George McGrane's questions to GitLab Inc (GTLB) leadership • Q2 2025
Question
George McGrane from Bank of America asked about the strategy for selling Duo Enterprise to the installed base and any changes to sales incentives that could indicate future adoption rates.
Answer
CEO Sid Sijbrandij clarified that the primary audience for Duo Enterprise is existing GitLab Ultimate customers, who are typically larger companies served by the direct sales force. The sales motion is consultative, addressing customer considerations around security and productivity. The value proposition focuses on improving productivity for developers, security, and operations teams, with features like offline models being developed to meet specific enterprise requirements.