 Perfect. Okay, so we'll go ahead and get started. Thanks everybody for joining. Thanks for joining us as well this is a continuation of our weekly training that we do every Thursday and This week we are going to cover a few of our executive meetings and in what seed went through during those meetings and the first one was was finality which Was a little bit different because this one we could actually prepare for it was kind of a I'll call it a normal normal Customer or prospect sales meeting which we could properly qualify and do all the advanced things that we normally do In discovery to understand exactly what what the prospect needs and what they're looking for Whereas the second to Morgan Stanley and Volkswagen We did not have the ability to do that this is the example where they actually came to us and said hey would would you get lab come in and talk to our executives about what you're doing and Kind of what the vision is for the future as well. So as an example of that Let me share my screen real quick And so this is this is just notes from from the fidelity one who's going to be there a little bit about the agenda the roles for the meeting so one thing I like to make sure When we do this is everybody has a distinct role of what they're going to present our information that they're going to gather To do that. So this is actually on the invite if you want to see the full thing Feel free to look at it in your leisure But again from there what we're going to do is have Larry kind of kick this off the same way that he kicked off Morgan Stanley and and go straight into the presentation. So from there Larry. I'll let you kick it off Larry you're muted. Can you hear me now? Yep? I just lost my friend. Let me put the I'm going to share my screen and hopefully You guys can see what I'm looking at. We'll all be looking at the same presentation So at least See here. I'm still getting used to some of this new technologies Okay, can everybody see my screen? Can everyone okay? Okay? Cool. All right. So, you know as Mark sort of headline the discussion We really we really didn't have all the kind of information that we wanted But we certainly knew that we really felt quite privileged by the fact that we were invited to Participate in this annual CTO innovation event and so we were we were grateful. So what I'll do is I'll tee up that that meeting I'll highlight the agenda and then after that I'll hand it over to to Sid if you will So me and see if I can get the next slide here So here was the agenda and every industry each one of us knows that every industry Is undergoing a high degree of disruption from mobile devices As these devices are becoming if you will a Dominant conduit if you will of of communication between organizations and their customers Further competition from non-traditional players is really altering the landscape now for Morgan Stanley This is both an opportunity and a threat and it's a it's an opportunity because those Organizations that cannot adapt who will clearly not be able to survive on their own Will need to pursue strategic alternatives such as a merger and acquisition Which is Morgan Stanley's business? So they're presented with a unique opportunity as enough In that area as a threat really it's not a threat It's just another opportunity what they've got to do is make sure that they continue to enhance their system To to ensure customer engagement is is productive and they can identify new revenue sources now There were eight tracks that we were invited to cloud big data digital transformation security and Artificial intelligence and development tools so the common denominator of all this was technology and certainly software And this is where we play a very unique and pivotal role Now Sid's going to talk about that in a lot more detail, but here's here's what I'd like to leave you with And that is that in the 21st century if you're staying the same you're falling behind So just think about that in the back of your mind. So I'm not going to this. This is a really cute video I'm not going to show it here, but it this presentation will be available for you guys to take a look at but Normally we go around the room and we conduct introductions We understand everybody's roles what they want to get out of the meeting and why they're interested in participating in this meeting at all And I'm not going to do that here because it's not practical But essentially we did the we did everyone went around the room everyone did a background who they were and we sort of Left it with to explain the background Somebody needs to mute Just real quickly and then of course the voice of the customer wanted to understand and wanted to encourage a very Collaborative environment we really wanted to hear since we didn't we weren't able to do the kind of discovery that we really wanted to do This was our opportunity in the voice of the customer phase for us to understand Why they wanted to talk to us. What was the catalyst? What are the business problems that they're trying to address and to solve and this was that opportunity? So at this point in time, this is sort of the overview and what I'm going to do is is Handed over to Sid Sid you want to work from this this PowerPoint or did you have something else that you wanted to work with? No Larry. I think What was really great with that meeting is how we How we started so instead of skipping all that I do want to do it we have Mark will refer to as mr. Customer. We have Kristen who will refer to as Mrs. Customer And I want you to do what you did in that meeting because at that time I was skeptical of Diving into that but I learned at a later meeting that this was exactly the right thing to do and it it ended up being Being something I want to I want to do all the time and I think you did it really well So I propose we go into pretend mouth now it's two of us from get lab to people from the customer and Kick off the meeting like you would like you would do it there Okay, so I have done for all practical purposes the introduction So maybe really where we are is we're at the voice of the customer and this was certainly an opportunity for us to get feedback now at first They were I don't want to use the term reticent, but they certainly Can we switch from talking about it as in the third person to just doing the actual thing just yeah, you bet you bet you bet So we went around the room and we asked various questions. What did you want to get? I'm sorry. Am I missing something somebody? Let's let's start with the introduction is Larry you Okay Sure, we went around the room. We had everyone introduced Larry. Let's go into real mode I'm sit. I'm the CEO of get Larry. Can you introduce yourself? Yes, hi, I'm Larry Beagle on the major account executive here at get lab a Responsibilities to bring the right people the right talent to support your your Your your objectives as it relates to this summit meeting Mark do you want to go? Yep, and I'm Mark and I'll represent a Bunch of groups within within Morgan Stanley here Some of us know who get lab is some of us are a little bit new but have heard of you and We were curious about some of the differences between between you and get hub And how you kind of play in the bigger ecosystem of software development as a whole Cool marker, what is your role at Marcus Stanley? I'm the director of development for a specific group and What do you want to get out of this meeting Mark? So how you guys are different from from github and how you integrate into the bigger ecosystem? Okay, okay, thank you now. I figured out said where we're at. Oh Sorry, Larry. There's there's one more person we Know Hi, yes, I'm Kristen and I am the VP of our technologies and and said and team I'm here to better understand. We're looking at standardizing across our enterprise We have several different homegrown systems. We have a little bit of github We have some bit bucket and I'm learning more about get lab and another reason why I'm here is you know, we really have no way of Really understanding how to manage our productivity. How do we measure that? So I'm looking to see that there's a solution that can help us with this versus having to utilize the different Pockets of technology that we have we're looking to standardize Thank you. Thank you, Kristen. So when you talk about measuring productivity, how do you do it today? We really don't do a good job of it at all And I and I can say we do it pretty well on a team by team basis But don't have a way to roll that up to the enterprise or have a global view of of of our productivity or success So I'm curious. So what you're looking is to try to understand the level of responsiveness of the organization is to two opportunities in the industry or ideas or Responding to change for example responsiveness. Is that a is that what you're sort of? Getting that that's a fair statement Okay Now one of the one of Based upon the research that we've done over the last couple of weeks and preparing for this discussion one of the things we've seen and And talked to folks about is the issues around all the vulnerabilities that are going on in The marketplace especially within financial services. How are you how's Morgan Stanley handling this? I think it's a combination of trying to compete against our You know old kind of legacy customers as well as new fintech startups Which there's hundreds and hundreds of them across the globe and so we have a Kind of a dual threat there So if you were to identify the top three strategic priorities that the firm is pursuing what would they be today? faster time to market better quality and compete better against our Traditional and new competitors One of the things that came up during the meeting I'm going to go out I'm going to go out of character for a moment because one of the things that came up was how do we Compete and compare to Atlassian that was right around when we're going around and doing the introduction so I just want to bring that up and All right at this point said I'm going to that was those were the highlights we got a lot of feedback I'm going to hand it over to you to Address some of the kind of questions that came up at this point. Is that okay? Thanks Larry Yeah, thanks Thanks for all that that background and insight I want to start off by giving a brief history of GitLab where we we started it as a company and then how we're what our trajectory Art is so far. So GitLab started in 2011 when my co-founder Dimitri Made GitLab because he needed it himself and he needed it because he was working in a large organization And they had the need themselves to host their own source code And very quickly it became apparent that this was something that other people wanted over 300 people contributed to it in its first year and When I saw the year later, I started GitLab.com our SaaS service Year later 2013 we learned something we learned that there wasn't a lot of demand for the SaaS yet But there were all these enterprise companies running GitLab already and these are major like fortune-tend companies that came to us with we're running GitLab We're happy with it, but we need more features we need more things and We started listening to those customers and making what they needed not exactly what they asked for But something that could be used by everyone closely collaborating with them listening to them Bouncing ideas around and making what they need and that's how GitLab became the most The most used in the enterprise right now two-thirds of all enterprises are using us over a hundred thousand organizations Because we address their needs. We made the things that are important to them all the way from How many authorization solutions we support to how many? authentication solutions how many? Ways there are to to to to do compliance with GitLab after that 2014 we we incorporated and in 2015 in white combinator we had our first Taste of what it means to be started in the US we flew in with nine people Stated in the same house in Mountain View for three months and we learned that We were onto something that we had a great product that we had a lot of happy customers And that there was more for us. So then we started growing to address The market demand we started the year nine people ended the year thirty five people and last year We added over a hundred people and raised twenty million dollars in our B round So that was a sea change what also happened is that we Started going beyond just version control That's been going on basically since 2014 when we when Demetri my co-founder introduced GitLab CI and we now got a complete product and it's and An end-to-end platform. It's an integrated product So you can chat about something in GitLab. You can create an issue to track it You can plan that issue on an issue board You can start coding Version your code talk about Talk review your code. You can test your code. You can deploy it For example, GitLab has something called review apps where you for every code change that you propose There's a working application kind of a staging environment for code There's all kinds of deployment methods including like manual approvals. There's an integrated container registry But we go as far as also measuring what the effective so GitLab comes out of the box with measurement with contributor analytics and Cycle analytics. So what that means is that GitLab you can do the entire spectrum You can go all the way from chatting about something to getting it delivered and measuring what the impact is and it's the word The world's first platform that does this Now This is not a new vision to do this end-to-end But I think we're the first ones pulling it off and we're pulling it off because we're the first ones That do it in an open-source way. There's a huge community behind GitLab with over 1500 people that contributed to the platform and those have been like major Contributions for example CERN where the web was born contributed some more support to GitLab And Together we can make the best solution and together we make we all those practices that you need in an agile company we can incorporate them into the product so These things have when you make an integrated platform. It's better overall than using separate tools You don't have to adopt adopt GitLab all at once you don't have to like say look I'm throwing everything out I'm just gonna go pure GitLab. In fact most of our customers They start adopting pieces of it and when they adopt pieces of it They still use it with like Slack with Jenkins with JIRA. That's fine We have great support for those things and we integrate really well But they find out over time that there's emergent benefits when you have an integrated solution I want to highlight a few of those I Talked about review apps where every time you have a code change you also have the application running in that state I talked about one other thing we do is contributor analytics So for every person in the company or on your team, you can see what their activity has been Throughout the application not only in the issues but also in the code and One really important thing is cycle analytics What we can show with GitLab is how long it took you from first chatting about an idea to getting it out into production You said you want it to be a company that is that releases faster that Response faster to market needs well that starts with measuring how long it takes you and because GitLab is an integrated product. It has one data store and it has one Best path to go to there. So it's easy to measure these things instead of having to set up your own data warehouse to analyze these things GitLab gives it to you We show it to you it's integrated as part of the product and it's just easier to get from stage to stage because you're not you're not having to navigate between multiple Products multiple UX is multiple paradigms that that are all working together in different ways It's the one best way where the entire community has contributed to some an integrated product and that's why That's why two-thirds of the companies that run their own installations use GitLab and That's why they preferred over a styled approach where you have a Giraffe you have a Jenkins where you have a GitHub enterprise installation and it's up to you to wire all that together When you install GitLab everything is wired up together for all your teams all in the same way so that you have one One training like if you know how to use GitLab you can use it anywhere in the company and you have one comprehensive set of data How does that sound missus customer? So said that I mean it sounds interesting missus missus customer not mr. Costner Thank you. Um, actually, you know, this does sound very interesting. I as I mentioned, I'm looking to Standardize across our organization. My concerns are that we're very slow in adopting Whatever it is agile even, you know, we're going through our transformation But you talked about analytics, which are very interesting to me And I think having the cycle time reports will be really powerful. However, you you also said we don't have to adopt the entire solution at once Will I still get the analytics of the metrics for cycle time to know where our Productivity is if I take it in chunks for example, if I start off in certain areas and then adopt As we start to grow more throughout our enterprise Yep, that's a great question the cycle analytics are Kind of the the finishing point is when you release something to production So if you don't use git lab to release it It's not the metrics are not gonna gonna fill up. Now, there's a couple of ways around that we can You can have a fake release tab where you where you press a button and it doesn't do anything So we could work around that it's a bit more manual work, but it you'll still get those metrics The other functionality like the contributor analytics, they always work So it doesn't matter what part of git lab you adopt And said another question. Are you seeing with your your large customers like ourselves? Do they adopt? The entire solution at once or is it something that they gradually start to grow into? Because it sounds like you have a solution that could do a lot for us And just it feels a little too good to be true for us right now So we'd have to kind of go through some stages kind of crawl before we walk Yeah, well, we're getting this response a lot. This sounds too good to be true and and people have been sold this package before and Last time it was too good to be true. It ended up being a Worst of read something that took a lot of time to set up and something that wasn't wasn't really good in all the different aspects and we recognize that So we don't we don't want to Don't take our word for it take for example, Hiroko's word for it What they saw is that people are adopting git lab CI more than any other next-generation CI solution So the legacy CI is in Jenkins the next-generation CI solutions are commonly known as Travis CI Circle CI and get lab CI and get lab CI just overtook the old number one Travis CI in popularity It's not our opinion. That's the opinion of of a Of Hiroko who have great insights into this market So it is best of greed and we recommend that you adopt it however that almost never happens We never go in somewhere and they say we're gonna throw everything out. We're gonna adopt you many times It's like oh, but we want to keep Jenkins for now or want to keep JIRA for now and that is totally fine We're we have great Jenkins support and we want to have and we're close according to some customers say We're already there, but we're not happy yet. We have better JIRA support than at last seen themselves so That's we're not gonna force you to switch anything But what people find is as soon as they start adopting git lab that their developing teams are Voting with their feet. They are leaving solutions like Jenkins that have been the Company solution for git lab and there's there's many reasons for that but to give you a taste with Jenkins if you Want to make a change in the configuration? You now have to go to this other tool Maybe you don't even have permissions there. You got to ask someone else make that change with git lab Your configuration for your CI project is there in the project in a way that's human readable easily editable and With things like other deploy many times you don't even have to add a configuration So it just works a lot better. It scales a lot better. There's no there's no anxiety anymore to upgrade and and I have things break on you, so We're sure that the product will come convince you and will convince your developers to to adopt it further So can you talk a little bit about how you can partner with us to help us because we went down this path Once before with RTC all-in-one tool It took us five years to dig out of it and it was a terrible experience that cost way too much Yeah, there's there's there's many ways and we can help and I think Larry will probably amend my answer but what we recommend is that you start using this just for a few teams for a few projects and See whether whether it works. We think that there There shouldn't be a big configuration effort if you download git lab today Ten minutes later you have everything you see on this slide You have it and you can use it and we want to help you To adopt that and our solution architects and it's I'm sad that Kristen isn't here because you can sell it say this way better than I but our solution are architects can Can help you figure out how to go how to first scroll and then walk? How to first adopt for example the repository management and go from there to the CI go from there to the CD Go from there to cycle analytics and help it get configured for your for your needs Also, we're also always really willing to work with you to see is there something we should improve and get up for your needs Many many of our best features have come from customer needs So between our support or solution architects our developers listening and actually interacting with customers and making their features and our Sales people that listen to your need. We think we can help you do that. Very. Do you want to add to that? No, I'm good with the answer. Thank you And if I look at the Atlassian website, it kind of says the same thing. It's all in one platform Can you talk about the differences? Yeah, I'll be glad to so Atlassian has a suite of products. It's Similar to get lab except for the feedback part. So what you don't get with Atlassian is metrics You don't get it's contributed analytics. What you don't get is really psycho monitoring. So In our view if you can't do continuous Delivery without actually measuring what you do. It's like flying flying blind You can't have blackout the cockpit and say look, I'm flying and delivering you got to know what you're doing You got to know what the impact is. So we get up. You can see exactly I merged this and this was the impact It will show you right in the code change right in the merge request Did this is the graph that changed the most this new Change that you made now suddenly we're burning 300 times as much CPU. So you're informed and you can refer to that So we think that's a big difference, but the biggest difference is that it's one integrated product With Atlassian you can get their tools But then it's up to you to integrate them actually that's probably why they have so many resellers They help you integrate their tools We think that it shouldn't be something custom that works different for every team and every company We think that as a community We can do a much better job there. So Atlassian when you integrate all their tools, it's days of work. Maybe weeks of work if you're a larger organization You can apply it to them to get a t-shirt for your effort We're not getting you that t-shirt with us. It comes integrated out of the box. It always works together the same And it doesn't break when you upgrade. It doesn't break When you want to get some analytics, there's one data store to get the data from you There's it's it's like comparing Lotus one to three and Debase against Microsoft Office one is a really integrated solution The other thing is something where they bought a few companies assemble them together and made some basic integrations I said hey, this works together That that doesn't make sense. It's it's about the whole software Delivery life cycle software development life cycle and it doesn't make sense to bounce around between different products and I can I can go on about examples. For example, our container registry When it knows it's aware of our CI system. So it knows Who you are what authorizations you have and you don't have to pass around all kinds of tokens and credentials Same with chat-offs to deploy a lot of different things Same with chat-offs to deploy something Our chat-offs is aware of the deployment life cycle. So you can say look are now manually approved this Release or I want to refer it just in that and it comes to back everywhere So instead of you as a company have to figure out all the best practices Develop it yourself to send it yourself and have it probably be different across departments There's now a whole community of more than 1500 people helping you with that which you can be a part of It leads into my next question of I mean if I can replace Jira and Jenkins and github How many how big's your development size and how can you be best in each one of those categories and you're competing against whole companies? It just doesn't seem like you're that big of a firm Yeah, that's correct Well, it's correct that we're not big and you'll see that when Larry will quote the prices for that because those reflect How efficient we are we have about 80 developers and there's some of the most productive people in the world We are the we can hire the best people in the world. We're a global organization. We're in 38 countries and Our developers all work from a different location. So the remote only we Allow our developers to stay focused on developing instead of all kinds of distractions So we're shipping a lot, but I don't think that's why we're more productive I think we're more productive because we collaborate with each other where Github hosts a lot of open source projects We are an open source or open core project So the difference is that we get lab people contributed to it. For example our container registry We launched an initial version, but you can have one container per project and After a few months our customer our user said look, I want more and someone contributed multiple containers for projects Still working with the same advantages with the automatic authentication, etc. So that's the magic power of GitLab where it's not 80 developers at GitLab. It's 1500 people contributing more than the development capacity of any individual company Great, and can you also talk about just market share big other large customers you have specifically financial customers? Yes, for sure. I Think Larry can maybe add a bit and this is a public video So I should be careful, but I think Nestec is using us. We have some of the The regulators in the US that take care of the financial and the stock market system They are using GitLab because they too want to use best-of-breed They want to use the state of art to make sure that and the configurations. They are changing. They are on the version control And and and they have the right authorizations I talked about authorizations a few times, but that means simple things. It's like in GitLab You can give someone the ability to view issues and to Change labels without giving them access to the source code. Those are things that for example in GitHub you can do So GitLab of most large organizations are running their own installation and there we have over two-thirds market share So by far the majority of the market is using GitLab already You might not have heard of us Because we've done a great job developing. We've not done a great job marketing ourselves. That's changing now We're rapidly having more sales people more marketing We recently got a new CMO and we'll do a much better job going forward But GitLab is already what is pervasive and the most popular and we have We've got the world using us and it got the enterprises using us. Harry do you want to add to that? Yeah, I just wanted to make the comment that one of my larger Financial services companies made it made an observation and shared this with me and that is because of this architecture They don't need additional people to admit to administer to manage and Secure the environment every time there's a change and as a result of that they look at this as an opportunity to truly Reduce their total cost of ownership and that's a really Important element. This is coming from a large financial services player. So I just wanted to add that Yeah, and I think The secret of GitLab is you're probably already using it We looked at and now I'm gonna give fake data because this is public recording But we looked at your usage and you already have 10 GitLab servers some of them with over a hundred users So you're already as a company using it It's just that we've we've never had this conversation before but your developers are already voting with their feed and using this because Making them more effective. It allows them to respond faster to market demands and An example of that is git.example.com used by over 250 people. It's been around for two years We'd love to meet the people that are using that and get them in the room and Actually at a previous conversation We had someone jump in and say yes, I'm the I'm the person running that my department is using that and really love the product So if you can get that reaction, that's great Sid this is Kristin so question. I'm checking out your website while you were talking and I'm pretty impressed that Even your free version has what it has to offer versus some of our GitHub Installations we have here. Is this something that you would recommend us starting with or is there things in your paid version? That would give me more at the enterprise level that I'm looking for Yes, thanks great question. I Said a couple of times we want our users to contribute to the product and that's why Everything in the software delivery cycle is available in our open source product because we don't want our 80 Engineers to be responsible for that. We want to work together with the rest of the community on that and The way we the way we make money is by having versions of GitLab that have more features and they're called enterprise edition starter and enterprise editions premium and The difference is that enterprise edition starter contains features that are better if you have more than a hundred people at your organization and Enterprise edition premium contains features that are really useful if you have more than 750 people at your organization Now you have thousands of developers So we strongly recommend you using enterprise edition premium because we think those features Will make you more effective. We'll make the GitLab installation more effective and will save you money And we'd be happy to walk to an ROI calculator feature by feature to see where the benefit is but we if We think it's it's a lot of value for money and just by At some point we're tiring the other systems. You can already Save a lot of money by switching to GitLab and that's a loan from all the efficiency gains that you'll also get Great. I don't think I have any other questions You said before mr. Customary Or I'm not sure who of you said it but you said this sounds too good to be true Does it still sound too good to be true or are you are you beginning to Feel like there's more to this and then there's a possibility that this is actually better. What do you think missus customer? Yeah, I mean it Everything you said really hits home for areas that we struggle with and you know if we could find a solution That could help us in those areas for example Better productivity and how do we measure that? This would absolutely help us my concerns again are We we struggle with any adoption of anything whether it's a new process or new technology so having Your organization it's really going to be critical for us to partner with in order to Adopt a solution, you know looking to your expertise for you know How the the metrics like we're looking at how do we what are we looking at it? Can you compare us to others out in the industry that will be helpful for us to know are we in line? With or are we way off of you know things like that? So those are things that I think will be really helpful and it feels like that what you're saying so far is Really going to help us. I mean I know that you know we haven't had these conversations with get hub We you know haven't had a conversation with Atlassian. Yes, they promote a solution But we know that they're pieced together so it's you know There are concerns for us around that if one technology upgrades, you know, how do we handle that? So yes, I think you have you know cleared some concerns I have it just will be a matter of how you help us with the adoption what things that you can do to help us with the Implementation training Matter of fact, how do you do your trainings? You know we have thousands of developers You know do you have a team of trainers that you're going to come in and do this or what do you guys do today? Yeah Great great question. Thanks for that. We do a couple of things. Yes, we have trainers and we'd be we'd be happy to combine We also do a lot of Video sessions for people throughout the company can join from whatever location they are at and Accord those sessions so they're available for other people in the company and we'd be we'd be happy to to provide that what we also do is In the product show your Adoption compared to other to best in best in class best in the industry. So it's called conversational development index And you can see for every part of get lab where you are in the adoption curve how you are tracking against the leader and What we would love to do with you is to determine a plan together determine Okay, what is what is our goal for every quarter? What is a goal for every year and to see how we're tracking amongst that goal? And if it's not if the adoption is not going in the way we'd like all invest additional Time together to try to see whether we can improve it with trainings with with Communication with with documentation, but maybe even changes to the product to make it fit your needs better But that way we have a measurable goal or we can both collaborate to to get there and Last but certainly not least get lab has always been a bottom-up thing where Developers adopted so instead of trying to push something through From the top you'll find that as soon as you give that option people will vote with their feet actually they're already doing it you're already seeing this ground-up adoption and Just by allowing it allowing that to happen from the top You will see the adoption increase, but apart from that we're really We've done this a lot of times We we are very happy to give trainings to give consulting and to to add that to our partnership Great. I don't have any more questions. I See that there's 20 other people in the room apparently maybe they have any questions I've got a question said where when you say that you can integrate to Jera and to Jenkins Can you actually import any of the data that you that we have in those products into good lab? Thanks, I'll see for asking a question Well, there's there's a few things so the integration is to make get lab work really really well with other products So in Jenkins, there's a plug-in and you can plug Get lab into Jenkins so that Jenkins the text when you have new code and it needs to run a build and then ferry that result back With Jera We our ambition is to to have Better support than Atlassian products themselves so linking your issues to your code that there's already great support And it's getting a lot better and we'd love to go into our roadmap there for the rest of the year Now from transferring from GitHub. There's some great support in the product There's an automatic importer and we import not just your code But also your issues your pull requests your labels your milestones your weekies So that's a completely automated program Process because we see so many people switching It's highly advanced and you can do an Do a big switch and not lose any fidelity in your data every comment is still there So we've that's a great experience But if you have any specific needs, we'd be happy to look at that how we can Advise about how to do the transition Okay. Thank you. If there are no other questions Thanks, let's snap out of it I had a quick question. I'm sorry. I was talking and I was on mute rep go ahead I Yes, can you import from both versions of github, which is the the enterprise version as well as the web hosted version and What's different about those? Yes, you can there's a lot of Differences between those two products, but for the import they it uses the same API. So it works in a similar fashion Okay, thanks Cool Back to you mark Awesome. Thanks. What other thing that I think might be a good Just give Q&A session if anybody has any questions asked Is there any other way that you would position or add to some of Sid's comments in a sales meeting or are there just general questions? I have some questions around There are limitations with the current tech stack I know that the for this specific meeting there wasn't the ability to to do a discovery call So I'm assuming this meeting was a quasi, you know pitch and then Discovery as well. Were you able to you know ascertain? What limitations are they facing with their current tech stacks because I've talked with a lot of people that are Pretty locked in with certain tools and it's very difficult to replace Did you get a sense of you know, were they were they willing to consider the entire Or is it just going to be do they have a specific interest in just the scm piece of it What I was going to I was going to address it with a couple things that resonated from the meeting the action items that I took out of the meeting one is is that they really had a problem with Pushing out changes rapidly because of the growing vulnerabilities backlog So they they clearly had an issue there that they wanted to ponder now Did we get the cut we had a very fixed window here? We were very judicious about how we handled that so that was an outstanding item. That's being pursued the issues around Measuring cycle time and responsiveness and gaining visibility to their management is clearly another area where there's an opportunity They they noted I'm not answering your question directly But I'm just letting you know what resonated and what the next steps and sequence of discussion points were The goals towards reducing the amount of products to potentially reduce complexity and a great and integration efforts That those are the three major areas that we sort of walked out saying let's Explore this further and see where it gets us now. I have a conversation actually tomorrow I've been traversing the organization being referred to a couple of folks and I've got a conversation tomorrow So this is going to be an ongoing story. Hopefully There will be some milestones that I can I can circle back with everyone with some revenue numbers associated with it But where we're still early on but it nonetheless, I wanted to to respond to the question that was being asked And just to add to it from one of the other meetings, you know, they're they're Currently standardized on JIRA bit bucket and Jenkins, which is probably a good number of companies in that same situation And that's where a lot of the questions came up of, you know, how do you guys partner with us to to do this? Can we use just the SEM piece and then and then move into the other pieces Another big conversation around at that same meeting came around, you know, can you replace an artifact or can you integrate to it? And so I think in you know, most of our situations that it's exactly as to describe, right? They're gonna start with one part of it and move on to the other parts of it And we're seeing that more and more at every customer as they learn that we do the rest of the life Well, thanks. Thanks for the question Philip and Very great and Mark great answers I think that what you're seeing is that It's really hard to like tackle everything head-on so it's always going to be a process and Tends to be that they start with the SEM and then the next thing the the thing that's actually hurting them is Jenkins That's a pain. It's a pain to upgrade. So that's that's a weakness So they can you can't do it immediately, but they're okay with new projects starting on kitlap ci and then momentum builds to replace Jenkins with JIRA you're taking on the Project managers in the company or taking on but you have to convince them there's a lot of stuff in JIRA and We're we're starting to get there With the functionality and get lab and very excited about related issues that will ship this month But that that's gonna be I think a quarter or two before our tech is there and maybe maybe the same kind of time before Before the people see the advantages what you again see we'll see is new projects just using get lab issues because it's lighter weight. It's easier and then Starting to see an interest to move and then we have to make sure that we can we can do everything. That's absolutely necessary Although there's clearly people already switching from JIRA to get lab even even today just because the integration makes it so much better and Get labs already pretty complete with the milestones and the labels and everything you can make everything work already. It's just getting it slightly better would help and What Larry said about the security, I think that's a huge angle like Every company is dealing with look there's vulnerabilities being found every single day How can we protect against them and the way you protect against them is by updating your applications quickly So right now, how does that updating look? We make an issue in JIRA Someone submit to go to our SCM Then we do the testing in Jenkins and then we have some deploy tool that does the actual deployment that just creates a lack of visibility of where something is it creates all these steps and it just adds time So if you can reduce that time, you're gonna be more safe and that's where get lab comes in and I think that was a really powerful way We help you get your cycle time down and getting your cycle time down Means you can respond faster to potential or to vulnerabilities that are discovered and that's the best way to stay safe Other questions. Yeah, Mark. Did the question did the The topic of cloud hosted or SAS come up at all Not that I recall in any of those three specific meetings Okay, we're thinking about Doing a better version of this and even better version with more scripted things and things like that But want to know if it's worth it. So if people would say what's the top and what's the tip? So what's great about this meeting? What was great about this and what's what's something we should improve if we do this again? For me, I think here in the full story again is beneficial for everybody I think hearing the way that you position different functionality that we have is very beneficial as well Yeah, I thought the same thing I think it would be awesome to just you have mentioned the process of a you know System with a bunch of different tools. I thought it would be pretty insightful just to ask the client You know, what's your current process from idea to production? What's it look like and then they can rattle off the specific tools they're using their specific process? Just like you said earlier with Jira and then Jenkins and then deploy code tool And then you can have them paint the picture and then you're able to say, okay Here's here's how it would look with with git lab fully integrated And I think it would just compare apples to apples and it would just be a no-brainer at that point But as in in my meetings, I haven't really specifically said, okay walk me through your Suffered development lifecycle and what's it look like? I'll ask them, you know What tools are you using but I don't really get them to to verbalize the entire process And if it's a complex one, they're gonna they're gonna say it's complex, you know over time That's a really good idea So basically you can ask something like how do you respond to a vulnerability? Walk me through when harpley was discovered. How did your organization respond and they're gonna be like It was we panicked and we created lots of issues and it took it took us a lot of time and everyone had to scramble and be on Back and you're like, okay, that's great. Well That's what with git lab It's gonna be a lot faster because you get you got that entire process Under version control you got that entire process in one data store It's gonna be much easier to monitor how long it takes where it's stuck what is being done and And you're gonna you're gonna be Faster by responding to it. So that's a great That's a great question. How do you respond if a vulnerability is discovered a big one? How do you respond as an organization and walk me through the tools that that I used to address that And again, I think in one of those meetings I did just that and talked a little bit about the cost savings of what they went to from RTC to Jira bit bucket Jenkins and then You know, we kind of talked about the next evolution of that and even greater cost savings With all the additional functionality and metrics and measurement monitoring that was was on their top priority list Just a little color on What bill suggested and I think it's fantastic And ideally and I think mark you said you didn't have this opportunity, but you can uncover Anything that could be tailored Prior to that meeting right and then said can tell that story, but you can really hammer on Or whoever's telling the story those things that we uncovered that were unique about Their process and their pains and their concerns about security Yep makes sense Can I ask a quick question? Um Who was present from the customer at that meeting? When do you normally bring Sid into meetings? So there's kind of two variants of this meeting one was their executive that Asked us to come in and present to them our vision in our future, which is which is a good part of this which we could not Qualify and do discovery beforehand because we just didn't have the right people and didn't know who was going to be in it Uh the other meeting we did have access to and uh and had the right people and and 40 or 50 different conversations to prepare and discover and qualify all these different groups and understand what's in and so uh use Sid in a Strategic fashion and so we're we're we're going down the path of Having Sid present to others if we can do it remotely that's ideal As Sid has said before and I'm sure other people have heard this and now we can do six in a day If it's remote it's on site and if that's what we need to do we can do that But then you can only do well, right? So Um, but making a bigger strategy piece of what you're doing, you know, the right and appropriate titles of people to be in those meetings and in the right Set in the right Part of your sales process and that's going to be dependent on the company as well Some will be a little bit earlier. Some will be a little bit later. Uh, so just depends on other questions Nope fantastic. Sid huge. Thanks for joining. I think this is super beneficial And let me know if you can send me a slack message or email or something other things We can focus on in the future to have Sid join us or others join us You know things that you got out of this specifically Would be great. So thanks again for joining and I'll talk to you guys soon Thanks for joining and role playing partners. Thanks for role playing Thanks, Sid. Great job