Product Marketing Group Conversation

Summary

In this GitLab Unfiltered meeting, the Product Marketing Group presented updates on their efforts and future plans. The discussion included accomplishments from the past weeks, ongoing initiatives, and strategies for the upcoming fiscal year 2020. Key topics included improving analyst relations, increasing customer references, strategic partnerships, and detailed plans for targeting Jenkins users in competitive takeout campaigns. Additionally, the importance of utilizing customer advisory boards to gather and disseminate insights was emphasized. Questions were addressed regarding campaign specifics, analyst relations, and the customer advisory board's role in enhancing GitLab's overall strategy.

Highlights

• The team is focused on improving outcomes from analyst engagements and being included in more industry reports. 📊
• Customer advisory boards are pivotal in strengthening customer relationships and gathering valuable feedback. 💬
• GitLab's strategic partnerships with giants like AWS and Google continue to be leveraged for marketing expansions. 🌐
• They're preparing a competitive push against Jenkins with targeted campaigns and comprehensive marketing collateral. 🥊
• Open invitations for collaboration were extended to improve recruitment and enrich customer interactions. 🚀

Key Takeaways

• Building strong analyst relations is key to GitLab's successful market presence. They've significantly increased briefings and inquiries, presenting a friendly and cooperative approach. 📈
• GitLab's customer advisory board fosters a deep relationship with passionate customers who become champions and advocates for the platform. 🏆
• The upcoming competitive campaign targets Jenkins users, involving thorough planning and broad marketing strategies such as targeted ads and sales enablement. 🎯
• GitLab leverages strategic partnerships, such as with AWS and Google, to enhance marketing efforts and widen their reach. 🤝
• The product marketing team is dedicated to producing a wealth of resources and assets, ensuring GitLab's advantages are communicated effectively to potential clients and partners. 📚

Overview

In a recent meeting by GitLab's Product Marketing Group, the team shared an insightful discussion about their recent activities and future plans. They highlighted the importance of analyst relations, with increased engagements and frequent inquiries, showcasing the team's dedication to maintaining GitLab's positive market positioning. The strategy of being approachable and honest has made GitLab a favorite among analysts and partners alike, setting the tone for future success.

GitLab’s alliances with major players like AWS and Google are proving vital. These strategic partnerships amplify their marketing reach and are complemented by targeted efforts, such as the upcoming campaigns aimed at Jenkins users. This initiative includes targeted ads and dedicated marketing materials, aiming to showcase GitLab's superior solutions and convert potential clients effectively.

A key aspect of their strategy revolves around the customer advisory board, which consists of enthusiastic GitLab advocates. These members provide valuable insights and act as spokespersons, enhancing the company’s market image. This cooperative approach not only enriches GitLab’s product development but also fosters stronger customer relationships, making their marketing endeavors more impactful and dynamic.

Chapters

• 00:00 - 01:00: Screen Sharing Issues and Meeting Introduction The chapter titled 'Screen Sharing Issues and Meeting Introduction' highlights some technical difficulties encountered during a meeting. The main issue was revolving around screen sharing, possibly causing a delay or interruption.
• 01:00 - 03:00: Last Six Weeks Recap The chapter titled "Last Six Weeks Recap" appears to discuss key events or highlights that occurred over the past six weeks. However, the transcript provided is incomplete and doesn't offer specific details of the contents discussed in this chapter.
• 03:00 - 04:00: Customer References and Advisory Board The chapter 'Customer References and Advisory Board' discusses the importance of selectively sharing information on platforms like Concerto. It addresses the need to be mindful while presenting or sharing screens during digital meetings, highlighting an instance where there was a communication barrier due to audio issues.
• 04:00 - 05:00: Analyst Relations and Sales Enablement The chapter titled 'Analyst Relations and Sales Enablement' appears to revolve around a conversation indicating an initial technical issue with sharing a presentation in full screen, which was eventually resolved. It involves Dan who notes that perhaps only part of a presentation was being shared initially. Then, gratitude is expressed to the support team for accommodating a schedule change with the product marketing team. The intention for the day is to proceed with the conversation as planned after resolving these logistical matters.
• 05:00 - 06:00: Strategic Partnerships and Events In this chapter titled 'Strategic Partnerships and Events,' the discussion focuses on a review of activities from the past six to seven weeks, including the holiday period, with the last event being on December 4th, 2018. The emphasis is on what is to come rather than dwelling on past accomplishments since detailed links are provided for review. The primary focus has been on creating demonstrations, technical content, and generally ramping up activities.
• 06:00 - 08:00: Vision for Next Fiscal Year In this chapter, the focus is on the objectives and achievements related to the website comparisons and customer references heading into the next fiscal year. The chapter notes that while the goal was around 50 comparisons, approximately 42 were achieved in the last quarter, indicating solid progress. Additionally, the chapter highlights significant growth in customer references, reporting an increase to over 20-22, with efforts now being made to publish these references.
• 08:00 - 10:00: Thought Leadership and Research Projects The chapter 'Thought Leadership and Research Projects' highlights the progress and achievements in research and collaboration efforts. It stresses the challenge of long cycle times in agreement processes, particularly from the customer's side. Notably, there is success in maintaining a good cadence in project deliverables, as exemplified by the recently published European Space Agency case study. Efforts to enhance customer engagement are evident with the Customer Advisory Board membership increasing to 21 accounts, surpassing the initial target of 15. The chapter underlines the value of engaging in meaningful discussions with these members to further research and thought leadership objectives.
• 10:00 - 12:00: Competitive Campaigns and Hiring The chapter titled 'Competitive Campaigns and Hiring' discusses the company's strategies involving holding virtual meetings with available recordings for transparency in customer discussions. A significant emphasis is placed on analyst relations, which are prioritized to enhance the company's positioning in competitive reports such as the Magic Quadrant and Wave Reports. The company has submitted entries for inclusion in these reports and anticipates outcomes in the next few months.
• 12:00 - 14:00: Customer Advisory Board Details In this chapter, the focus is on sales enablement and XDR coaching, which are conducted weekly, along with monthly reseller enablement. The approach is informed by feedback from resellers, who have expressed a desire for all session recordings to be accessible. Sales session recordings are made available on YouTube, while XDR coaching sessions, mainly structured as Q&A sessions, are designed to provide a supportive environment for the team.
• 14:00 - 16:00: Campaign Planning and Targeting The chapter focuses on aspects of campaign planning and targeting, with an emphasis on the use of internal resources for education and training purposes. There is mention of unpublished recordings available for onboarding and coaching, indicating a tailored approach to enhancing skills within an organization. The chapter also touches on maintaining and executing strategic partnerships with major players like AWS and Google, highlighting a commitment to collaboration within the tech industry. Additionally, the mention of a virtual DevOps event suggests active engagement and opportunities for learning and collaboration in the digital space.
• 16:00 - 18:00: Collaboration Requests and Feedback Mechanism The chapter discusses a conference event held in 2019, highlighting its successful outcomes, including high registration numbers. The event was partially funded by Google, through a marketing development funds program, signaling ongoing collaboration and investment in marketing efforts. Additionally, the chapter mentions new pages and updates, along with a serverless launch, indicating ongoing development and progress.
• 18:00 - 21:00: Analyst Relations Success In this chapter titled 'Analyst Relations Success,' the focus is on the organization's continued efforts in the federal space and their commitment to thought leadership through research projects with analysts. The chapter highlights the upcoming 'Just Commit' campaign, which is set to launch soon. There's an emphasis on the developed messaging for this campaign, and a look ahead at what is planned for the next fiscal year, 2020.
• 21:00 - 30:00: Closing Remarks and Acknowledgements The chapter 'Closing Remarks and Acknowledgements' focuses on the strategic directives of the product marketing team, particularly in targeting key IT groups, including buyer and influencer personas. It emphasizes understanding their challenges, solutions they seek, and how GitLab can assist in resolving these issues, encapsulating the essence of 'who', 'where', and 'why'.

Product Marketing Group Conversation Transcription

• 00:00 - 00:30 I open them again
• 00:30 - 01:00 chec Oh such a wide screen you might
• 01:00 - 01:30 consider sharing just a portion of your screen on the concerto sorry I can't hear really well I think there was anything about sharing my screen is it
• 01:30 - 02:00 Dan was saying that maybe you were only sharing a portion but we concede the the presentation in full screen now yeah I actually had that ready and something happened it went away and thanks so welcome everyone to the group conversation from a product marketing well thank the support team for agreeing to swap with us because we had a clash so thank you very much so let's go through this what I want to do today is
• 02:00 - 02:30 cover a little bit of what we did in the last six or seven weeks that included the holiday period the last one we had was on 4th of December last year 2018 and want to talk about what's coming next so I will not spend a lot of time on you know what was accomplished last six weeks because all the links are here to enable you to be able to click on it and see anything you want to see in detail but we worked a lot on creating demos and technical content and ramping up on
• 02:30 - 03:00 the number of comparisons that we have on our website I think we had an OK R of about 50 and I believe we hit close to like 42 altogether in the last quarter so a lot of work then there customer references continue to actually increase in in the pipeline so we have I believe over 20 to 22 customer references and we are now starting to publish them in
• 03:00 - 03:30 cadence there's a long cycle time between somebody agreeing writing it but especially on the cruel process you know from the customer side that's where we tend to get stuck but you know we're starting to see that's good cadence we just published the European Space Agency case study which is linked out here as well the customer advisory board membership has increased to 21 members so that's 21 accounts that's really good our target was around 15 and we continue to have very meaningful discussions both
• 03:30 - 04:00 ways in these meetings that we hold virtually the recordings are available for anybody who wants to look at you know what we're discussing with the customers analyst relations you know continues to be a good focus for us they're really an important focus for us you continue to push for and get into more magic quadrant and wave reports and we have submitted you know two more and we're expecting to see some results from that in a couple of months
• 04:00 - 04:30 we continue to do sales enablement and XDR coaching on a weekly basis as well as a reseller enablement that's you know once a month we are based on what we have understood from the resellers as the caner says that they want all the recordings are available the sales ones are put on YouTube the XD our coaching sessions because they're mostly driven as a Q&A session and the team wanted a an environment that is you know they can
• 04:30 - 05:00 ask questions we have not published them to YouTube they're available internally for recording they're meant for in onboarding re coaching and you learn it for anybody they they're not linked from the handbook necessarily all of them I got a comment today so we'll make sure that they are linked properly we continue to execute on our strategic partnerships with AWS and Google we did a an event a virtual DevOps at
• 05:00 - 05:30 conference event predict 2019 and the results for that have been pretty phenomenal the number of people we had registered it was funded 50% by Google the rest by us it's through a program called marketing development funds so they continue to invest with us in marketing it's lots of new pages and updates through the pages continue we did the serverless launch so you know there's some links
• 05:30 - 06:00 here that you want not to click and we were also continued working in the federal space we continue to kind of doing some thought leadership research projects with the analysts and of course a lot of you know that you know we're starting to work on the just commit campaign that will kick off shortly so we work on messaging which is linked from here if you would like to take a take a look I want to focus a little bit on you know what's coming on the next fiscal year 2020 this is kind of the
• 06:00 - 06:30 vision from the product marketing group on how we will go to market how we will help the team how we will target customers so we are defining you know what we call the core target IT groups including the buyer and influencer personas and continuing to flesh out what their challenges are where do they go to solve their problems you know how do they solve these problems how does get lab help and you know as you see here you know it's the who it's the where and it's the why that's really
• 06:30 - 07:00 important you know why should they consider get lab and not somebody else and we support that you know by a number of things thought leadership the brand that get lab is uploading the message to executives and buyers because that's a neat behalf and then supporting it with the you know collateral that we create that's the what and the how right so here's a demo that showcases you know the use case we are talking about or here's the capability that you know we
• 07:00 - 07:30 have that others don't have or here's why you don't need to integrate with so many different tools that's the what and how the proof really is don't believe us believe you know these other people who are using it so this could be customers these could be third-party thought leaders this could be analysts reports look it's not just get lab who's saying this you know this is third-party validation by others and then choices are really about you know customers have
• 07:30 - 08:00 choices there's there's competition out there there's market trends there's you know influences by others so how do we understand that better how do we you know take advantage of these understandings and we are also starting to do a win-loss analysis project which is to understand where do we win how do we win will we lose what are the reasons where can we double down where should we put more efforts where should we close the gaps so that'll help us kind of understand both you know where the
• 08:00 - 08:30 messaging needs to get better the product can get some input into this and the sales teams can also start to understand you know how do you go about doubling down on what's working how do you exploit the spaces that we have not yet you know done well in so just to give you a snapshot this is work in progress but you know for product marketing team working with the other teams we have you know all these different initiatives that are either kicked off or going to kick off you know in the next four quarters again this is
• 08:30 - 09:00 supposed to be very high level you know kind of roadmap for everybody to understand you know where we are engaging in continues to be built out as we plan the rest of the year very specifically breaking into you know what's happening in q1 you know based on the template we just showed you for the whole year we're working on the you know definition of the IT groups and deep definition of the Builder builds their IT groups and we'll continue to do this you know throughout the entire DevOps
• 09:00 - 09:30 lifecycle we talked about the disk Amit campaign we're also working on I've kicked off a thought leadership project based on service with IT leaders in the US and the Americas and oomiya where we will go and work with Forrester forces designing a survey they will go and interview about 250 IT leaders and
• 09:30 - 10:00 understand from them the pain points and challenges of multiple tools that they have to stitch together and how does it affect them where their roadblocks challenges where the opportunities and you know drive to kind of the conclusion that there is value in a single application versus I can putting to putting together multiple tools stitching them together managing them maintaining them etc we plan to kick off a similar thought leadership in the
• 10:00 - 10:30 security research in the security area and thirdly you know we are starting to do takeout campaigns of these are called competitive takeout campaigns and the first company that you're targeting is Jenkins based on the feedback that we have received from sales that's where they want to focus we are hiring or hiring plans ramping up I have good news to share that we have a person who has accepted the competitive intelligence
• 10:30 - 11:00 manager position and their start this is February 19th later this month we continue to have some open positions for which we are hiring I would like to ask the larger organizations help in helping us recruit and in and help the team out here where we need you help is help us connect with customers you know invite us to customer meetings get a surface to build customers keep an eye out for what we're doing read the
• 11:00 - 11:30 material you know if you find something that can be improved you know feel free to contribute and fix it let us know you know what you think we should do more and most importantly we produce a lot of collateral and assets and web pages and the years are knives are really all of us right let us know when something is working well we can double down on it let us know when something doesn't work or you find a flaw in it or you hear a comment so that we can actually do
• 11:30 - 12:00 better so with that I just wanted to stop and open it up for questions so we can answer your questions get some feedback some input I'll open it up thanks - she should have a question here I'm just curious as to what the campaign will look like for the take out campaign for Jenkins I'd love to just learn some more details on what that would specifically look like as far as much whatever absolutely so we are
• 12:00 - 12:30 just getting into the phase of planning this but typically what that would involve is that you know we would identify target accounts we would I you know do a broader campaign to target those who are using Jenkins and have the pain points we would support it with messaging there would be an you know campaign on email a dedicated website targeted ads you know it's the whole Greater marketing team and not just us and assets that we would provide would
• 12:30 - 13:00 be you know specific white paper specific technical demos of why we do better we would do enablement of the sales team on you know how to approach this you know what objection handling they would have a wire you know product can help customers who are using Jenkins and why they should go to get lamb among other things so we are just getting into the planning phase of this right now thank you and is there a timeline for when you want to roll that out I think
• 13:00 - 13:30 that question is better answered by LJ she's gonna help us roll it out but it is definitely this quarter that I started so I would expect towards the mid of this water thank you - Shh Paul are you looking for a customer and a customer names that are running Jenkins you know us out here in the Salesforce know what customers running what so do you want us to provide those to you absolutely I think you know we want to do a targeted campaign towards them
• 13:30 - 14:00 let's find a mechanism to capture those names you know maybe it's a report from Salesforce but I think you know we would we would start by identifying rich targets that we already know are using Jenkins but we would do also a broader campaign right make sure that people who are looking to solve those kind of problems compare us and Jenkins or those you know who are looking to switch are looking for you know a better solution so it'll be a broader campaign as well but if we have a target list of folks then you know obviously
• 14:00 - 14:30 you know that that really helps I think there's a there's a field called solutions to be replaced that's required on any op and you could probably search for Jenkins there that'd probably be a first good spot to look that's great I'll work with LG on that so I have a question actually I'd like to learn more about the cab customer advisory board she specifically what are the customers
• 14:30 - 15:00 responsibilities who are on it and how do you disseminate the information from them to other relevant teams yeah absolutely so the customer advisory board there's a whole you know section on the handbook that describes it but I'm happy to describe it here somebody could link that in the chat that would be great the idea of a customer advisory board is that we want to recruit members into it who will believe in get lab or we can get them to
• 15:00 - 15:30 convert to believe in get lab for actually our champions in the organizations that they work in and outside so a good example of this would be for example micro to rock you know we all know that you know he's a big advocate of gitlab he wants the adoption of get lab and he's also good you know evangelist of get lab within the company so though we have different you know portions of the company and departments of the company of a company sometimes a
• 15:30 - 16:00 doc get lab the others are kind of curious about it they don't know about it so somebody who uses get labs somebody who's happy with that lab we want to recruit somebody like that because we want we want a champion like this and we want to build a board of champions it's again going back to that proof points that I was talking about don't believe us you know believe these guys because they're actually using it they actually like it it's not us just singing our own praises and the way we
• 16:00 - 16:30 do do this is we meet virtually once every six weeks there are agendas defined and the agenda is make stuff typically two things or three things one is we always get somebody to stand up and tell us their story about how they're using get lab and their challenges and where they're going next with it so this helps everybody else who attends among their peers for them to understand you know different gift lab usage cases the challenges of rolling this out the successes that they're
• 16:30 - 17:00 achieving with this etc so it's very useful for for those who attend to learn from each other also because they discuss amongst each other and hey look here's a challenge I have how are the others approaching it so it's a good peer to peer networking group for them but then the other you know side of this is they have a very close relationship with us because we meet very frequently we understand what they're doing where they need to go they have you know deep discussions with the product managers
• 17:00 - 17:30 who will often attend the camp meetings we might pick a certain section of the product let's say it's security and we'll deep dive into that that day so we could talk about use cases we could talk about Direction vision what's on the roadmap you know what do they want to see so I know we can drive all of these through issues and we're very transparent but this gives them a forum to kind of really interact with each other interact with us and form that deep relationship so it's a give-and-take kind of a forum if I might
• 17:30 - 18:00 say right yeah that's awesome do you think those folks might be interested in speaking opportunity is not just about collab but you know about cloud native about the ecosystem things like that yes so many of them have right for they have spoken in conferences some of them have done webinars with us we don't make it an ask that if you're in the customer advisory board that you will have to do that but if you really think about the nature of the folks who are joining the
• 18:00 - 18:30 cab they're already very passionate about get lab they want us to do better they want to give us advice they want to speak on our behalf so we do see that happen you know from within their custom advisory board members okay last thing and then I like stop if I have opportunities for such people like you know as an example we've had like open-source leadership's me they've been holding a keynote for us do you think we can ask them if they are interested is
• 18:30 - 19:00 alright so your question if I understand it correctly is if they're speaking opportunities that you believe you know that we find you find so could we ask the camera much absolutely so I think the way you want to do that is you should reach out to Kim Locke and she runs these board meetings and she defines the agenda and so she could very well kind of put it in the next agenda ask them the more visibility we have of course the better again there's a mix of
• 19:00 - 19:30 people some people are very willing to go out and talk in conferences and and will do so and some are willing but their companies won't allow them and then you know of course you know some people are not so willing to go and talk in front of like you know thousands of people so put in the request will make sure that you know it reaches them and you know having if somebody is interested then we will surely like make it happen thank you other questions
• 19:30 - 20:00 there's something about product marketing that you don't understand that we do that I am I'm happy to answer and their other everybody is on the team here from the product marketing team so you don't have to ask me the question directly I mean for anybody on the product marketing team we're here there's a question of a chat from Larry
• 20:00 - 20:30 at 8:03 about who are the customers on the address Advisory Board and yeah we can't we're on livestream so we shouldn't we'll take that of information is available happy - sure and thank you Philippe I saw your comment welcome so on the customer advisory board because
• 20:30 - 21:00 there's been a lot of interest here I would like to say that if you want to attend a live session please reach out to Kim what happens is we don't want a ratio of where there's like 30 gitlab folks and maybe only you know 15 customers have joined that day but depending on you know the topic the attendance we change that mix all the time so if you're discussing something cloud native for example Priyanka you know we'd love for
• 21:00 - 21:30 you to come in there we're discussing something about security you know Philippe you know it would be great to have you there so do you know that the topics and agenda are always published ahead of time there's a calendar and if you would like to check that out if you have an interest in participating please do reach out to Kim Locke I have one last question so with all the content coming out from the team is there a centralized location where we can find
• 21:30 - 22:00 all this and stay up to date or is it is a kind of a mixture of websites you know with and being up to date on the meetings and slack channels so I think it's a combination of also what our first destination for anything we create is on our website my webpage how it shows up on the website we tend to kind of share specific things that we publish for example analyst report comes out
• 22:00 - 22:30 we'll share on the slack channels which here in this fgu meeting etc if it's another comparison for example coming then you know we don't necessarily go and publish it somewhere but we tend to try to list it in the if you know every six weeks ftu we don't list every little thing but the major assets major pages that we publish we always try to include it that's why I didn't go through each one of them you know there are links there so one way to do this is you know all these a few slides are stored in
• 22:30 - 23:00 Google Drive and you can always look at that but it's a good suggestion you know maybe we should have a central place where it's just a running list of everything that we produce we tend not to do that we put it in the right place and and you know that's where where people will come and consume it I think there's a comment here which is very idea that's very appropriate we are working through our own gate lab issue
• 23:00 - 23:30 boards anything we work on is always you know there so you'll see the issue for that you'll see you know the final deliverable from that that's another way to look at it from top down level like if you want a big only into analyst reports or you want to do only into the comparisons you can always go and see you know what assets have been produced there or there's a customer reference board there's a customer case study board thank you yeah I was just thinking for onboarding purposes for new people
• 23:30 - 24:00 having one central place that lists out all the all the channels really where you can find you know sales materials would be nice right and and flip to that comment you know I'm starting to work with David and the sales team to define what onboarding will look like what's the content I mean I know we do onboarding today but you know how do we make it better how do we make it a process that's repeatable and scalable how do we make sure that the latest content that we create is slotted in the
• 24:00 - 24:30 appropriate position any other questions any suggestions alright if not thank you very much for joining you know how there's a question well actually I'm responding Priyanka asked how we make analyst relations work
• 24:30 - 25:00 and I just wanted to say this because I've been I had a long conversation i rana CLE enough with Gartner my to Gartner reps yesterday the my rep and his boss and we would they were saying you know get lab is really amazing at analyst relations and we were talking about it's a combination of two things part of it is I was an analyst for 15 years so I know the industry really really really well but the other thing we're talking about is get lab itself the way we do things
• 25:00 - 25:30 the way we have boards and issues the way we've organized ourselves I don't think I could do this job in another company anywhere as easily as I can do it here because of the culture that we have the transparency you only have the way that I can just put my my issue board and show Gartner here's all your enquiries I'm working on and it's it's you know and that's the whole product marketing team because when I got here I didn't know how to use get labs and everything I know
• 25:30 - 26:00 John Jeremiah taught me or William Chia or Dan Gordon or sheesh right so and I'm still learning right but it is that so half the reason gitlab is a rock star or maybe 3/4 the reason caleb is a rock star and analyst relations is because we're get laugh right so that that's the answer right it's killing it's so inspiring thanks for sharing how you do it honestly just hearing this you should you should talk about how you've set up that workflow maybe a blog post actually
• 26:00 - 26:30 you can go to the handbook page and a lot of the workflow is documented in the handbook suggesting a couple of blog posts would be very interesting that's a great idea yeah I like that I'll be let's talk about that I'd like to know what you would want to know and then I can write that up in a blog because I bet a lot of people would be interested because analyst relations is so hard and very few people can get it right and you've done it and you've done it in the good lab it I think brag about
• 26:30 - 27:00 that a little bit priyanka know that you're asking but you know i think i'll add to that that number one we have increased our interactions with the analysts maybe twenty fold since this time last year right so we have signed up agreements with about five different analyst firms we have probably upped our you know briefings and our inquiries and
• 27:00 - 27:30 the product team has been really critical to this as well so the more analysts know about us the more they can write about us right so we've completely like you know up this tempo of like X number of briefings has gone to like maybe 20 X so the more we can brief them that the more they get to know and we're starting to do this across categories as the product gets deeper inquiry so we get input from them you know the product team jumps in I think the the for me like you know going from one analyst
• 27:30 - 28:00 report last year at this point to about eight you know mqz and waves is a really big achievement thanks to the greater team it's not just product marketing now we get the security thing jumping in when we can AMA need expertise on security we get the product team jumping in we get set jumping in right you get Brandon jumping in so there's a lot of folks for helping our job is to open up these avenues and tell them what we know we are like a breath of fresh air because you know we do things differently from other companies and
• 28:00 - 28:30 that really helps is the attitude the analysts feedback I get all the time is then like talking to us because a lot of companies come in very arrogant and very you know we're number one were the best at this I mean you know every press release starts out with company XO a market leader in blah blah blah right even if blah blah is in writing bad press releases and you know I'm sure you see
• 28:30 - 29:00 this on the speaking circuit right people who show up and they're kind of like you know hey I'm the greatest get what have always comes in going hey you know hi we're working on some stuff here and we've got a couple questions we'd like to know what you think we always ask start by asking them what they think instead of telling them who we are right and then they kind of go you know I said here's the context we want to know this is how we're looking at and and people just want to talk to us and they like talking to us because everyone in get lab is that way right there's there's
• 29:00 - 29:30 this sort of hey we're here and we're right here and because we don't have to be the leader in every category we just want to show that we're there and it's you know that MVC concepts allows us that freedom to not have to have a perfect product to get in front of them and then find out it isn't perfect we're allowed to just be where we are and be who we are is good enough I know you're right that surrounding dwell forces if an analyst
• 29:30 - 30:00 from like Gartner writes a case study about us a vendor that never happens right and and so we're doing well thank you very much Joyce in the greater team and we're at the end of time so I want to thank everyone for joining and you know where to reach us if you have more questions or suggestions or input for us thank you you