Looking fo...

Question

Looking for some insight's on the sales motion at Github - Land & Expand, Product lead/ POC with converting into larger deal etc.

I understand your're selling into different line's of the business and various  personas on the technical side - what's the good side and bad side of this?

Former Employee · Accepted Answer

GitHub Advanced Security gets beat out by Snyk in a head to head every time, so the only levers you have to pull are discounting and a one-vendor consolidation play -- and then you'll be pressured to rip away their discount after year 1 which leads to churn. Most people with GitHub Actions can stand up their own runner, especially for a macOS runner it's better for them to just set up some mac minis in their office! Copilot is the only play to book meetings and try to lead to other upsell. Quotas are absurd because you're expected to hit for buckets in every product, and if you don't hit in the bucket to upsell on GitHub Enterprise and Advanced Security you can't get accelerators for over-achieving on consumption and Copilot. Comp plan is designed to put you at a disadvantage and the quota is way, way too high compared to the OTE.

Former Employee · Answer

GitHub has 4 primary products:
- Version Control...the original product. Most customers are fully licensed for this, so not a lot of growth opps here.
- GitHub Advanced Security - an upsell to ^.  They're seeing some success, but not a lot. The GTM motion around this was a bit of a flop.
- GitHub Actions - this is great if your customer is on Cloud...but they can run actions on "self-hosted" runners, in which case, it's included with the GH license and therefore no upsell.
- GitHub CoPilot - this is where the revenue is coming from. This is where the product team is putting all its resources. If you have CoPilot deals, you can make $. Otherwise, it's slim pickings.

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Anonymous Q&A

Looking for some insight's on the sales motion at Github - Land & Expand, Product lead/ POC with converting into larger deal etc. I understand your're selling into different line's of the business and various personas on the technical side - what's the good side and bad side of this?