Objective 1: Grow Incremental ACV according to plan
CEO: IACV doubles year over year
Customer Success: Identify success factors
Customer Success: Do quarterly business reviews for all eligible customers
Sales: Add growth pipeline of 1.5x annual growth plan
Sales: Add 30 Fortune 500 companies
CEO: Be at a sales efficiency of 1.0 or higher
Marketing: know cost per SQO and customer for each of our campaigns
CEO: Make sure that 70% of salespeople are at 70% of quota
Marketing: Make sure each SAL has 10 SAO's per month
Sales: Increase IACV by 15% for Strategic / Large / Mid Market
Sales: 1 month boot-camp for sales people with rigorous testing
Sales: Professional Services in 50% of Strategic / Large deals
Support: 100% Premium and Ultimate SLA achievement => Was in the 80's as a percentile
Legal: Implement improved contract flow process for sales assisted opportunities
Controller: Billing support added for EMEA region.
Legal: GDPR policy fully implemented.
CMO: Establish credibility and thought leadership with Enterprise Buyers delivering on pipeline generation plan through the development and activation of integrated marketing and sales development campaigns:
MSD: Scale sales development organization hiring to plan, accelerating onboarding and getting reps productive to deliver on SCLAU growth plans.
MSD: achieve volume target in inbound SCLAU generation.
MSD: achieve volume target in outbound SCLAU generation.
MSD: develop and execute Automate to accelerate CI; Kubernetes and Concurrent DevOps campaigns.
PMM: Activate category strategy, positioning and messaging with sales enablement and certification program and website content.
PMM: Develop and roll out updated pitch and analyst decks
PMM: CE to EE Pitch Deck and SVN to EE pitch Deck
CMO: Website redesign iteration, including information architecture update, to support our awareness and lead generation objectives, accounting for distinct audiences.
CMO: Further develop thought leadership platforms for GitLab around topics including forecasting the future of development, redefining cultural excellence, and helping to make security an actionable priority for developers.
Objective 2: Popular next generation product
CEO: GitLab.com ready for mission critical workloads
VPE: Move GitLab.com to GKE => Did not happen
Geo: Make Geo performant to work at GitLab.com scale
VPE: GitLab.com available 99.95% and monthly disaster recovery exercises => Hit 99.5% according to inferior monitoring on Pingdom, did not conduct monthly DR (but did do plenty of geo testing)
VPE: GitLab.com speed index < 1.5s for all tested pages => Did not focus on this
Platform: Close 45 Platform backend bug issues. Afterwards, we should verify that the backlog went down from the 400 we started with, because otherwise bugs are getting reported faster than we can fix them, and we are not making a dent.
Discussion: Close 36 Discussion backend bug
issues. Afterwards, we should verify that the backlog went down from the
280 we started with (and compare to the total of 385), because otherwise
bugs are getting reported faster than we can fix them, and we are not
making a dent.
Discussion: Make sure all of the 17
Discussion backend community contributions
that were created before 1 April 2017 are merged, closed, labeled
"awaiting feedback", or taken over by us and in active development.
CI/CD: Ship 100% of committed deliverables issues each release:
Edge: Reduce average CE pipeline duration to 30 minutes => 70%, We made great progress at the beginning of the year, pipelines were running at or below 30 minutes but then it started rising up again. It's now around 40 minutes, we suspect auto-retry of failed job could be a plausible cause. Rake task cleanup and rubocop cache done.
MSD: Implement SEO/PPC program to drive increase in number of free trials by 20% compared to last quarter, increase number of contact sales requests by 22% compared to last quarter, increase amount of traffic to about.gitlab.com by 9% compared to last quarter.
CMO: PR - G1, G2, T1 announcements.
CMO: AR - conduct intro briefings with all key Gartner analysts to include reviewing new positioning.
Objective 3: Great team
CEO: Hire according to plan
CEO: Great and diverse hires
Sourced recruiting 50% of candidates
Hired candidates, on average, from areas with a Rent Index of less than 0.7
CEO: Keep the handbook up-to-date so we can scale further
Handbook first (no presentations about evergreen content)
Consolidate and standardize role descriptions
VPE: Consolidate and standardize job descriptions => 100%, done in partnership with PeopleOps
VPE: Launch 2018 Q2 department OKRs before EOQ1 2018 => 100%
VPE: Set 2018 Q2 hiring plan before EOQ1 2018 => 100%
VPE: Implement issue taxonomy changes to improve prioritization => 100% changed security and priority labels
VPE: Record an on-boarding video of how to do a local build and contribute to the GitLab handbook => 0%, didn't get to it
Backend: Deliver two iterations toward aligning backend teams with the DevOps lifecycle
Support: Define HA Expertise with 7 support engineers updating HA documentation as defined by Product. => 100%
Support: Define Kubernetes Expertise with 7 support engineers updating Kubernetes documentation as defined by Product. => 100%
Quality: Document the context and background of release process improvements in the Handbook / Quality page
Frontend: Establish and shape our Frontend specific on-boarding - Done with 4 new hires
Data and Analytics: Corporate dashboard in place for 100% of company metrics.
Data and Analytics: Capability to analyze cost per lead/SAO/SQO and marketing campaign effectiveness.
Controller: ASC 606 implemented for 2017 revenue recognition
Billing Specialist: Add cash collection, application and compensation to job responsibilities.
Controller: Close cycle reduced to 9 days.
Accounting Manager: All accounting policies needed to be in place for audit are documented in the handbook.
Legal: Add at least one country in which headcount can be grown at scale.
VPE: Hire a Director of Engineering => 100% hired Tommy
VPE: Hire a Director of Infrastructure => 0%
VPE: Hire a Database Manager => 0%
VPE: Hire a Production Engineer => 0%
Distribution: Hire a Distribution Engineer
Discussion: Hire two developers
Quality: Hire an Engineering Manager
Security: Hire 2 Security Engineer, SecOps
Platform: Hire 2 developers
CI/CD: Hire 2 developers
CMO: Hire Director, Product Marketing
PMM: Hire to Product Marketing team plan
CMO: Hire Director, Corporate Marketing
CMO: Hire to Corporate Marketing team plan
CMO: Hire Director, DevRel
CMO: Hire to DevRel team plan
MSD: Hire to SDR team plan
MSD: Hire SMB Customer Advocates
MSD: Hire Manager, Online Growth
MSD: Hire to Online Growth team plan
MSD: Hire to Field Marketing team plan
CCO: Launch training for making employment decisions based on the GitLab Values.
CCO: Ensure candidates are being interviewed for a fit to our Values as well as ability to do the job, through Manager Training and Follow-up by People Ops.
CCO: Analyze and make recommendations based off of New Hire Survey and Pulse surveys which will drive future KRs. Have at least 3 areas to improve each quarter. Ideally, we will also have 3 areas to celebrate.
CCO: Iterate on the Performance Review process with at least two changes initiated by March.
CCO-TA: Iterate the hiring process to decrease process cycle-times, increase efficiency on screening candidates and provide a better candidate experience.
CCO-TA: Re-vamp and enhance our jobs page to help attract diverse quality talent enhance our employment brand and position ourselves as hi-tech company.
CCO-TA: Establish level of effort metrics to ensure process efficiencies to include: recruiter screened/hiring manager review ratio, Interview/Offer ratio, and Offer Accept ratio.
CCO: Provide consistent training to managers on how to manage effectively. Success will mean that there are at least 15 live trainings a year in addition to curated online trainings.
CCO: Align recruiting to Functional Groups with Focus on Low Rent Regions. At least 50% of GitLab team-members should be hired from a Rent Index location that less than 0.7.
CCO: Implement actionable Recruiting Metrics, including the ability to track an accurate source of hire for the majority of all hires.
CCO: Target 2 Diversity recruiting Events/sources to attend and recruit from. Measure success to determine future plan.
CCO: Increase Employee Referrals by 5%.
CCO: Launch Harassment Prevention Training to all managers.
CCO: Identify the right LMS for GitLab.
CCO: Now that hiring managers have been trained on Reference Checking, beginning ensuring that Hiring Managers are verifying at least one reference per hire personally.
CCO: Hiring at least one sourcer and one recruiter for EMEA/Central Asia.
CCO: Prioritize the future countries for increased hiring based on pipeline, regulations, future sales, rent index. Begin steps to enable increased hiring outside the U.S.
Q2 OKRS launched on time
Hiring plan and budget on-time and in-line
Hired and on boarded a director of eng (Tommy)
Q1 GitLab.com availability/stability was good (although not as good as monitoring indicates)
OKRs we tweaked mid-quarter and Sid and I never syncd on the changes, so some things never got attention
GitLab.com did not move to GCP
Didn't get to the local handbook set up video
Slow progress overall on hiring
Double down on hiring Dir of Infra, treat as exec hired
Partner with people ops to increase hiring pace
Less KRs in Q2 to increase focus
Deliverable hit rate has been pretty consistent.
We resolved all Security SL1 issues.
We triaged all Platform Community Contribution MRs.
We consistently overpromised what we could deliver in a release. This was done in accordance with earlier statements that OKRs should be ambitious and that if we hit more than 70% of our OKRs, we weren't ambituous enough, though.
We did not resolve all Support SP1 and Availability AP1 issues.
We didn't hit our bug target, and actually fixed fewer bugs with each release.
Bug target was too low. If we had hit our target, the total backlog size would have stayed approximately constant, but because we didn't, it actually increased by 17.
Not much progress was made on backup/restore integration tests.
Putting a limit on the total weight of Deliverable issues so that we can actually deliver all of them, and using the Stretch label for issues we'd like to start on this release, but are fine with letting them slip and get finished in the following release. (See gitlab-com/www-gitlab-com#2022)
Specifically allocating time to finish popular Community Contribution MRs, by making their issues Deliverable and not allowing them to slip.
Specifically allocating time for Engineering-driven efforts like improving integration tests, by making their issues Deliverable and not allowing them to slip.
Finding a better balance between adding new features and fixing bugs in existing features.
Adding people to the team to be able to do the 3 items above without significantly interfering with our Product feature output.
All top-priority security, support, and availability issues were addressed.
Deliverable hit percentage increased to 100% over the quarter.
Hit bugs target early.
Missed a big issue (Rails 5), due to staff changes.
Bug target was too low (backlog only reduced by 11 issues).
Didn't address all of the oldest community contributions we have.
Deliverables target ignores an issue, batch commenting, that has been blocked on frontend since January.
Not having OKRs for specific priorities, if we also have OKRs for solving issues of a particular type.
Better tracking of issues that made it / missed per release:
All backend issues.
Delivered all scheduled OKRs, and added one more during the quarter
Recognized challenging parts of the tasks and reduced scope in time, which allowed us to move quicker towards the goals
Managed to tackle some Technical Debt as part of the OKR tasks
Everything that was not an OKR was secondary
The scope of the OKR's might have been too ambitious
Basic integration coverage meant that we had two serious regressions
Cloud Native charts taking most of the teams bandwidth
Less amount of time spent on hiring than what was expected
Establish a better ratio of technical debt vs. features shipped in one release
Focus on sourcing more candidates
Establish a better way of assigning engineers to their tasks instead of encouraging them to choose from milestone
Shipped all GCP required features.
Dropped/didn't update alerting KR to refelect feature scheduling changes.
Work on hiring to improve team throughput.
Major challenges/opportunities for auto-devops installation flow identified.
Roadmap for auto-devops installation immprovements established.
All design pattern issues completed or in final review.
Understand who operations/devops engineers are, most common tasks/duties, the metrics they're tracking.
Identified devops biggest challenges: lack of automation, culture, resource, and tools.
Updated and recorded all UX standards covered by the current UX guide.
Added many UX standards not documented in the current UX guide.
OKRs for Q1 not finalized in December and re-tuned at the end of January, delaying progress.
Hiring took up much of the UX team's time early in Q1.
Poor priority management, put design library issues off as the deadline was further out and other OKRs were more pressing for the company.
Dependence on other departments for scheduling and review of some issues. Unable to influence progress once they were out of our hands.
Finalize OKRs earlier on so we can plan better.
Assign UX designer to issues rather than encouraging them to pick them up.
Schedule UX OKR issues into milestones to make sure we stay on track.
Continue to use epics to drive goals and initiatives.
Streamline the hiring process for UX to make it more efficient.
New hires on boarded quickly and successfully
Services is gelling
HA & Kubernetes expertises went well
We did not hire to 100% of plan
SLAs for premium and ultimate fell short of our standard
Hire a director of support
Pick up pace of engineer and agent hiring
Resolved all SL1/SL open issues in CE tracker.
Conducted successful security assessment on Gitaly.
Mean Time To Remediation for new open security vulnerabilities is now below industry standard of 30 days.
Started conducting internal security briefings on a biweekly basis to drive company-wide accountability and sense of urgency on all security issues.
Successfully drove GitLab's new pages domain verification mechanism.
From a technical security standpoint, completed all requirements for GDPR compliance.
There is now a formal data classification policy.
Although we are doing well with new open security vulnerability issues, there remains a security debt of old security issues to resolve.
FIPS 140-2 effort needs more work, and we did not get as far along in that process as we wanted to, due to reliance on 3rd party partner.
We were not able to get as far along in application security reviews, due to other efforts taking higher priority (e.g., remediating new open issues, security release process efforts).
Revisit FIPS 140-2 effort to see how we can take on more of the burden internally.
We will work to reduce security debt in the old open security issues.
Conduct more outreach to Engineering departments in order to get more application security reviews conducted.
New team members were overall onboarded well
Reduced Technical Debt a lot through different topics
Constant improvements on our workflows and tools
Delivered a lot of big features
Missed the deliverable percentage goals
Vue-based MR's not live yet. This turned out to be far larger than anticipated and had to be re-planned.
Too long and too much discussions for specific topics
CSS Refactoring underestimated, had to re-plan
Hard to estimate velocity, lead to slipped deliverables
Hard to schedule with an unclear task at the beginning
Didn't invest enough time on Community Contributions
Drive longer planning with Epics + bigger scheduling gates for issues
Optimise planning pipeline together with PM's
Domain experts to take over domain expertise in the FE team
Frontend Sub teams
Skipping CSS Refactor and go straight for reusable Vue Components
Extend tooling and improve Workflows
Set up a workflow to check community contributions as an actual task by someone every release cycle
We simplified the GCP project by moving to a life-and-shift strategy
Hiring did not keep pace
We do not have a project management framework that has taken
Pick up hiring
Experiment with project management frameworks
Better monitoring of GitLab.com for SLA
We managed to achieve more compared to our previous OKR, both by having more manpower and by planning work more carefully.
We didn't get as much workflow related work (e.g. Apdex scores) done as we'd like.
For the next quarter we will be hiring a database manager and hopefully also a database engineer. This should further reduce load on the existing team members.
GitLab.com availability in Q1 was better than 2017 average
Did not move to GCP
Did not hire a production engineer
Better GitLab.com monitoring for uptime
Hit early milestones
We did not stay on pace with our backlog for Gitaly v1.0
OKRs were messy and possibly redundant
More project mgmt
Clearer KR, less for more focus?
We migrated most projects, attachments, LFS objects, etc. from GitLab.com to Google using Geo.
We found and fixed a significant amount of issues in this process.
We reduced the number of out of sync/failed repository syncs from over a million to less than a few hundred.
Geo appears to be keeping up with the new data pushed to GitLab.com.
Customers appear to be using Geo more, helping us find additional issues.
We have yet to do a thorough project-by-project verification of data mirrored from GitLab.com.
Our verification implementation only covers basic references, but does not check the integrity of the files themselves.
We still have a lot of obscenely slow database queries causing high load on the database.
We have not made much progress in putting hashed storage into production.
Start using our repository checksum feature when 10.7 is deployed.
Improve verification to include object integrity.
Spending Q2 optimizing these database queries.
Assign someone to own the rollout of hashed storage.
Whole (new) Team onboarded with success
Ability to release since the first milestone
Openshift to GCP migration is going well
Lot of expectations for security features
Each change in the jobs definition means updating docs everywhere, our .gitlab-ci.yml, and possibly introducing break changes. This process is long and error prone.
Dependence on other departments, especially Frontend, for implementation on some issues.
Lack of automated E2E tests/QA so long and painful testing for now
We hit the limitations of our own features (using subgroups, .gitlab-ci.yml include, unprotected container registry, etc.).
Lot of processes to assimilate, as the whole team is new
Small usage of Security Products so few feedback
Improve our tools for security advisories triage.
Improve usage of our tools internaly
Improve accessibility to our tools (includes in gitlab-ci.yml)
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