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SaaS Learnings from Gitlab’s Q3

by

Sammy Abdullah

What they do. GitLab is The One DevOps Platform, a single application that brings together development, security, operations, IT, and business teams to deliver desired business outcomes. Having all teams on a single application with a single interface represents a step function change in how organizations plan, build, secure, and deliver software.

Monthly releases. We have had a history of releasing enhancements to The One DevOps Platform on the 22nd of every month and, as of July 31, 2022, had done so for the last 130 months. We intend to continue releasing new software at this cadence.

Give the customer multiple ways to expand. the number one reason why they’re expanding as seat expansion. The second is for tier upgrade to Ultimate. And then the third is increased yield from the customer.

Make sure you can quantify customer wins. CARFAX has increased the number of software builds by 341% in one year using GitLab. UBS removed 50 different development tool teams, they’re moving to one with frequent app delivery through automation. Agoda can now process over 1 million pipelines per month. The average billed queue time has decreased from 40 minutes to 32 seconds and their developer NPS score has increased. A Forrester report the company commissioned showed a 427% ROI over 3 years.

Make sure your sales commission doesn’t incentivize one product over the other. When we set our sales compensation, we don’t differentiate from Premium versus Ultimate. We try to remove the friction out of the buy process as well as the sell process. And so when you’re buying Self-Managed and SaaS is priced exactly the same.

Sammy is the Managing Partner and Co-Founder of Blossom Street Ventures. Visit us at blossomstreetventures.com and email directly at sammy@blossomstreetventures.comhttps://blossomstreetventures.com/metrics/

Sammy Abdullah

Managing Partner & Co-Founder

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