Articles by David Hong
Effective Discovery• Qualification • Understand value points, including preparation and how to seek to understand using techniques like TED, five whys, and active listening • Avoid discovery pitfalls, like a lack of preparation, happy ears, not attaching to the biggest problem, and failing to identify the negative consequences of doing nothing
- GitLab's Quarterly Business Review (QBR) Overview
This is GitLab's actual detailed process for running QBRs, from their public employee handbook. GitLab Field QBRs are held during the first two weeks of every quarter to review team performance, customer wins, use cases, and insights, as well as forecast and plans for the coming quarter. Field Manager QBRs are typically organized by region and are held starting at the ASM/manager level and roll up by leadership tier from there. Attendees include managers and delegates from other areas of the business such as Channel Managers, SDR Managers, Field Marketing delegates, and CSM Managers. Managers/ASMs are responsible for gathering insights and input from their teams to inform their Field Manager QBR presentations. Field Manager QBRs are tracked and managed as issues within the DRI's team Project and will include a global QBR label and year/quarter specific FYxx-Qx QBR label. A sample roll-out of the Field Manager QBR planning and execution process is provided for both virtual and in-person QBRs.