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How GitLab Built an Open-Source Partnership Ecosystem
Description
Episode 100 of Business Development with Fexingo takes a deep dive into GitLab's unique partner ecosystem. Lucas and Luna explore how the DevOps platform turned open-source contributors, customers, and channel partners into a flywheel that drives adoption and revenue. They break down the dual-track model: the community edition as a lead-generation engine and the enterprise tier as a monetization layer. Specific numbers include GitLab's 30 million-plus registered users, 60 percent year-over-year revenue growth in FY2026, and how they manage 1,200-plus active contributors without burning out their core team. The hosts also touch on the tension between open-source ideals and enterprise sales, and why GitLab's handbook-first culture makes partnerships unusually transparent. A concrete episode for anyone building a platform business.