GTM Product Usage Data

Attributes

Property	Value
Date Created	March 10, 2020
End Date	2022-03-10
Slack	#wg-gtm-product-analytics (only accessible from within the company)
Google Doc	Working Group Agenda (only accessible from within the company)
Quarterly Updates	FY21-Q4 FY22-Q1 FY22-Q2 EOQ Review
Related Overview	GTM Product Analytics: Status, Gaps and the Road Forward
Associated OKRs	FY21-Q2 - Architect Telemetry, FY21-Q3 - Deploy Product Analytics, FY21-Q4 - Deploy Product Analytics in GTM Motion

Problem To Solve

Integrate GitLab product usage data and related data into CRO organization business processes to accelerate customer adoption and improve customer retention.

Business Goal

Embed product usage and related data across GTM business processes and systems (Salesforce, Gainsight, Marketo, SiSense, etc.).

Exit Criteria

KR: Deploy license usage in Salesforce and Gainsight for self-managed customers with usage ping data received and 99% of SaaS KR: Automate basic metrics for Create, Verify, and Secure within Salesforce and Gainsight to track and drive adoption and expansion KR: Ensure delivery of basic Salesforce and Gainsight enablement to GTM teams

For a more extensive resource, see GTM Product Analytics: Status, Gaps and the Road Forward.

Step 1: Understand what is needed and Architect Product Analytics `= 100%`

✅ Collect Sales Specific feedback on Usage Ping)
✅ Design and send Master Subscription schema table to Salesforce
✅ Develop basic architectural plans for mapping data to Salesforce

Step 2: Deploy Telemetry `=> 90%`

✅ Deploy License Usage to Salesforce
✅ Identify the top metrics for Create, Verify, Secure to drive account adoption and expansion
✏️ Create Metrics Dictionary for Usage Ping - Metrics Dictionary
✅ Link usage data with subscription and account data
✅ Determine Wave 3 Product Analytics metrics
✅ Identify top data quality blockers - issues have been identified for Product Analytics and Fulfillment
✏️ Deploy license usage in Salesforce and Gainsight for self-managed customers with usage ping data received and 99% of SaaS

Step 3: Deploy Product Analytics across entire GTM Motion `=> 40%`

✅ Deploy from Sisense to Salesforce and Gainsight (internal link)
✏️ Automate basic metrics for Create, Verify, and Secure within Salesforce and Gainsight to track and drive adoption and expansion
✏️ Enable GTM teams with best practices

Roles and Responsibilities

Working Group Role	Person	Title
Executive Stakeholder	David Sakamoto	VP Customer Success
Facilitator	Emily McInerney	Manager Customer Success Operations
Functional Lead, Customer Success Operations	Jeff Beaumont	Director Customer Success Operations
Functional Lead, Data	Rob Parker	Senior Director, Data and Analytics
Functional Lead, Product Analytics	Amanda Rueda	Interim PM, Product Intelligence
Functional Lead, Fulfillment	Justin Farris	Group Manager, Product - Fulfillment
Functional Lead, Sales Systems	Jack Brennan	Director Sales Systems
Functional Lead, Product Intelligence	Nicolas Dular	Engineering Manager, Product Intelligence
Functional Lead, Product Usage	Sushma Nalamaru	Senior Data Engineer
Member	Jim Petr	Business Systems Engineer
Member	Jake Bielecki	Senior Director, Sales Strategy & Analytics
Member	Caitlin Ankney	Customer Success Operations Analyst
Member	Melia Vilain	Manager, Sales Analytics
Member	Brandon Butterfield	Customer Success Operations Analytics Analyst
Member	Justin Stark	Staff Data Engineer
Member	Michael Arntz	Customer Success Strategy Manager

Meetings

Meeting notes are logged in the Weekly Meeting Notes.

Working Group Closure

We've acheived our original exit criteria
We've built a reliabile working model between Customer Success, Product & Engineering, and the Data team. We no longer need a formal working group to maintain progress
Work on this initiative will continue via the top 12 inititiaves