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Listen "From North Stars to Scorecards: GitLab’s Path to Customer Value with Sherrod Patching from GitLab"
Episode Synopsis
How do you know if your customers have seen the value of your product?
Watch this recorded session with GitLab’s Vice President CSM, Sherrod Patching, as she walks us through their formalized process of “scorecards” and how they use them to measure the product adoption.
Sherrod discusses GitLab’s North Stars, and why the number of use cases is so important when it comes to retention. This and their life cycle approach to usage monitoring helps CSMs enable customers to hit critical milestones.
You will also learn about:
GitLab’s approach to customer tiering,
How they avoid overwhelming their CSMs with triggers
How they use customer data to identify customers that are blocked from achieving their minimum viable point of value.
Watch this recorded session with GitLab’s Vice President CSM, Sherrod Patching, as she walks us through their formalized process of “scorecards” and how they use them to measure the product adoption.
Sherrod discusses GitLab’s North Stars, and why the number of use cases is so important when it comes to retention. This and their life cycle approach to usage monitoring helps CSMs enable customers to hit critical milestones.
You will also learn about:
GitLab’s approach to customer tiering,
How they avoid overwhelming their CSMs with triggers
How they use customer data to identify customers that are blocked from achieving their minimum viable point of value.
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