E-group KPIs

On this page

Intro

Every executive at GitLab has Key Performance Indicators (KPIs). This page has the goals and links to the definitions. The goals are merged by the CEO. The definitions should be in the relevant part of the handbook. In the definition it should mention what the canonical source is for this indicator.

CRO

Looker 45

  1. IACV vs. plan > 1
  2. Field efficiency ratio > 2
  3. TCV vs. plan > 1
  4. Win rate > 30%
  5. % of ramped reps at or above quota > 0.7
  6. Net Retention > 2
  7. Gross Retention > 0.9
  8. Rep IACV per comp > 5
  9. ProServe revenue vs. cost > 1.1
  10. Services attach rate for strategic > 0.8
  11. Self-serve sales ratio > 0.3
  12. Licensed users
  13. ARPU
  14. New strategic accounts

CMO

Looker 51

  1. Pipe generated vs. plan > 1
  2. Pipe-to-spend > 5
  3. Marketing efficiency ratio > 2
  4. SCLAU
  5. CAC / LTV ratio > 4
  6. Twitter mentions
  7. Sessions on our marketing site
  8. New users
  9. Installations: Download, start of installation, success installation, created admin user, configured email, second user invited, 30 day active, updates
  10. Social response time
  11. Participants at meetups with GitLab presentation
  12. GitLab presentations given
  13. Wider community contributions per release
  14. Monthly Active Contributors from the wider community

CCO

Looker 44

  1. Hires vs. plan > 0.9
  2. Apply to hire days < 30
  3. No offer NPS > 4.1
  4. Offer acceptance rate > 0.9
  5. Average NPS
  6. Average rent index
  7. Low rent percentage
  8. Monthly turnover
  9. YTD turnover
  10. Candidates per vacancy
  11. Percentage of vacancies with active sourcing
  12. New hire average score
  13. Onboarding NPS

CFO

Looker 43

  1. IACV per capital consumed > 2
  2. Sales efficiency > 1.0
  3. Magic number > 1.1
  4. Gross margin > 0.9
  5. Average days of sales outstanging < 45
  6. Average days to close < 10
  7. Runway > 12 months

VP of Product

Looker 30 is not it.

  1. SMAU
  2. MAU
  3. Sessions on release post
  4. Installation churn
  5. User churn

VP of Engineering

Looker 46

  1. Merge Requests per release
  2. Merge Requests per release per developer
  3. Uptime GitLab.com
  4. Performance GitLab.com
  5. Support SLA
  6. Support CSAT
  7. Support cost vs. recurring revenue
  8. Days to fix S1 security issues
  9. Days to fix S2 security issues
  10. Days to fix S3 security issues
  11. GitLab.com infrastructure cost per MAU

VP of Alliances

Looker 53 is broken.

  1. Active installations per hosting platform: Total, AWS, Azure, GCP, IBM, Unknown
  2. Active users per hosting platform: Total, AWS, Azure, GCP, IBM, Unknown
  3. Downloads: Updates, initial
  4. Installations: Download, start of installation, success installation, created admin user, configured email, second user invited, 30 day active, updates
  5. Distribution method: Omnibus, Cloud native helm chart, Source