
you
all
offer
as
like,
a
really
great
appetizer.
A
The
appetizer
wants
you
to
eat
the
main
meal,
more,
not
less
right
and
then
so.
That's
how
you
can
set
yourself
up
for
success.
One
thing
that
I
will
say
is
like,
in
my
career,
I've
seen
sdr's
and
sales
people
demo
before
many
of
the
most
highest
performing
ones.
This
is
something
that's
in
their
repertoire.
A
There's
a
lot
of
different
tricks
that
you
can
go
right,
so
you
can
invest
in
all
the
sales
skills.
So
it's
like
a
pattern.
Interrupt
challenger
sale
approach
like
reading
all
the
sales
blogs
and
techniques
hyper-specific
messaging
right,
so
those
are
all
powerful
techniques.
The
other
way
is
to
learn
the
product
in
the
industry.
A
So
we're
going
to
be
talking
about
demoing
today,
sometimes
your
essay
is
not
going
to
be
in
your
call
right
if
you
become
a
salon
day,
you're
going
to
have
all
these
impromptu
meetings,
sometimes,
like
you
know,
like
you'll,
be
at
a
customer
lunch
or
whatever
and
they'll
want
to
talk
about
something,
real,
quick
and
then
so
it's
it's
just
another
tool
in
your
toolbelt
all
right
when
to
demo
a
lot
of
times,
it's
better
to
illustrate
something
than
to
discuss
something.
So
I
showed
this
a
little
bit
with
the
product
marketing
slide.
A
This
is
going
to
have
a
better
emotional
and
just
like
it's
going
to
teach
and
educate
the
customer,
so
much
better,
hey
we
do
everything.
This
is
a
gigantic
sheet.
I'm
now
impressed.
I
want
to
hear
more
all
of
these
other
vendors
they're
also
talking
about
how
they
do
everything.
This
actually
shows
me.
This
looks
this
actually
looks
like
everything
right,
so
many
things,
it's
better
shown
than
talked
about
right
and
then
so
we're
talking
about
describing
a
menu
using
text
versus
giving
me
a
picture.
A
Sometimes
the
picture
is
just
way
better
way
to
get
a
reaction
out
of
people
so
product
technical
marketing.
We
have
this
entire
group.
Their
entire
job
is
to
create
things
that
you
can
show,
and
it's
not
just
for
the
customer
on
their
own,
like
if,
like
I,
I
do
it
in
my
presentations
all
the
time
like
our
pricing
sheet,
you
know
the
tiers
stuff,
like
that
demos
are
great
when
validating
product
value
to
technical
clients.
Why?
A
So
it's
a
really
great
way
to
educate.
So
one
segue
that
I
use,
and
I
think
that
you'll
have
a
lot
of
success
with
it
too
is
hey?
Would
you
like
to
see
this
for
yourself
real,
quick,
all
right
so
you're
in
a
conversation
they're
asking
about
ci
they're,
asking
about
how
the
pipeline
you
know
it's
like
tell
me
tell
me
about
like
some
of
the
automation
that
you
have
well,
you
know
we.
I
believe
that
we
have
really
really
great
ci.
A
We
have
a
lot
of
things
that
are
built
inside
security
scanning
building
up
your
container
images,
but
would
you
like
to
see
it
for
yourself
real,
quick,
I'm
happy
to
share
my
screen.
I've
never
said
someone.
I've
never
heard
someone
say
no
to
this.
I've
only
heard
people
say
yes.
I've
asked
this,
like
literally
hundreds
of
times
all
right
learn
how
to
demo.
We
got
to
learn
how
this
works
logistically
step.
One
step,
two
we'll
talk
about
best
practices,
there's
lots
of
books
on
this.
A
I'm
gonna
basically
digest
all
the
books
and
just
share
like
the
top
two
or
three
different
things
learn
the
product,
and
the
last
thing
is
practice.
There's
no
there's
no
like
skip
to
practicing
I'll.
Let
you
know
that
when
I
first
started
demoing,
I
was
nervous.
You
know
walking
in
these
customer
presentations
all
these
directors
in
these
meetings
and
then
your
ae
and
all
these
other
people
they're
looking
at
you
to
deliver
value
and
yeah.
So
when
I
started
out,
I
was
nervous.
A
The
only
way
I
was
able
to
overcome
this
nervousness
is
by
pushing
through
and
continuing
to
do
it,
and
so
I'd
say
that
in
my
experience
like
I,
I
never
had
a
customer
facing
role
in
my
life
until
I
entered
in
sales.
So
never
worked
like
you
know.
Well,
I
I
that's
not
entirely
true,
but
in
general,
like
I
was
an
engineer
I
was
always
technical.
You
know
in
college
I
was
doing
math
science
stuff,
so
it
was
a
huge
shift
for
me.
A
We
had
30
products
in
my
last
job,
so
it's
different
and
I
think
it'll
be
much
shorter
for
y'all
over
here,
because
we
only
have
one
product,
but
it
took
me
about
two
to
three
months
before
I
felt
normal
in
the
role
and
by
the
six
month
mark
I
could
do
demos
all
the
time
I
actually
wanted
to
do
demos,
if
there's
an
opportunity
to
demo.
I
would
slack
like
my
ae
and
be
like
yo.
Let
me
demo
like
I'm
ready.
A
I
think
I
can
contribute
right
and
then
I
did
and
that's
ultimately
part
of
the
reason
why
I
was
as
successful
as
I
was
in
my
last
job,
there's.
No,
so
that
the
point
of
this
is
that,
like
there's,
no
there's
no
like
way
to
shortcut
practicing,
you
have
to
practice
you
have
to
like.
Do
it
lots
and
lots
of
times,
and
you
will
get
better
and
build
a
skill
as
you
do
this,
and
this
is
a
skill
that
you
will
be
able
to
do.
A
You'll
be
able
to
talk
to
you
know
for
a
future
job
person
like
you,
know,
interviewer
whatever
and
say
like
listen.
I've
done
like
30
demos
in
the
last
couple
of
months.
This
is
something
I
do.
That
is
an
impressive
thing
to
hear.
A
If
you
decide
to
go
into
management,
the
ability
to
present
regularly
is
something
that's
powerful.
Most
people
don't
have
public
speaking
roles,
so
it
works.
If
you
want
to,
even
if
you
don't
want
to
do
it
in
the
sales
capacity,
the
fact
that
you're
presenting
all
the
time
it's
a
very
powerful
thing
in
your
resume,
so
you
have
to
practice
all
right.
Let's
dive
in
so
logistics.
First
demo,
the
gitlab
project
running
on
gitlab.com,
one
of
the
things
that
I
first
asked
when
I
came
over
here.
A
I
was
talking
all
the
essays
I'm
in
marketing,
so
I
don't
have
essay
peers
that
I
interact
with
as
much
and
like
I
needed
to
make
a
bunch
of
relationships
with
the
essays
to
figure
out
all
their
tips
and
tricks
right.
So
one
of
the
first
thing
I
asked
them
is
like
you
all
demo,
all
the
time.
Where
do
you
get
environments?
I
need
to
get
an
environment
because
the
people
in
marketing
don't
demo.
A
I
so
like
show
me
what
you
do
they
just
demo
gitlab
they
literally
just
they
demo
this
and
there's
some
caveats
with
that.
That
I'll
tell
you
about
but
yeah.
This
is.
This
is
how
they
do
like
95
percent
of
all
their
demos.
The
only
time
they
demo
like
an
on-prem
solution
is
when
the
customer
explicitly
asks
for
it,
and
it's
a
big
deal
a
lot
of
times.
People
don't
even
do
that
when
starting
out
have
the
links
saved
like
bookmarks
right.
A
So
I
have
all
of
these
links
ready
to
just
like
go
to
any
time.
Customer
conversation
they're
talking
about
something
there's
a
relevant
visual
thing
that
I
can
show
to
demonstrate
or
educate.
Then
all
of
the
links
are
handy
ready
to
go.
I
don't
have
to
go
on
google
and
just
bang
around
on
stuff.
What
you're
trying
to
avoid
here
is
the
awkward
pause.
If
there's
an
awkward
pause,
then
that
is
the
emotional
reaction
that
people
will
feel
like.
Ultimately,
people
make
decisions
because
of
their
emotions
right.
A
So
if
there's
a
lot
of
awkward
pauses
in
my
presentation,
then
that
will
affect
whether
or
not
I
get
the
next
meeting
you
want
to
basically
eliminate
all
of
these
awkward
pulses.
How
you
don't
have
awkward
pauses
is,
if
all
your
links
are
handy,
so
when
you're
starting
out-
and
you
don't
know
how
to
navigate
through
the
product
yet,
which
is
totally
fine,
like,
I
know,
essays
that
they
still
do
this,
even
though
they've
been
in
their
seat
for
like
years
and
years
and
there's
advantages
for
having
all
the
links
pulled
up
as
tabs.
A
What
do
I
mean
by
that?
I
have
all
my
links
pulled
up
here
as
tabs
all
of
demo.
Here's
different
things
product,
different
things
that
I
can
show
marketing
all
the
great
use
cases
like
hey.
Let
me
show
you
the
goldman
sachs
use
case,
real,
quick,
it's
you
know
it's
up
here
in
your
banking
industry.
You
know,
and
I
can
just
pull
it
up
and
show
it
real,
quick
as
opposed
to
talking
about
it
like
product
technical
marketing
and
all
these
other
people.
A
They
get
paid
lots
of
money
to
basically
create
these
sales
assets
that
we
can
use
in
our
conversations.
So
I
think
that
and
they're
very
successful
at
it
right
so
just
using
the
stuff
that
they've
created
in
within
the
context
of
your
conversations,
I
think,
is
something
that
can
definitely
add
value
talk
through
each
link.
What
I
mean
by
that
we
did
this
last
time.
A
Oh,
this
is
git
lab
scm,
best
best
in
class
best
best
sem.
Let
me
show
you
version
control,
stuff,
all
right.
Next
slide,
all
right
burn
down,
charts,
blah
blah
whatever
so
like.
These
are
slides,
I'm
just
moving
from
one
slide
to
the
next
right.
Through
my
tabs,
everything's
already
pulled
up
everything's
ready
to
go,
there's
no
awkward
pauses.
A
If
gitlab
has
some
like
service
problems
or
like
is
laggy,
which
happens
from
time
to
time,
then
it
doesn't
matter
because
everything's
already
loaded
up
this
is
this
is
part
of
the
reason
why
some
of
my
essay
friends-
they
still
do
this,
even
though
they
understand
how
to
navigate
through
the
ui
deliver
your
screen
share
and
zoom
share
only
your
application
window,
or
else.
Let
me
show
you
what
I
mean
by
that
we
just
talked
about
gitlab
sas,
save
links
all
right,
don't
share
your
desktop.
A
If
you
share
your
desktop,
if
you
get
a
text
message
or
something,
then
it's
going
to
show
it.
It's
not
professional.
Looking
and
I've
seen
a
drill.
I
look
great
in
this
picture
by
the
way,
but,
like
I
I've
seen
like
presentations
where
it's
like
something
really
unprofessional
comes
up
boom.
Your
sales
motion
is
done
because
now
you've
created
an
emotional
reaction
in
your
customer
that
you're
not
going
to
be
able
to
it's
all
about
creating
that
emotional
reaction
right.
So
I'm
not
going
to
talk
about
what
the
actual
text
message
was.
A
It
was
one
of
my
peers,
but
let's
just
say
it
was
unprofessional
right
much
better
to
and
also
not
even
let's
just
say
you
don't
have
messenger
on,
but
your
mac
could
all
of
a
sudden
like
do
an
auto
update
or
all
that
other
stuff.
That
happens,
it's
better
to
just
be
safe.
If
you
share
the
application
itself,
you
completely
eliminate
that
any
of
those
possibilities,
and
now
you
know
that
people
are
only
looking
at
your
slides.
That's
the
way
to
go,
only
share
your
application,
all
right.
A
So
now,
let's
talk
about
best
practices,
I'm
condescing
a
bunch
of
blogs
and
like
research
and
like
books
and
stuff
into
a
couple
of
slides,
so
bear
with
me
best
practice.
Number
one
tailor
your
demo
right.
So,
just
to
repeat
the
goal
is
to
help
your
prospects.
Imagine
themselves
as
being
successful
with
get
lab.
So
it's
you
know
it's
almost
like
one
of
those
things
where
it's
like
you
see
a
really
nice
car
drive
by
and
then
that's
great
it's
someone
else's
car,
though
you
probably
always
imagine
that
maybe
that's
outside
of
your
grasp.
A
But
if
you
go
to
a
dealership-
and
they
get
you
to
drive
around
that
in
that
car
now,
you
can
start
like
visualizing
what
my
life
be
like
if
I
had
this
car
right.
So
if,
when
I
show
up
at
a
like
a
social
event,
what's
the
reaction
that
that
gets
right
so
tell
your
demo,
the
only
way
that
we
can
tailor
this
demo
is
by
understanding
who
my
audience
is
and
what
they
want
right.
So
personas
is
really
important
with
this
title
is
not
everything,
because
you
know
software
engineer.
A
That
means
very
different
thing,
depending
on
what
space
you're
in
you
could
have
a
software.
When
I
was
a
saw,
I
was
a
test
engineer,
but
my
title
was
software
engineer,
because
my
company
did
really
weird
stuff
but
yeah.
So
it's
really
important
to
understand
what
their
job
functions
are,
and
it's
really
important
to
know
what
success
is
for
them.
We
are
selling
on
the
idea
of
them
being
successful,
looking
great
and
enabling
strategic
value
for
their
organization
right.
So
the
only
way
to
know
these
things
is
by
asking
questions
upfront.
A
So
that's
the
point
of
discovery,
questions.
One
thing
so
one
of
the
things
that
I
do
all
the
time
is,
I
start
off
with
this
screen
and
I
say:
hey,
I'm
just
letting
you
know
that
this
is
a
super,
deep
and
broad
product.
I
know
that
the
original
purpose
of
this
call
was
ci,
but
I
just
want
to
let
you
know
that
we
do
deal
on
all
these
different
functionalities,
so
security
package
release
management
and
then
I'll
try
to
drop
some
tools
that
they're
familiar
with.
A
So
it's
like
if
you
use
ansible
terraform,
then
that's
what
we're
talking
about
here,
because
what
does
configure
really
mean
right
and
so
then
I'll
say
like
if
there's
anything
on
here
that
you'd
like
to
do
you'd
like
me
to
discuss
within
the
context
this
demo.
Let
me
know-
and
I'm
happy
to
tailor
my
demo
for
you
so
that
I
can
provide
maximum
value
for
you
today
in
this
session
right.
A
So,
what's
the
point
of
me
doing
this
one
now
the
customer's
engaged,
they
feel
honored,
two
they're
impressed
at
the
death
of
our
product.
Three,
we
are
only
preventing
relevant
information
for
them.
I
have
maybe
a
20
minute
slot
to
provide
as
much
value
to
the
customer
as
possible
so
that
we
can
get
another
meeting
and
so
every
minute
counts.
I
want
everything
that
I
talk
about
in
those
next
20
minutes
to
be
something
that
our
decision
makers
personally
care
about,
and
so
they
only
know
what
they
can
ask
about.
A
If
they
know
what
we
can
do
right,
because
the
vast
majority
of
our
customers
do
not
understand
70
of
everything
that
we
do,
they
know
about
our
scm
and
ci.
They
don't
know
about
any
of
this
other
stuff,
and
so
it's
a
really
great
way
to
say.
Like
hey,
I
care
about
you.
Let
me
know
if
you
want
me
to
talk
about
any
of
this
stuff.
A
So
I
think
you
know
this
is
one
of
the
things
that
I
keep
on
going
back
to
is
ultimately
people
make
decisions
because
of
their
emotions
and
so
emotionally,
connecting
with
my
prospect
and
one
that
so
it's
this
isn't
something
that
you
can
use,
but
I'm
just
giving
you
an
example
of
how
I
do
this
is.
I
say,
like
I'm
talking
about
your
engineers
I'll
say,
like
hey.
I've
absolutely
experienced
this
problem
before
this
is
something
that
I
dealt
with
all
the
time.
A
Let
me
show
you
how
I
fixed
it,
and
so
now
it's
just
sort
of
like
I
they
I
have
that
rapport
with
them
right.
So
this
is
also
really
important.
All
right,
so
those
best
practices
before
the
demo
ask
a
lot
of
questions.
Ask
what
they
want:
ask
what
they
want
to
hear,
build
a
relationship
with
them.
Now,
let's
talk
about
best
practices
during
the
demo
itself,
so
yeah
the
whole
goal
with
this
of
the
demo
is
so
that
the
customer
can
see
how
gitlab
can
make
the
more
successful
period
right.
A
So
one
general
this
is
like
I'd
say.
The
biggest
thing
is
actually
point
number
three
I
should
reorder.
These
bullet
points
is
to
make
it
a
conversation
right.
So
no
one
likes
presentations
where
someone
just
talks
for
an
hour
and
a
half.
If
I
ever
do
this,
I
give
you
permission
to
be
like
stop
talking
so
much
like
and
they
even
critique
like
my
presentation
skills.
A
That's
the
reason
why
I
give
out
all
those
surveys
at
the
end
for
y'all
to
tell
me
like
hey,
you
can
work
on
x,
y
and
z,
so
making
a
conversation.
The
best
sales
calls
are
present
are
conversations.
The
best
demos
are
conversations
right.
So
if
you
don't
have
an
engaged
audience
when
I
was
a
teacher,
there's
all
sorts
of
tricks
that
teachers
do
that
engage
all
of
the
disengaged
students,
so
one
thing
that
you
can
do
is
call
on
them
right,
that's
something
that
I
do
from
time
to
time.
A
You
can
create
pauses
for
dialogue.
You
can
ask
them.
What
do
you
think
about
this?
Is
there
anything
that
you
want
to
see
anymore?
Tell
me
about
how
things
are
currently
being
done
in
your
environment,
and
so
all
of
these
things
are
trying
to
engage
your
audience
right.
So
other
tip
is
don't
say:
do
you
have
any
questions?
If
you
say
do
you
have
any
questions,
then
you
can
make
the
person
seem
dumb
right
by
having
a
question.
A
We
just
talked
about
that.
So
next
thing
is
storytelling:
storytelling
is
by
persona
our
use
case,
so
I'm
just
gonna
go
ahead.
Research
shows
that
messages
delivered
as
stories
are
around
22
times
more
memorable
than
just
facts.
There's
a
bunch.
I
was
actually
reading
a
book
last
weekend
and
it
actually
had
to
do
with
sales
enablement
in
general.
A
Around
85
percent
of
all
sales
enablement
is
forgotten
in
30
days,
so
literally
organizations,
microsoft,
amazon,
all
these
companies
they
spend
millions
of
dollars
on
sales,
enablement,
85
percent
of
all
of
that
stuff
is
forgotten
within
a
month,
and
so
one
of
the
things
that
I
try
to
do
a
lot
is
tell
stories
right.
Just
because
that's
how
the
human
brain
is
wired,
we
are
wired
to
emote
with
emotions.
A
When
we
hear
stories
and
when
we
are
emoting
with
emotions,
then
that's
how
we
get
that's
how
we
create
memorable
experiences
right.
So
storytelling
is
a
really
great
way
to
do
this
right.
So
in
terms
of
your
demo,
how
to
storytell
is
just
sort
of
say:
okay,
here's
the
before
use
case.
A
We
just
described
your
environment.
You
have
jenkins
jenkins
breaks
a
couple
of
the
time.
You
know
a
month
and
then
that
causes
problems
and
the
other
problem
is
that
you
have
all
these
automation
scripts
they're,
all
over
the
place,
they're
not
consolidated,
someone
leaves
and
then
like
you
know,
you
don't
need
you
lot.
You
don't
even
know
what
you
lost
right,
because
that
person
had
some
script
that
was
hidden
on
their
machine
right.
A
So
in
terms
of
use
case
storytelling
saying
that's
your
before.
Let
me
talk
about
how
gitlab
can
help,
so
I'm
going
to
now
show
off
gitlab
and
if
your
developers
want
gitlab,
then
this
is
what
the
actual
flow
would
look
like.
This
is
automated,
so
you
never
have
to
deal
with
these
scripts
being
lost.
A
This
is
everything's,
consolidating
your
scm
that
wasn't
actually
a
great
example.
What
I
just
said
that
make
any
sense,
but
it's
just
telling
a
story
of
how
them
they
could
be
successful
within
the
context
of
your
demo.
I'll
show
you
how
to
I'll
show
you
like
an
example
of
this
when
we're
going
through
some
slides
storytelling
by
persona,
which
is
just
sort
of
like
hey
you're,
a
director,
you
want
to
run
the
most
efficient
organization,
but
one
of
the
things
that
you
know
it
may
be.
A
A
Like
me
just
talking
to
a
general
thing,
it
would
be
talking
to
a
specific
thing
that
they
have
mentioned
themselves
right,
so
yeah,
I'm
gonna,
we'll
give
examples
of
this
in
the
next
couple
of
slides,
so
my
journey
with
demoing,
I
already
went
and
talked
about
like
when
I
first
started
out
demoing
just
to
recap
that
story
stick
with
it.
If
you
want
to
invest
in
this
skill,
you
only
get
good
at
it.
If
you
try
doing
it
and
then
once
you
get
good
at
it,
it's
now
like
almost
like.
A
A
It
definitely
helps
the
other
story
that
I
will
say
with
demoing
is
that
I
wanna
talk
about
how
essays
are
trained
for
demos
so
generally,
this
is
how
it
works
when
an
essay
comes
in
and
they're
new
in
their
role,
they're
given
and
don't
get
mad
at
me
for
saying
this
is
just
how
the
system
works,
but
they're
generally
given
three
months
of
on-ramping
before
they're
quoted
carrying,
and
during
that
time
they
have
to
learn.
A
Maybe
five,
ten
fifteen
different
products,
because
it's
hard
to
it's,
you
need
to
sound
like
a
knowledge
expert,
and
you
can't
just
come
in
and
do
that
day
one,
but
then,
during
that
three
month
period
they
basically
they
almost
like
in
a
lot
of
places.
They
run
these
essays
through
really
really
really
hard.
Cust
mock
customer
presentations
where
they
have
all
these
directors
come
in.
They
ask
them
just
hard
questions
the
entire
time,
so
that's
generally
how
it
happens.
I've
seen
people
like
completely
meltdown
before
in
front
of
audiences.
A
A
I've
been
one
of
these
people
before
that
have
given
really
bad
presentations,
but
at
the
end
of
the
journey,
I'm
very
glad
that
I
invested
and
pushed
through,
so
that
I
gained
a
new,
valuable
skill
for
my
career,
even
though
I
had
all
these
roadblocks
giving
bad
presentations
in
front
of
my
peers,
giving
every
once
in
a
while,
like
a
bad
customer
presentation,
ultimately
iterating
and
then
becoming
better
and
finally
getting
to
the
top
of
the
mountain,
and
so
I
think
it's
worth
it
as
someone
who's
gone
through
the
entire
journey.
A
It
is
worth
it
all
right
stopped
I'd
like
to
stop
to
see.
If
I
can
clarify
anything.
I
know
that
I've
talked
about
a
bunch
of
stories,
but
can
can
I
help
shed
some?
Can
I
help
expand
on
anything
that
we've
talked
about
so.
A
A
Yeah,
actually
this
this
first
bullet's
wrong.
Your
two
options
are
to
demo
from
your
peers
or
to
just
do
async,
and
they
do
a
recording,
that's
sent
to
me
and
then
so
you
have
another
two
options:
there's
two
different
tricks
for
you
to
demo:
one
is
the
demo
gitlab
for
individual
contributors,
so
this
is
for
like
a
developer
or
like
a
devops
lead
or
something.
A
This
will
take
you
less
time
than
if
you
want
to
do
the
full
demo.
This
fall
demo
is
you're
talking
to
a
senior
director.
They
have
eight
different
teams
in
your
organization.
They
need
to
understand
how
gitlab's
going
to
strategically
deliver
value
for
their
organization,
and
so
it
covers
way
more
topics
that
cover
security
packaging.
A
You
know,
like
ci,
sem
all
the
other
stuff,
so
I
give
you
two
options:
there's
no
don't
like
you
do
not
get
less
credit
if
you
take
the
easier
option,
because
there
are
some
people
here
that
have
been
here
for
two
years
and
there's
some
people
here
who
have
been
here
for
six
months.
So
that's
why
I
created
two
options:
you're
gonna
be
paired
with
partners
right,
and
these
are
gonna,
be
your
partners
to
help
you
to
practice
and
they're.
Also
gonna,
be
your
partners
to
give
you
feedback
right.
A
So
when
I
was
an
essay
going
through
all
of
like
these
really
really
hard
presentations
that
were
in
front
of
my
own
leadership
that
they
would
just
like
grill
us
over
and
over
and
over
again
and
make
it
as
difficult
as
possible.
The
whole
point
is
that
it's
better
to
fail
in
front
of
your
peers
that
are
trying
to
help
you
than
it
is
to
fail
in
front
of
a
customer
right,
and
so
I
mean
yeah.
A
So
I
encourage
you
with
your
partners
to
be
a
really
great
ally
for
those
people
that
you're
paired
with
so
give
helpful
feedback,
support
them
and
ultimately
make
yourselves
better
right.
So
it's
really
hard
to
know
how
you
sound,
unless
you
have
that
feedback
so
practice
with
your
partners.
If
you
ever
want
to
loop
me
in
I'm
happy
to
listen
your
practice,
demos,
basically
I'm
a
resource
to
you,
that's
the
whole
reason
why
I
came
here
is
to
add
value
to
and
make
you
more
effective.
A
So
if
there's
any
way
that
I
can
serve
you
in
practicing,
just
let
me
know,
one
thing
that
I
do
want
to
say
is
include
the
segway
into
the
demo
in
when
you
practice
so
saying
like
starting
at
the
demo
and
just
like
how
I
want
you
all
to
start.
This
out
is
like
blah
blah
blah
ci
yeah.
I
understand
your
ci
use
case
jenkins
and
then
including
that
segway,
it's
like
hey.
Would
you
like
to?
I
know
that
we're
talking
about
a
bunch
of
this.
A
You
know
like
a
lot
of
different
things,
but
I
think
that
it'd
be
better.
If
there
was
like
a
visual
cue,
would
that
help
they'll
say
yes
and
then
you
can?
Would
you
like
me
to
show
your
screen
real,
quick,
and
so
I
can
just
walk
you
through
some
of
these
things
that
we're
talking
about
they
say
yes
boom
now
now
is
your
demo
session
right
so
include
the
segway
in
your
demo,
all
right
so
option
number
one
or
bridge
developer
flow,
and
you
hear
the
here
are
the
links
for
it.
A
So
it
goes
through
git
lab
scm
issues,
ci
pipelines
and
your
ciemo
file
very
basic.
This
is
developer.
This
is
what
probably
I
don't
know,
maybe
like
a
good
chunk
of
our
calls
are
about
this
option.
Number
two
demo
to
leadership.
You
really
want
to
test
your
metal
and
to
start
talking
about
like
a
lot
of
these
more
hard
things
right.
A
What
are
you
talking
about
sem
issues,
but
all
of
a
sudden,
these
new
things
that
add
value
for
leadership,
so
burn
down,
chart
road
maps
and
then
still
talk
about
ci,
so
merge
request,
pipeline
issue,
analysis
and
security
right
so
for
vulnerabilities
stuff
like
that,
so
in
terms
of
the
delivery
option
already
talked
about
it,
you
have
two
options:
do
it
in
person
and
I'm
going
to
create
an
optional
zoom
session?
No
one
has
to
go
to
the
zoom
session.
If
everyone
wants
to
do
it
async.
You
are
welcome
to
do
that.
A
I
do
think
that
you
will
get
more
out
of
this
exercise
if
you
do
it
in
person,
and
the
other
thing
that
I
kind
of
noticed
for
myself
is
that
like
when
I'm
doing
it,
when
I'm
doing
a
recording
like
I'll,
feel
like
it's
really
self-conscious
about
it
say
one
thing
that's
wrong
and
then
like
stop
the
recording
do
it
over
again,
and
then
I
have
to
do
that
like
four
or
five
times
until
I
feel
proud
of
it.
You'll
probably
save
yourself
time.
A
If
you
just
get
rid
of
it,
get
get
it
over
with
and
do
it
in
front
of
everyone
else,
because
it's
only
going
to
take
you
20
minutes,
total
tops
so
yeah
option
option
a
group
presentation,
I'm
going
to
send
out
a
optional
meeting
invitation.
No
one
has
to
go
to
this,
and
and
what
we're
gonna
do
is,
as
you
present,
everyone
else
is
gonna,
be
the
group
audience
be
kind
right.
That's
one
of
our
values
here,
although
feel
free
to
be
a
realistic
customer.
A
So
ask
questions,
ask
to
see
something
more.
I
will
be
like
facilitating
this
entire
group
presentation
thing.
Once
again.
I
think
that
you'll
get
more
out
of
it.
If
you
decide
to
go
down
this
method
limits,
you
have
to
have
time
limps.
Otherwise,
someone
talks
too
too
much
so
10
minutes
for
the
smaller
demo,
16
minutes
for
the
larger
demo.
It
probably
won't
take
that
long
and
then
feedback's
going
to
be
given
at
the
end
of
each
demo.
My
goal
with
this
feedback
is
that
it
helps
you
and
helps
your
career.
A
It
is
not
to
tear
you
down.
It
is
to
build
you
up,
and
so
I'm
going
to
give
you
lots
of
positive
encouragement,
I'm
going
to
give
you
lots
of
things
that
I
thought
were
great.
This
is,
I
understand
something
that
you're
learning
that's
a
new
skill.
My
goal
is
to
reinforce
the
good
and
to
help
you
with
the
bad
so
that
ultimately
you're
going
to
be
better
and
more
effective
at
doing
this
async
presentation
same
time,
limits
apply
just
share
it
with
me
when
you,
when
you
know
that
it's
done.
A
This
is
a
bigger
project,
so,
as
opposed
to
being
due
at
the
friday
of
this
week,
we'll
have
a
two-week
window
for
this
and
yeah
so
just
practice
it
with
your
peers
and
we'll
just
we'll
go
with
it
right
so
yeah.
So
let's
just
talk
about
the
peers
right
now
so
right
now
in
this
call
we
have
three
people.
A
So
would
you
all
like
to
stick
with
your
geo
so
everyone's
in
the
same
time
zone,
or
would
you
all
like
to
mix
it
up
all
right?
Okay,
so
christina
alex
and
ariana,
you
all
will
be
one
group
and
steve
and
josh
and
myself
will
be
the
u.s
group
emea.
Folks,
if
you
want
to
pull
me
in
to
listen
to
your
sessions,
I'm
happy
to
do
that.
I'm
not
just
like
an
exclusive
resource
for
north
america.
F
D
A
You're
welcome
to,
if
you
want
to
practice,
that's
fine!
If
you
don't
want
to
that's
fine
I'll,
send
you
an
invitation
for
the
north
america
group,
but
literally
like,
like,
I
said,
you're
welcome
to
do
whatever
you
want.
Sorry.
A
All
right,
so
those
are
your
groups.
These
are
your
peers
there
to
help
you
and
that's
what
I
have
to
say
about
that.
Don't
do
not
let
this
exercise
make
you
nervous.
I
understand
that
like
when
I
started
out
here.
A
You
remember
like
those
like
demo
things
that
I
came
up
for
q2.
I
was
nervous
before
I
came
up
with
some
of
those
things
because
I
just
came
here
right,
but
please
try
to
have
fun
with
this.
Once
again,
we
are
here
as
a
group
to
build
you
up
and
to
talk
about
like
to
reinforce
the
good
and
to
help
you
be
constructive
with
the
bad.
So
it's
a
sort
of,
like
literally
like
my
entire
goal
with
all
of
this
stuff,
is
that
you
can
be
better
and
more
effective
at
this.
A
I
will
never
tear
someone
down
here
period
right,
so
please
don't
be
nervous
about
this.
Don't
stress
out
about
it.
Just
take
it
as
a
fun
learning
exercise
right
so
and
then
another
good
thing
in
life
is
laugh
at
yourself.
A
I
remember
I
gave
one
awful
presentation
in
which
this
is
just
a
quick
story,
but
it's
like
I
used
to
bike
to
work,
and
so
it
was
it
was
near
freezing
outside
and
I
biked
to
work,
and
so
I
had
flannel
layer
of
thermals
like
spandex,
underneath
my
pants,
and
then
I
had
three
layers
up
top,
but
then
what
ended
up
happening
is
that
it
ended
up
getting
a
lot
warmer
throughout
the
day
and
then
so
it
was
probably
like
long
story
short
is
that
I
gave
a
really
really
bad
pre
presentation
in
my
in
front
of
like
half
of
my
peers
and
it
was
like
really
really
bad
presentation,
but
at
the
end
of
it
I
laughed
about
it
right.
A
So
sometimes
it's
good
to
have
a
sense
of
humor
where
it's
just
sort
of
like
hey.
That
happened
all
right.
It's
just
shake
it
off
right.
So
that's
good
too.
Here's
a
bunch
of
resources
that
y'all
can
use
over.
Here
I
have
literally
just
like
last
quarter.
I
gave
you
the
exact
script
that
you
could
use.
If
you
said
this
stuff
reasonably,
you
get
a
hundred
percent.
I
just
agree.
A
A
Here's
one
that
I
do
the
exact
same
thing
you
can
just
use
the
exact
lines
that
I
use
all
the
q2
enablement
links
are
here,
and
so
let's
do
a
resource
for
you,
and
I
have
a
bunch
of
live
customer
demos.
My
first,
my
first
demo
that
I've
done
here
at
gitlab
was
in
front
of
a
panel
of
a
vp
and
a
bunch
of
directors.
It
was
20
people
in
the
room
and
it
was
my
first
customer
demo
so
that
one's
over
here
I
was
actually
with
with
a
g
over
here.
E
Sorry
to
put
you
on
the
spot
yeah,
but
that
was
a
really
great
demo.
A
Yeah,
so
I
I
actually
I
I
welcome
the
challenge
and
I
I
was
thankful
for
the
opportunity,
so
you
can
watch
it's
all
a
journey
right,
so
it's
just
sort
of
like
sometimes
I
feel
like.
We
just
talk
about
the
people
who
are
making
150
and
we
don't
talk
about
how
did
that
person
actually
get
to
150
right?
Well,
it's
a
journey.
So
this
is
my
first
ever
demo
and
you
can
see
that
there's
things
that
need
to
be
worked
on
here,
and
so
I
want
to
be.
A
I
want
to
show
you
that
this
is
my
own
journey
right,
but
over
here
I
have
two
other
customer
recordings.
The
last
one
is
very
technical,
so
just
letting
you
know
all
right
any
ca,
may
I
help
clarify
anything
with
with
the
homework
assignment.
So
my
follow-up
with
you
is
one
share.
A
These
slides
two
create
an
optional
zoom
meeting
three
and
then
my
ask
of
y'all
is
that
by
the
end
of
this
day,
please,
let
me
know
what
delivery
format
you
want,
whether
or
not
you
are
in
person
are
not
in
person
so
that
I
just
know
what
to
expect
and
the
other
deliverable
is
to.
A
If
you
decide
async,
then
it's
a
two-week
window.
If
you
decide
in
person,
then
it's
just
that
meaning
date.
I
think
that
you'll
get
more
out
of
presenting
in
front
of
your
peers.
Is
that
a
fair
ask?
What
do
you
all
think.
A
Okay,
can
I
help
clarify
anything
about
the
assignment?
I
know
that
we
just
talked
about
a
bunch
of
different
stuff.
B
A
How
it
works,
I'm
going
to
have
like
a
just
like
how
I
sent
a
meeting
invite
to
everyone
here
today.
I'm
going
to
send
a
meeting
invite
to
everyone.
It'll
be
completely
optional.
If
you
want
to
join
that
meeting,
invite
we'll
just
do
it!
It's
like
a
mock.
It's
like!
Instead
of
your
mock
call
sessions,
it's
gonna
be
a
mock
demo
session.
It's
gonna
be
the
exact
same
thing.
D
A
Like
then,
I
will
make
it
a
safe
learning
environment.
Can
I
just
have
like
a
quick
like
show
of
hands
of
like
who
thinks
that
if
you
think
that
you're
gonna
do
async
raise
your
hand
right
now?
A
F
A
For
our
emea
folk,
I
is
it
like
four
p.m.
Right
now,
your
time
or
is
it
already
five.
A
Okay,
I
wanna
be
mindful
of
that.
So
if
you
all
wanna
do
async,
I
I
hate
meetings
that
are
past
work
hours.
I
will
not,
if
so,
completely
feel
free
to
do
async,
like
I
personally
hate
meetings
that
are
outside
of
work
hours,
so
yeah.
That
sounds
great
once
again.
These
top
two
links
are
it's
just
like
last
quarter,
I
I've,
given
you
a
script
that
you
can
use
and
you
can
just
literally
like
listen
to
it,
a
bunch
of
times
take
notes.
A
Take
up.
All
of
these
take
up.
All
of
these
links.
Pull
up
in
different
tabs,
go
from
one
tab
to
the
next
boom.
That's
your
demo
that
shouldn't
take
more
than
like
practice,
maybe
like
an
hour
to
an
hour
and
a
half
and
then
the
actual
demo
itself,
maybe
an
hour,
maybe
even
shorter,
may,
take
you
20
minutes.
So
all
right
great!
I
know
that
you
all
talked
about
really
wanting
to
understand
the
product
more,
so
I
do
apologize
that
I
took
up
so
much
time
going
through
this
presentation.
A
I
think
that
what
makes
the
most
sense
now
over
here
is
if
there
are
specific
things
that
you
want
to
see
over
here,
and
you
want
to
learn
more
about
the
product
about
then
to
please
come
ask
me,
and
then
we
can
use
the
rest
of
this
time
to
go
over
this.
If
anyone
needs
to
hop
off
this
call,
they
are
welcome
to
too
so.
The
main
part
of
this
session
was
learning
how
to
demo
learning
about
the
assignment.
A
A
So
what
would
you
like
to
see?
How
can
how
can
I,
like
sure,
add
value
to
and
actually
fulfill
the
ass
that
you
all
had
in
the
beginning
about
about
this,
and
I
did
one
other
thing
I
could
say
is.
I
did
not
know
that
it's
6
p.m.
For
some
people
in
emea,
I
actually
so
I'm
gonna
move
these
sessions
earlier
for
emia
folk,
so
that
I
can
be
better
for
your
schedule
for
next
quarter.
C
A
Okay,
if,
if
it
is
like,
I
ultimately
want
to
deliver
something
that
adds
value
to
you
all
all
right.
So
let
me
go
through
some
of
these
slides
and
we'll
just
talk
about
like.
I
think
that
you
all
understand
what
this
is
from
last
quarter.
Would
it
be
helpful
for
me
to
understand,
like
why
does
a
customer
actually
care
about
this
stuff?
So
it's
like.
I
think
that
one
of
the
things
we've
done
the
previous
presentations
they
talk
about,
like
the
reason
why
a
customer
cares
about
burn
down.
A
Charts
is
because
people
inflate
their
schedules
and
if
everyone
inflates
their
schedule,
then
my
engineering
timeline
goes
up
2x
and
then
all
of
a
sudden
I've
lost
50
percent
of
value.
For
my
organization
right.
Would
that
be
helpful
or
I'll?
Just
talk
through
a
couple
of
the
main
ones
are
like.
What
do
you
all
think
I
I
ultimately
if
anyone
wants
to
drop,
that's
fine.
We
we've
accomplished.
I
think
what
anyway
like.
E
B
I
think
for
me,
if
I
had
my
my
choice,
it
would
be
interesting
to
see
you
just
flip
through.
Oh,
I
don't
know,
maybe
burn
down
because
I'm
still
sort
of
and
you
and
I
remember
you
talking
about
burn
down
and
the
value
behind
burn
down
chart
I
I
would
be
if
you
wanted
to
pick
a
couple,
maybe
burn
down
being
one
and
just
a
like
a
quick
like
like
emit.
So,
for
example,
a
lot
of
our
calls
are
30
minutes.
B
Sometimes
they're
15.,
like
I,
have
a
15
minute
call
coming
up
with
charter
communications,
big
cable
company
right,
it's
booked,
he
said,
okay,
he
said
I
have
15
minutes,
I'm
like
okay,
we'll
have
a
quick
chat,
but
I
I'm
actually
going
to
use
that
time.
I'm
actually
going
to
say
hey.
Would
you
mind
if
I
shared
my
screen,
so
I
want
to
get
ready
for
that
call.
B
I
have
to
review
his
background
again.
I
don't
know
which
one,
but
could
you
just
do
like
a
like?
Let's
pretend
hey
you're
an
sdr
you've
got
a
short
amount
of
time.
You
know
he.
He
talked
about
security,
being
a
challenge
and
tracking
of
time
and
developer
resources,
and
so
I
say
hey
can
I
show
you
something
that
might
really
turn
the
lights
on
for
you
related
to
gitlab
sure,
okay,
like
three
minute
demo,
something
like
that
would
be
really
cool
from
an
sdr
perspective.
A
D
A
Right,
okay,
I
just
go
through
burn
down,
charts,
so
burn
down.
Charts
are
something
that
the
vast
majority
of
engineering
organizations
don't
have,
and
I
think
that
it's
really
important
to
understand
like
why
people
care
about
this.
A
The
reason
why
people
care
about
this
is
that
you're,
under
a
lot
of
pressure
to
meet
deadlines,
if
you're
in
any
sort
of
leadership
position
in
engineering
and
ultimately
a
lot
of
times,
you
don't
know,
the
only
thing
that
you
really
have
to
rely
on
is
word
of
mouth
and
unfortunately,
people
try
to
protect
themselves
through
sandbagging
right.
So
an
example
of
that
is
that
someone
thinks
that
a
project
is
going
to
take
two
weeks,
so
they
say
three
all
of
a
sudden.
A
My
schedule
is
inflated
fifty
percent,
and
when
I
was
an
engineer,
this
was
actually
such
a
big
problem
for
us
that
one
of
our
senior
leaders
actually
had
one
of
our
engineers
spend
two
to
three
weeks
to
design
something
that
basically
did
this.
A
So
the
cash
value
of
that
to
our
organization
is
maybe
like
2
000
us
dollars
of
two
weeks
of
this
engineer's
time
and
then
the
other
thing
is
that
the
solution
that
this
person
came
up
with
really
was
not
the
best
it
had
to
get
fixed
all
the
time
right
and
so
here's
the
burn
down
chart.
What
a
bernd
john
chart
is.
Is
that,
like
it
shows
the
number
of
outstanding
issues
for
any
project
that
you
have
in
gitlab,
so
let's
just
say
that
we
are
planning
a
wedding
together.
A
All
of
us
are
working
on
this
wedding.
We
start
out
with
300
issues.
These
issues
are
like.
We
need
to
go,
find
catering.
We
need
to
go,
find
flowers,
we
have
to
figure,
find
a
venue.
We
have
to
send
out
invitations,
there's
300
of
these
issues
that
we
have
and
then
all
of
us
start
working
on
this
wedding
planning
and
start
closing
these
issues
right.
So
as
steve
picks
flowers,
then
he
closes
an
issue
so
as
our
project
gets
done
and
we
start
working
on
this,
invitations
are
sent
out.
A
We
set
our
venue
and
these
issues
are
getting
closed.
Then
our
issues
are
going
to
start
like
trekking
down.
As
you
can
see
in
this
project
over
here
we
started
out
at
682
issues.
They
start
getting
closed
and
then
now
the
original
problem
was
that
management
doesn't
know
when
to
say
that
they
don't
they
don't
really
have
a
good
way
of
telling
when
their
projects
are
going
to
be
done
and
then
so
because
of
that
they
just
inflate
their
schedule
because
they
want
to
protect
themselves.
So
it's
almost
like
this.
A
Let's
just
say
that
like,
like
I'm
just
sure
actually
like
I'm
having
trouble
thinking
of
an
example.
A
Let's
say
that,
like
someone
asked
me
to
do
a
task
like
a
senior
senior
director
or
something
right
and
then
I
work
in
this
organization
and
literally
it's
super
complicated,
there's
all
sorts
of
different
variables
that,
like
I,
could
change
anything
and
a
lot
of
times.
I
just
don't
really
know
when
this
is
going
to
be
done
so
in
a
fearful
situation
like
that,
I'm
just
going
to
go,
make
the
schedule
really
really
really
like
I'm
going
to
say
like
five
months,
because
I
ultimately
don't
know
right.
A
So
it's
like
in
in
an
environment
of
ambiguity.
You
just
go
with
like
a
safe
estimate,
but
over
here
the
burn
down
chart
it.
Basically,
now
you
have
a
metric
driven
approach
where
you
can
say:
hey
we're
trending.
At
this
rate,
I
think
that,
according
this
trajectory
that
we're
on
will
probably
be
done
in
august,
so
I'm
predicting
we'll
probably
finish
in
august,
so
we're
going
to
build
in
a
month
of
cushion
and
all
of
a
sudden,
that's
not
three
months
of
cushion,
and
so
this
is
what
a
burn
down
chart.
A
A
One
thing
that
I
think
that
everyone
should
bookmark
is
a
merge
request
and
then
talk
about
how
collaboration
is
way
better.
With
gitlab
it's
going
to
break
down
your
silos,
it's
going
to
because
everyone's
on
the
same
platform,
so
the
quality
of
your
collaboration
is
better.
I
say
that
in
almost
every
single
demo
that
I
have,
if
it's
not
the
engineers,
and
then
I
think
that
the
other,
so
it's
like
the
meat
and
potato
like
there's
all
sorts
of
different
slides
that
we
can
show.
A
But
there's
generally
like
three
like
big
sellers
right,
merge
request
is
something
that
I
show
a
lot
pipelines
is
like
definitely
on
that
list
of
like
every
demo.
I
will
show
this.
This
is
something
that's
bookmarked
personally
for
me
and
the
reason
why
I
say
is
like
I
know
that
for
your
organization
for
95
of
organizations,
there's
two
guys
that
do
this
one
person
does
this:
we
don't
even
have
this
stuff
in
our
organization.
A
We
are
thinking
about
developing
this
stuff
and
then
there's
20
tools
that
do
this
stuff,
and
the
problem
is
that
this
part's
manual,
when
this
person
goes
on
vacation,
then
this
entire
flow
is
cut
off
and
then
there's
no
one
else.
Who
knows
how
to
do
this?
So
it's
just
stuck
right,
because
it's
a
big
putt
like
this
without
automation,
then
someone
has
to
do
this
manually.
If
this
person
goes
on
vacation,
then
our
flow
stops
right
and
then
so
I
basically
say
I
know
that
you
have
all
these
things
in
your
environment.
A
A
You
know,
so
it's
just
sort
of
like
and
how
much
more
efficiently
would
you
run
if
your
engineers
didn't
have
to
worry
about
all
of
this
stuff
which
may
take
honestly
speaking,
30
of
all
of
your
engineering,
energy
and
time
right?
So
if
you
automate
all
of
that,
how
much
more
effective
does
that
make
your
organization?
Now
all
those
engineers
can
focus
on
building
your
applications,
which
ultimately
drive
revenue
right.
A
So
I
think
that
this
big
fan
thing
super
super
super
super
super
like
important
to
talk
about
talking
about
like
the
security
stuff
over
here.
I
know
that
a
lot
of
times,
like
security,
is
like
one
of
those
things
where
it's
like
people
know
that
they
should
be
eating
better.
They
should
be
going
to
the
gym
more,
but
if
you
really
had
to
hey,
what's
your
fitness
routine,
then
a
lot
of
people
are
like.
A
You
know,
I
think
they
kind
of
dodged,
a
question
because
they
wish
they
did
more.
Security
is
like
that.
Most
people
know
that
they
need
to
do
more
security,
but
they
don't
really
have
like
anything
really
in
place
and
then
so
you
can
just
say,
come
in
here
boom.
All
of
this
is
automated.
You
have
something
that's
really
great.
A
It
helps
out
your
developers
by
like
by
incorporating
security
and
development
process,
and
now,
all
of
a
sudden,
this
problem's
addressed,
you
now
have
a
story
that
you
can
tell
your
senior
management
when
they
ask
you
about
whether
or
not
we're
doing
with
good
insecurity
right.
So
it's
also
about
building
credibility
for
let
allowing
those
managers
to
build
credibility
to
their
stakeholders
through
gitlab,
right
and
so
yeah
burn
down.
A
Charts
are
big,
merge
requests,
are
big
pipelines,
are
big,
get
lab,
ci
dot,
yaml
file,
a
lot
of
the
questions
that
we
get
asked
all
the
time
is.
Do
we
integrate
with
this?
Does
how
flexible
is
this?
Can
I
work
with
my
jenkins
and
then
I
just
say
gitlabci.eml
file.
This
is
a
configuration
file
that
allows
you
to
do
anything
that
you
want,
so
how
customizable
are
we
sync
prepare
build
images
over
here
in
this
pipeline
view,
you
see
sync
prepare
build
images,
so
literally
all
the
stuff
that's
over
here
gets
defined
in
this
file.
A
You
can
have
whatever
you
want,
if
your
environment's,
like
some
really
strange
thing
or
whatever
we
allow
you
to
do
it
with
the
gitlab
co.yaml
file,
because
all
it's
super
is
it's
extensible
right
and
then,
if
they
ask
the
question
of
like,
does
it
integrate
with
x,
y
and
z,
then
I
just
say
absolutely:
it
work
integrates
with
x,
y
and
z,
which
is
true
99
of
the
time.
If
that
application
ever
has
an
api,
the
answer
is
yes,
and
then
I
show
let
you
can
just
like
integrate
it
through
this
gitlab.cml
file.
A
All
right,
it's
11
15..
I
want
to
be
mindful
of
everyone's
time
here.
Once
again,
the
my
ask
is
by
the
end
of
the
day,
just
let
me
know
if
you
want
to
do
async
or
if
you
want
to
do
in
person.
I
hope
that
this
was
a
valuable
session,
for
you.
Apologies
that
I
wasn't
able
to
talk
about
the
product
more
but
yeah.
Let
me
know
how
I
can
serve
everyone
here
and
I
hope
everyone
has
an
awesome
day,
especially
people
who
are
done
with
work
now.