Building Channel for GitLab

Client

GitLab is a leading provider of tools for software developers.

The Challenge

The client wants to grow in the markets of Central and Eastern Europe and Central Asia, but does not wish to invest in building a sales organisation there. A decision is made to develop using a partner-first model.

Scope of Work

With the strategic goal in mind (expanding the business without incurring upfront costs), I identify the partner profile (Value Added Reseller) and synergies with other software providers. I recruit partners by creating business plans together with them. I work closely with the management of the sales organisation.

Results

Within a year, I established a network of 7 partners generating $4M in annual turnover.

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