GitLab is one of the world's largest open companies, valued at over $6 billion. The company open-sourced nearly every internal company's OKR, process, and strategy. It may be the best playbook available for aspiring SaaS entrepreneurs. At Stanford Business School, I spent a lot of time crunching the numbers and poring over every one of the 13,804 pages of the handbook (well, I might have skimmed a few). Even better, since the handbook is tracked in version control, I could look to see how it's changed over time. The first post in this series of Gitlab analyses is on Sales Efficiency.