BetaWorks Value Drivers Example

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INCREASE EFFICIENCIES

TL

Increase Operational Efficiencies

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Simplify the software development toolchain to reduce total cost of ownership

TL

21

Before

Process - manual; complex
Tools - don’t scale; too many; legacy; custom; homegrown; outages
People - functional silos; misaligned priorities; working on wrong things; fighting fires; dissatisfied
Integrations - brittle; complicated

Negative Consequences

Lower productivity; more rework; slower cycle time
Toolchain is expensive to license and support
Poor developer experience; wasted talent; high turnover in engineering
Product launch delays

After

Process - simplified, predictable SDLC process; less ramp time; reduced context switching
Tools - scale with business and developer needs; more complete coverage; no customization
People - teams are more productive and collaborative
Integrations - fewer; less complicated

Positive Business Outcomes

Reduce product development and delivery costs
Elimination of bottlenecks leads to agility and faster time to market
Happy developers - attract and retain top talent
Move engineers from integration and maintenance to value-add activities

Required Capabilities

Consistent and efficient developer experience across the development lifecycle
Centralized reporting and visibility across the development lifecycle
At point of code change, developers can assess and resolve security, compliance and code quality issues
Solution that automatically scales to match performance and cost demands of the organization
Public cloud independent; develop in one place, deploy anywhere
SaaS and/or self-managed

Metrics

TCO (license, FTEs and compute costs) of toolchain
Cycle time (time per stage and waiting time); throughput per developer
Deployment frequency
Change failure rate
MTTR (mean time to resolution)
Developer turnover; employee SAT

How We Do It

Complete DevOps Platform - GitLab is a complete DevOps platform, delivered as a single application, fundamentally changing the way development, security and ops teams collaborate. The single platform delivers capabilities across DevSecOps SDLC.
Start with GitLab just on the use case that you need to improve
Continue using tools you love
Begin evolution to a single end-to-end experience for all of DevSecOps
Collaboration, visibility, control and reporting from idea to production
Improving cycle time from weeks to minutes greatly reduces development costs and time to market while increasing developer productivity and the ability to attract and retain developer talent
Faster cycle time while also improving quality and security:
Single application
Rapidly innovating platform
High performance with easy scaling and management
Increased developer productivity

Better

Single Application
Minimize friction and reduce handoff time between teams by collaborating at the point of code change
One interface and one login
One permissions model
One data store
Built for Multi-Cloud
Easily deploy anywhere, especially with Kubernetes
GitLab CD is seamlessly included in CI, enabling multi-cloud deployments and progressive delivery with easy automation
Same Experience on Flexible GitLab Hosting Options
Identical performance and flexibility on SaaS or self-managed (on prem or any cloud service)
Deploy GitLab to any cloud service
High Performance with Easy Scaling and Management:
Highly scalable architecture, powered by extensible YAML instead of plug-ins
Templated YAML file architecture enables self-service, flexible CI that doesn't require additional resources
Runners scale based on demand through auto-scaling and parallelizing pipelines
Distributed - execute runners on any operating system (Mac, Linux, or Windows) or in the cloud at the same time

Proof Points

Customer References/Case Studies

ENT - Goldman Sachs | Problem: Needed to increase developer efficiency and software quality | Solution: GitLab Premium (CI/CD, SCM) | Result: Improved from 2 builds/day to over 1000/day; simplified workflow and simplified administration
ENT - Jaguar Land Rover | Problem: Slow delivery and release cycles taking 4 to 6 weeks leading to infrequent feedback for developers | Solution: GitLab Premium (CI) | Result: Increased delivery speed from 3-6 weeks to 30 minutes giving teams faster feedback
MM - Alteryx | Problem: Legacy developer tools slowed software delivery frequency | Solution: GitLab Ultimate (CI, CD, Security, SCM) | Result: Decreased software builds from over 3 hours to 30 minutes; able to release 9 times a day
MM - Worldline | Problem: Long cycle times and difficulty collaborating between developers | Solution: GitLab Community Edition (SCM, CI) | Result: From 2 weeks to set up a new project to just minutes; 120x increase in code reviews
SMB - Wag! | Problem: Slow release process taking over 40 minutes | Solution: GitLab Ultimate (CI, CD) | Result: Release process reduced to 6 minutes; 8 releases per day with built in security; a full deployment pipeline to Amazon Elastic Container Service (ECS)

Industry Awards

2019 | IDC Innovators: Tools Supporting Open (Unopinionated) Developer Platforms | Demonstrated either a groundbreaking business model or an innovative new technology or both
2018 | IDC Innovators: Agile Code Development Technologies | Demonstrated either a groundbreaking business model or an innovative new technology or both
2019 | Gartner Peer Insights Customers’ Choice - Enterprise Agile Planning Tools | Over 90 peer reviews with a 4.6 rating: “DevOps without the overhead” , “Simple, Intuitive and efficient DevOps Life Cycle tool”, and “GitLab increases engineering productivity”
2018 | G2 Crowd Leader | Over 170 public reviews with a 4.4 rating - “Powerful team collaboration tool for managing software development projects”, “Great self-hosted open-source source control system”, and “efficient, can trace back, easy to collaborate”
2018 | Gartner Peer Insights Customers’ Choice - Application Release Orchestration | Over 230 peer reviews with a 4.5 rating - “GitLab Makes Development Streamlined”, “One of the best DevOps Lifecycle tools”, and “Excellent Tools For DevSecOps Initiative…”
2018 | Google Cloud Partner Awards | Innovative Solution in Developer Ecosystem for the tight integration with GKE

Analyst Reports/Studies

Forrester | Q3 2017 Continuous Integration Wave - Leader | Continuous Integration streamlines and accelerates building and testing developer code, shortening delivery to minutes rather than weeks and months. Continuous integration also automates compliance tasks and improves audibility.
Gartner | 2019 Enterprise Agile Planning Tools - Visionary | Agile planning tools help scale agile development practices, encourage collaboration and enable faster delivery to respond to customer needs.
Forrester | 2019 Manage Your Toolchain Before it Manages You | Multiple tools and toolchains create visibility, security and productivity challenges for development and operations teams; “Out-of-the-box” toolchain solutions are seen as a solution; increasing security, revenue and quality.
Gartner | 2019 Hype Cycle for DevOps | GitLab helped to define the market and is included as a relevant vendor for Toolchain, Toolchain Orchestration and Application Release Orchestration.
Gartner | 2019 Hype Cycle for Infrastructure and Operations Automation | GitLab helped to define the market and is recognized as a relevant vendor for both Continuous Delivery and Toolchain Orchestration
Gartner | 2019 Hype Cycle for Application Security | GitLab is recognized as a relevant vendor for Application Monitoring and Protection.

GitLab Reports/Studies

2019 Global Developer Report: DevSecOps | Ops teams are 1.8x more likely to believe they get sufficient notice to support the developer side when their DevOps practice is very good. | Visibility and transparency into future work leads to more efficient planning and execution.
2018 Developer Report | 86% of developers agree that continuous integration alleviates blockers in the development process. | Enabling automation and continuous integration can increase overall efficiency and velocity.

Discovery Questions

Opening Questions (To Establish Credibility and Provide Relevant Insights)
Thank you for chatting today. I am curious as to why you took this meeting.
The most common reason organizations like yours contact us is to consolidate their DevOps toolchain to drive operational efficiencies. However, as we get deeper into those discussions, we often find that organizations have a digital transformation initiative. To meet their goals, they need to deliver better products faster and/or they want to ensure their code is tested to reduce risk. Which of these resonates with you? Why?
Value Driver-Specific Questions (Increase Operational Efficiencies)
Before/Negative Consequences
Walk me through how you currently manage your application development and delivery process. What tools do you utilize and how satisfied are you with those tools?
Describe how you would characterize the developer workflow for this process. How many different tools and screens (browser windows) does the developer have to navigate to in order to do their work? How does this affect their productivity and job satisfaction?
What integrations does your team manage across the various DevOps tools? What complexities or challenges do these integrations present? Describe the level of effort that is required to maintain these integrations.
How do you keep your teams up-to-date with the various tools they use? How much do you currently invest in licensing, managing, maintaining and training your teams?
Describe the unforeseen delays you are experiencing as you build and deploy your applications. How do you currently mitigate these delays?
Describe the separate toolchains your organization has in place to develop and deliver your software. What’s the impact on developer experience and productivity?

After/Positive Business Outcomes

In an ideal world, how would you like your development, security and operations teams to collaborate? Describe the current initiatives to address this.
If you were to streamline your toolchain, where would you start? What would you want to remain the same?
In what ways could streamlining your development toolchain impact your ability to deliver projects on time and on budget?
What percentage of your team’s time is spent on innovation versus on keeping the integrations operational? If most of those people could work on innovation, how would that impact the business?
Describe how your developer productivity could change if they only had one application to learn and use.

Required Capabilities/Metrics

What do you need to improve the alignment between your development, security and operations teams throughout the DevOps lifecycle?
What environments/clouds are you currently deploying to? Describe how your tool selection enables you to be efficient in supporting your cloud strategy.
What capabilities would enable BOTH organizational efficiencies AND developer satisfaction?
How would your team benefit if developers had full team visibility on their projects and respective code?
Walk me through how you currently track and measure developer satisfaction, productivity and turnover. Where do you think your company would stand in the rankings of ‘great place to be a developer’?

**Before**
- Process - manual; complex
- Tools - don’t scale; too many; legacy; custom; homegrown; outages
- People - functional silos; misaligned priorities; working on wrong things; fighting fires; dissatisfied
- Integrations - brittle; complicated

**Negative Consequences**
- Lower productivity; more rework; slower cycle time 
- Toolchain is expensive to license and support
- Poor developer experience; wasted talent; high turnover in engineering
- Product launch delays

**After**
- Process - simplified, predictable SDLC process; less ramp time; reduced context switching
- Tools - scale with business and developer needs; more complete coverage; no customization
- People - teams are more productive and collaborative
- Integrations - fewer; less complicated

**Positive Business Outcomes**
- Reduce product development and delivery costs
- Elimination of bottlenecks leads to agility and faster time to market
- Happy developers - attract and retain top talent
- Move engineers from integration and maintenance to value-add activities

**Required Capabilities**
- Consistent and efficient developer experience across the development lifecycle
- Centralized reporting and visibility across the development lifecycle
- At point of code change, developers can assess and resolve security, compliance and code quality issues
- Solution that automatically scales to match performance and cost demands of the organization
- Public cloud independent; develop in one place, deploy anywhere
- SaaS and/or self-managed

**Metrics**
- TCO (license, FTEs and compute costs) of toolchain
- Cycle time (time per stage and waiting time); throughput per developer
Deployment frequency
- Change failure rate
- MTTR (mean time to resolution)
- Developer turnover; employee SAT
 
**How We Do It**

1.   Complete DevOps Platform - GitLab is a complete DevOps platform, delivered as a single application, fundamentally changing the way development, security and ops teams collaborate. The single platform delivers capabilities across DevSecOps SDLC.
Start with GitLab just on the use case that you need to improve
Continue using tools you love
Begin evolution to a single end-to-end experience for all of DevSecOps
Collaboration, visibility, control and reporting from idea to production
Improving cycle time from weeks to minutes greatly reduces development costs and time to market while increasing developer productivity and the ability to attract and retain developer talent

2.   Faster cycle time while also improving quality and security:
Single application
Rapidly innovating platform
High performance with easy scaling and management
Increased developer productivity

**Better**
- Single Application
- Minimize friction and reduce handoff time between teams by collaborating at the point of code change
- One interface and one login 
- One permissions model
- One data store
- Built for Multi-Cloud
- Easily deploy anywhere, especially with Kubernetes
- GitLab CD is seamlessly included in CI, enabling multi-cloud deployments and progressive delivery with easy automation 
Same Experience on Flexible GitLab Hosting Options
Identical performance and flexibility on SaaS or self-managed (on prem or any cloud service)
- Deploy GitLab to any cloud service
- High Performance with Easy Scaling and Management:
- Highly scalable architecture, powered by extensible YAML instead of plug-ins
- Templated YAML file architecture enables self-service, flexible CI that doesn't require additional resources
- Runners scale based on demand through auto-scaling and parallelizing pipelines 
- Distributed - execute runners on any operating system (Mac, Linux, or Windows) or in the cloud at the same time

**Proof Points**

Customer References/Case Studies
- ENT - Goldman Sachs | Problem: Needed to increase developer efficiency and software quality | Solution: GitLab Premium (CI/CD, SCM) | Result: Improved from 2 builds/day to over 1000/day; simplified workflow and simplified administration
- ENT - Jaguar Land Rover | Problem: Slow delivery and release cycles taking 4 to 6 weeks leading to infrequent feedback for developers | Solution: GitLab Premium (CI) | Result: Increased delivery speed from 3-6 weeks to 30 minutes giving teams faster feedback

- MM - Alteryx | Problem: Legacy developer tools slowed software delivery frequency | Solution: GitLab Ultimate (CI, CD, Security, SCM) | Result: Decreased software builds from over 3 hours to 30 minutes; able to release 9 times a day
- MM  - Worldline | Problem:  Long cycle times and difficulty collaborating between developers | Solution: GitLab Community Edition (SCM, CI) | Result: From 2 weeks to set up a new project to just minutes; 120x increase in code reviews

- SMB - Wag! | Problem: Slow release process taking over 40 minutes | Solution: GitLab Ultimate (CI, CD) | Result: Release process reduced to 6 minutes; 8 releases per day with built in security; a full deployment pipeline to Amazon Elastic Container Service (ECS)

**Industry Awards**
- 2019 | IDC Innovators: Tools Supporting Open (Unopinionated) Developer Platforms | Demonstrated either a groundbreaking business model or an innovative new technology or both
- 2018 | IDC Innovators: Agile Code Development Technologies | Demonstrated either a groundbreaking business model or an innovative new technology or both
- 2019 | Gartner Peer Insights Customers’ Choice - Enterprise Agile Planning Tools | Over 90 peer reviews with a 4.6 rating:  “DevOps without the overhead” , “Simple, Intuitive and efficient DevOps Life Cycle tool”, and “GitLab increases engineering productivity”
- 2018 | G2 Crowd Leader | Over 170 public reviews with a 4.4 rating - “Powerful team collaboration tool for managing software development projects”,  “Great self-hosted open-source source control system”, and “efficient, can trace back, easy to collaborate”
- 2018 | Gartner Peer Insights Customers’ Choice - Application Release Orchestration | Over 230 peer reviews with a 4.5 rating - “GitLab Makes Development Streamlined”, “One of the best DevOps Lifecycle tools”, and “Excellent Tools For DevSecOps Initiative…”
- 2018 | Google Cloud Partner Awards | Innovative Solution in Developer Ecosystem for the tight integration with GKE

*Analyst Reports/Studies*
- Forrester | Q3 2017 Continuous Integration Wave - Leader | Continuous Integration streamlines and accelerates building and testing developer code, shortening delivery to minutes rather than weeks and months. Continuous integration also automates compliance tasks and improves audibility.
- Gartner | 2019 Enterprise Agile Planning Tools - Visionary | Agile planning tools help scale agile development practices, encourage collaboration and enable faster delivery to respond to customer needs.
- Forrester | 2019 Manage Your Toolchain Before it Manages You | Multiple tools and toolchains create visibility, security and productivity challenges for development and operations teams; “Out-of-the-box” toolchain solutions are seen as a solution; increasing security, revenue and quality.
- Gartner | 2019 Hype Cycle for DevOps | GitLab helped to define the market and is included as a relevant vendor for Toolchain, Toolchain Orchestration and Application Release Orchestration.
- Gartner | 2019 Hype Cycle for Infrastructure and Operations Automation | GitLab helped to define the market and is recognized as a relevant vendor for both Continuous Delivery and Toolchain Orchestration
- Gartner | 2019 Hype Cycle for Application Security | GitLab is recognized as a relevant vendor for Application Monitoring and Protection.

*GitLab Reports/Studies*
- 2019 Global Developer Report: DevSecOps | Ops teams are 1.8x more likely to believe they get sufficient notice to support the developer side when their DevOps practice is very good. | Visibility and transparency into future work leads to more efficient planning and execution.
 - 2018 Developer Report | 86% of developers agree that continuous integration alleviates blockers in the development process. | Enabling automation and continuous integration can increase overall efficiency and velocity.

**Discovery Questions**
1.   Opening Questions (To Establish Credibility and Provide Relevant Insights)
Thank you for chatting today. I am curious as to why you took this meeting.
The most common reason organizations like yours contact us is to consolidate their DevOps toolchain to drive operational efficiencies. However, as we get deeper into those discussions, we often find that organizations have a digital transformation initiative. To meet their goals, they need to deliver better products faster and/or they want to ensure their code is tested to reduce risk. Which of these resonates with you? Why?
2.   Value Driver-Specific Questions (Increase Operational Efficiencies)
Before/Negative Consequences
Walk me through how you currently manage your application development and delivery process. What tools do you utilize and how satisfied are you with those tools? 
Describe how you would characterize the developer workflow for this process. How many different tools and screens (browser windows) does the developer have to navigate to in order to do their work? How does this affect their productivity and job satisfaction?
What integrations does your team manage across the various DevOps tools? What complexities or challenges do these integrations present? Describe the level of effort that is required to maintain these integrations.
How do you keep your teams up-to-date with the various tools they use? How much do you currently invest in licensing, managing, maintaining and training your teams? 
Describe the unforeseen delays you are experiencing as you build and deploy your applications. How do you currently mitigate these delays?
Describe the separate toolchains your organization has in place to develop and deliver your software. What’s the impact on developer experience and productivity?

**After/Positive Business Outcomes**
- In an ideal world, how would you like your development, security and operations teams to collaborate? Describe the current initiatives to address this.
- If you were to streamline your toolchain, where would you start? What would you want to remain the same?
- In what ways could streamlining your development toolchain impact your ability to deliver projects on time and on budget? 
- What percentage of your team’s time is spent on innovation versus on keeping the integrations operational? If most of those people could work on innovation, how would that impact the business?
- Describe how your developer productivity could change if they only had one application to learn and use.

**Required Capabilities/Metrics**
- What do you need to improve the alignment between your development, security and operations teams throughout the DevOps lifecycle?
- What environments/clouds are you currently deploying to? Describe how your tool selection enables you to be efficient in supporting your cloud strategy.
- What capabilities would enable BOTH organizational efficiencies AND developer satisfaction? 
- How would your team benefit if developers had full team visibility on their projects and respective code? 
- Walk me through how you currently track and measure developer satisfaction, productivity and turnover. Where do you think your company would stand in the rankings of ‘great place to be a developer’?

notes

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