 So it's it's eight o'clock, so I will get started Well, you should all be looking at my slideshow. Yes Yes, all right good You scared me a bit there Larry when you said that you were looking at yourself I would expect that you'd have seen the slideshow because that's what I had shared Anyway, welcome to my channel functional update. I will try and keep this short as usual to let you all know What's going on in the channel? But before I start I'm actually going to Open up a different tab. I get asked frequently about who our channel partners are and I just wanted to point everybody to the resellers page the about that get that comms less resellers page Where you will see a list of? Who all of the current resellers are and you can even narrow that down by? physical territory by clicking on the various different maps you see there the only one who's not listed and Who will be listed until? You know they're they're fully on boarded our new partners that have been brought on board So until they give me their they're listing you won't see them here Usually that's a matter of a couple of weeks after they got brought on board All right, so to go back and start so to give a bit of a status on some ups and some downs In this in the last six weeks since my last update we've had quite a few pluses We did a channel partner or pardon me one of our channel partners release team got us listed on the GSA Which is new for us and should be? Quite handy. I know that Paul Almeida is working on Other methods of getting us listed on the GSA particularly through a fulfillment partner Who I'm not going to name now? But in the meantime at least we are going to be on the GSA and have the ability to sell through that We also completed Basic SE training for the resellers so Xiao Gang Wen Who is responsible for technical enablement of the channel put together? Some some trainings a series of three trainings that he ran six times So that way we covered all the different time zones to run the SEs from our resellers through some training to better enable them to both talk about our product and and To allow them to be able to demonstrate our product with confidence We also created a reseller slack channel. So if you look at slack, this is there's a channel called reseller and we invited the Resellers to that slack channel to better facilitate communication. Some of them are more active than others But that's to be expected So we have questions for the channel as a whole you can probably ask it there and it also gives you the ability to slack individual resellers, which is probably a whole lot more handy than having a Particularly channel Channel whoops for a slide and I said the channel brought forward 15 opportunities or a 115 opportunities In the last five weeks, which isn't which isn't so bad And we have expanded the network. We've got more resellers So I'll talk more about that on the next slide and we've begun a badging program for the resellers to Prove their technical expertise both to us and to their customer base And I'm gonna have more on that on the slide after next So some of the downsides is we have not published a channel newsletter since December With the departure of our channel marketing manager who has no one has been replaced to take over his duties we haven't done that and that He was the one who was publishing the newsletter that newsletter is actually fairly important because the It keeps the resellers abreast of what is new in each of our releases that gets pushed to them and something that they That is easy for me to track that they've been reading You can't really count on them to read our blog posts every day or anything like that It's got other stuff in there, too Like which events are coming up that we're gonna be participating in and so forth So that they can then leverage that in their own individual marketing messages We really need to get that back on track Along along those lines and most of the members of our channel still haven't had a press release And it's a late for a lot of them to have a press release It doesn't make much sense to actually release it to the press but listing a press release on our website Gives them a legitimacy and to where they can point to customers that say see look I really am a Partner of GitLab you can see you know the announcement there So we really need to get that back on track again. That was what the channel marketing manager was doing And so we really missed that role So on to expansion So last week we signed a new reseller called fear software fierce is a federally focused reseller They're based out of the Maryland DC area Focused on selling to the federal government and federal government contractors Fierce is actually kind of a company with two parts to it There's the smaller part is a group of five or six guys who and gals who sell to the government And then they have a broader company with many many more employees that are consultants that get placed out to do Implementation gigs and what have you at government companies? They they also work with puppet. So they've been in our space for quite a while and they're well known to our federal Sales director mark on me pardon me Paul Almeida. Who's the one who actually referred them to us? We also have verbal agreements with two contracts out in certify awaiting signature One is for an Italian based reseller And again, I'm not gonna name names here because this is a public broadcast and we have NDA's until they sign their agreements The Italian based reseller Actually has brought us three customers already who have signed And they were customers that we weren't in before so Well, I'm not necessarily keen to sign up a bunch of resellers in a media because you know page has got a good directing there The fact that they're bringing us deals that we didn't have before makes them certainly worthwhile to bring forward and also a reseller based in Taiwan Who I've known for many many years is it has also said that they're gonna come on board I'm in negotiations with several others one That's really interesting if there's a German ALM tool vendor that has an ALM tool that wants to So it takes a lot of their solution And we're really close to having an agreement sign there It's like we've even agreed to speak at their user conference Which is coming up here in about a month and a half team Oh on pages team is gonna go out and give a presentation in German on the value of GitLab to their to their customer base We're also reclose really close to having a Japanese-based reseller. It's not necessarily the market penetrating Japanese based reseller. I would prefer But these guys do a bunch of consulting Names on their list, so that should be quite good. Oh, I expect all these in negotiations to be done Also a reseller and I said that the community dad and Dina What community dad and Dina is is a free trade zone in South America that most people haven't heard of it comprises of Columbia Peru Ecuador and Bolivia Doesn't necessarily sound to a lot of people like a big market, but it's you know put together it's it probably about the size of of France or Germany in in market size, so it makes it, you know fairly Prosperous as a as a whole even though it's a very large area And so I have a reseller there who's sold to almost every government agency you could imagine in the Andes And they're quite keen to get on board. They are also a red hat partner They are big into the in the open source community And and they've got a lot of experience there, which is where they were attracted to us in the first place and Last but certainly not least I have a mid-tier si that is is Already working with us and and and gonna be signing a contract and they're gonna they're gonna do a couple of different things for us One they're gonna expand the number of available consultants that we can Have our customers engaged that will be Have an official relationship with us as well as they are also looking at and have done work to put together a Replacement for a gig host running on AWS and So we should be able to have a single-tenor hosted provider being resold by this particular reseller moving forward Well, I hope to have that completed by the end of this month that it may take slightly longer But I think that'll be really good moving forward so on to the onto the badging so the purpose behind reseller badging is to give the Both a sense of legitimacy to the resellers where they can go to the customers and say look I am certified By git lab that I know what I'm doing and it's also to help protect our brand because they're gonna tell the customers If there are resellers that they already know what they're doing and this way it allows us to at least monitor and have control over some of What they're saying and doing I Put the I put get that virtual on quotes That was sort of a name that Reb and I were throwing around about a year ago to call this this program It still doesn't really have a name. Although that one's not all that bad the first iteration of this program is is is in process and It's gonna change and evolve over time. That's why I'm calling it version point five and right now It's can see a show gang put it together that he's got a lot of experience doing that He put together the badging program for a lecture club before he came to join us And he's had some help with Reb who put together the certification testings for Perforce before he joined us So we've got a good team working on making that work both of them have experience in doing it before And it's consists of five to six different modules with different subjects that are basically self-paced studies So, you know, watch these videos read this data and when you've done that you get a Hands-on assignment from shall gang says here do this and I'll review it with you when you're done And we'll see if you if you if you really know how to do it and then a test at the end of each module They're designed so that it can be completed each one of the can be pleaded in a week or less In your quote spare time so Hardly anybody who wants to to to dedicate having six weeks of nothing but training in order to get a badge It's not worth it to a reseller it to for that expense and so this design so it'll fit into The time slot of one of their consultants without making them Unbillable for the for an entire week at a time One of the requirements the badging program is that they're gonna have to contribute to our source and that's That's really powerful because when they go to tell their customers They know what they're doing they can say and I helped write get lab and that's really powerful Right now we've got five resellers that we invited to this round because this is sort of the test first round With nine people registered and those nine humans have all received the first module already and have begun work on it Big big hands out to shell gang for making that happen in such a quick manner The module city has planned so far Are the seven listed here and i'm not gonna read them to you because i'm assuming we all know how to read Yeah, this could change over time as a matter of fact the whole badging program could change over time The goal of it is is to to provide legitimacy and protect our brand and I think we can do that if we're sure that are That the consultants that our partners have skills that match what we have listed here And if we need more skills or different skills that can change as time goes on Along those lines the future of that program like I said, you know, it'll it'll change over time Um, we're also going to ask for yearly recertifications because well, you know, we have at least 12 releases of our product every year And some of that includes massive new functionality So we need to make sure that they're they're up in In their skills on the new stuff The recertifications will be smaller in scope And we're probably going to have specializations as our as our product moves out. So like a specialized ci badge for instance Uh and and so forth or or perhaps cloud native transformation And something like that to give more credence and things to the it's the particular resellers And one other sort of update I probably could have put this on the first slide earlier Is some of the ongoing training. I mentioned that we did the se trainings Last quarter for all the resellers We're going to do we're going to re hold them again in july for some of the Employees of those resellers who missed it as well as all of the new resellers that we're bringing on board And we are also starting Up a regular cadence of trainings for the resellers and telling them what's new on our product Um, and the first one we're going to have is going to be uh, oops. That says july I should say june Shout angle correct me on that. There we go. The first one's going to be in june and it's going to it's going to concentrate on what has changed between The last time he ran the se training and now so in other words a quarter's worth of releases Hey, here's where our new features. Here's here's how they work and here's why they should be important to your customers All right, so I am going to bring up the chat window now I could fan that out And see if I can answer some questions here Okay It starts the beginning welcome larry welcome larry. We're in the world of your larry whoo, whoo Let's say so the first one says gsa is big awesome I'm mark on Michael listen confusion over just what partners can access in sales force I actually marked it there isn't so that The resellers have access to salesforce.com um, they can see objects that they own so if you see a a A contact or an opportunity or a lead or an account that is says that the owner is Something something partner user they can see that They also have the ability to access objects associated with those So if there's a contact associated to an opportunity that they own and if they don't own that contact they can still see it They also have the ability to see things where they are listed on the account team or the opportunity team So if for instance, if I put a release team on the accounts team for Lawrence living more national labs for instance Then they will get to see Everything associated with that account that even if they don't own it A typically that will happen when a reseller is working on a an ideal that's owned by someone else But only for the life of that deal um That answer your question You're gonna meet yourself and tell me Yes, thank you, Michael. You're welcome Um Oh molly already answered that for you. All right. Thanks molly Opposite single host providers awesome The single host provider can the single host provider cover the customers globally? Um, so the the the company that i'm talking about that's going to do that They they're the platform that they're going to actually host it on the actual web provider Is going to be aws just like we used to host it on digital ocean And you know aws is indeed global. I don't know what data centers are considering Utilizing for this service. My guess is it's going to be whatever the customer asks them to do Um, yeah, they're very sort of mercenary that way and they'll do whatever a customer wants Um, but I don't really know the the answer to that properly And this is this cover global market part of this story so Uh, which resellers have which resellers have started the badging? Um, I can answer that molly. Um I'd rather not do that here as this recording is is is public And uh, uh, so I'll I'll ask you offline on who has begun it The reason I want to mention is because perhaps some of them might not finish it and I don't want to cause Anybody some sort of grief on that at the moment um Mark bell's badging program targeted more at server providers and resellers. Yes So every single one of our resellers Other than the oem resellers like perforce Make a bunch of money by selling services. Okay, so Even the guys who make most of their money selling product like, uh, alm toolbox in israel They also make a bunch of money selling Um, uh services and so so the answer is yes There's a there are some resellers who are mainly interested in selling services And there are some who are most interested in selling product All of them, um, are interested in in in being batched Thank you From city considering document with the resellers can see in the handbook if not done already Okay said we can do that. Um, I'm wondering if it's already there because Francis did something about that a while back I'll check I'll check I think you can see chatters. This is ceiling when you select all access. Yes, Molly Here's her percent of revenue goes through the channel today. Um I don't know I can I can look up that total. I get at the the first Update that I gave at the beginning of the year gave the aggregate number for last year I haven't looked for what the number is so far this year The amount that's gone through the channel in q1 this year dwarfs went through the channel in q1 last year Um, mainly because in q1 last year we really didn't have a channel And uh, and so so they're new now, um, or so that so a lot of them have had a year sort of experience now Um, and my next functional update. I could probably give that give that number All right Anybody have any other questions? Um before I give you 10 minutes of your morning back And michael just for uh some folks in the national maybe just explain what the gsa is and kind of the importance of Sure, sure. Actually if paul's on the line, he would be a better person to answer that question Um, do you hear paul? Yeah, doesn't sound like it. So what the gsa is? Hey, michael, I could take it. This is brant. All right brant, go for it. Um, hey gsa is just one of those contract vehicles that kind of gets a lot of Government red tape out of the way if you are on a gsa contract There's certain things the software and the company has to meet to even get on there So there's a lot about a lot of government check boxes that it covers. So It also provides usually a small discount So people can be assured they're getting the best price So just one of those government vehicles sometimes it's easier to order off gsa and saves a lot of red tape Yeah, so it's a u.s federal government purchasing program One one of many but probably the most popular one All right. All right, everybody Uh, have another 10 minutes back to you morning. Thanks for coming and listening