| KPI | Health | Status |
|---|---|---|
| IACV vs Plan | Okay |
|
| Field Efficiency Ratio | Attention |
|
| IACV Efficiency | Okay |
|
| TCV vs Plan | Okay |
|
| ARR YoY | Attention |
|
| Win Rate | Okay |
|
| Percent of Ramped Reps at or Above Quota | Unknown |
|
| Percent of Ramping Reps at or Above 70% of Quota | Okay |
|
| Net Retention | Okay |
|
| Gross Retention | Okay |
|
| ProServe Revenue vs Cost | Problem |
|
| Services Attach Rate for Strategic | Problem |
|
| Self-serve Sales Ratio | Problem |
|
| Licensed Users | Unknown |
|
| ARPU | Unknown |
|
| Active SMAU for Paying Customers | Unknown |
|
| New Hire Location Factor | Okay |
|
The year-to-date cumulative sum of IACV divided by the year-to-date plan for IACV. Details on IACV can be found in the sales handbook page.
Target: greater than 1
This KPI cannot be public.
URL(s)
Health: Okay
Field efficiency for a given month is calculated as the ratio of Net IACV divided by the Sales operating expenses (Net IACV / Sales Operating Expenses) over a rolling three month period. Sales Operating Expenses are the sum of debits minus the sum of credits within the "Sales" Parent Department within Netsuite from accounts between 6000 and 6999.
Target: Greater than 200%
Chart (Sisense↗)
Health: Attention
The IACV efficiency for a given month is calculated as the ratio of Net IACV divided by the Sales and Marketing operating expenses (Net IACV / Sales and Marketing Operating Expenses) over a rolling three month period. Sales & Marketing Operating Expenses are the sum of debits minus the sum of credits within the "Sales" and "Marketing" Parent Departments within Netsuite from accounts between 6000 and 6999. Marketing expense includes the cost of free users of gitlab.com. Industry guidance suggests that average performance is 0.8 with anything greater than 1.0 is considered very good. GitLab's target is greater than 1.
Target: greater than 1
Chart (Sisense↗)
Health: Okay
TCV for a given month divided by the planned TCV for a given month. Details on TCV can be found in the sales handbook page.
Target: greater than 1
This KPI cannot be public.
URL(s)
Health: Okay
ARR for a given month divided by ARR twelve months prior. Details on ARR can be found in the sales handbook page.
Target: 190%
This KPI cannot be public.
URL(s)
Health: Attention
For a given month, the win rate is calculated as the count of closed won sales-assisted opportunities divided by the count of closed sales-assisted opportunities.
Target: 30%
Chart (Sisense↗)
Health: Okay
A Rep is considered ramped if they have a tenure greater than 12 months in that particular role at GitLab. The percentage of attainment calculation is the the quota divided by the gross IACV from closed won opportunities in a particular month. Industry average is 45%-65% of reps achieving 100% of quota.
Target: greater than 70%
Chart (Sisense↗)
Health: Unknown
A Rep is considered ramping if they have a tenure of less than or equal to 12 months in that particular role at GitLab. The percentage of attainment calculation is the the quota divided by the gross IACV from closed won opportunities in a particular month.
Target: greater than 80%
Chart (Sisense↗)
Health: Okay
Net Retention Calculation is extensively explained in the Customer Success's Vision page.
Target: 150%
This KPI cannot be public.
URL(s)
Health: Okay
Gross Retention Calculation is extensively explained in the Customer Success's Vision page.
Target: 90%
This KPI cannot be public.
URL(s)
Health: Okay
For a given month, revenue from professional services divided by professional services operating expenses. Details on professional services revenue can be found in the sales handbook page.
Target: greater than 1.1
Chart (Sisense↗)
Health: Problem
The percent of large parent accounts that have professional services associated with it or any linked SFDC accounts.
Target: greater than 80%
Chart (Sisense↗)
Health: Problem
For a given month, the self-serve sales ratio is calculated as the count of closed won web-direct opportunities divided by the count of closed won opportunities.
Target: greater than 30%
Chart (Sisense↗)
Health: Problem
The number of contracted users on active paid subscriptions. Excludes OSS, Education, Core and other non-paid users. The data source is Zuora.
Target: 0
Chart (Sisense↗)
Health: Unknown
The number of contracted users on active paid subscriptions. Excludes OSS, Education, Core and other non-paid users. The data source is Zuora.
Target: 0
This KPI cannot be public.
URL(s)
Health: Unknown
The Stage Monthly Active Users (SMAU) for paying customers. The data source comes from versions.gitlab.com and gitlab.com data, but may also depend on Salesforce depending on the definition of paying customers.
Target: 0
This KPI cannot be public.
Health: Unknown
The average location factor of all newly hired team members within the last rolling 3 month as of the end of the period.
Target: less than 0.72
Chart (Sisense↗)
Health: Okay
| Value | Level | Meaning |
|---|---|---|
| 3 | Okay | The KPI is at an acceptable level compared to the threshold |
| 2 | Attention | This is a blip, or we’re going to watch it, or we just need to enact a proven intervention |
| 1 | Problem | We'll prioritize our efforts here |
| 0 | Unknown | Unknown |
| Value | Level | Meaning |
|---|---|---|
| 3 | Okay | We are correctly capturing and measuring data for GitLab.com and self-managed instances. |
| 2 | Attention | Missing one of: GitLab.com or self-managed data. |
| 1 | Problem | Missing both: GitLab.com and self-managed data. |
| 0 | Unknown | Unknown |
Pages, such as the Engineering Function Performance Indicators page are rendered by an ERB template that contains HTML code.
Other PI Pages sectionThese ERB templates calls custom helper functions that extract and transform data from the Performance Indicators data file.
kpi_list_by_org(org) helper function takes a required string argument named org (deparment or division level) that returns all the KPIs (pi.is_key == true) for a specific organization grouping (pi.org == org) from the Performance Indicators data file.pi_maturity_level(performance_indicator) helper function automatically assigns a maturity level based on the availability of certain data properties for a particular PI.pi_maturity_reasons(performance_indicator) helper function returns a reason for a PI maturity based on other data properties.performance_indicators(org) takes a required string argument named org (deparment or division level) that returns two lists - a list of all KPIs and a list of all PIs for a specific organization grouping (department/division).signed_periscope_url(data) takes in the sisense_data property information from Performance Indicators data files and returns a signed chart URL for embedding a Sisense chart into the handbook.The heart of pages like this are Performance Indicators data files which are YAML files. Each - denotes a dictionary of values for a new (K)PI. The current elements (or data properties) are:
| Property | Type | Description |
|---|---|---|
name |
Required | String value of the name of the (K)PI. For Product PIs, product hierarchy should be separate from name by " - " (Ex. {Stage Name}:{Group Name} - {PI Type} - {PI Name} |
base_path |
Required | Relative path to the performance indicator page that this (K)PI should live on |
definition |
Required | refer to Parts of a KPI |
parent |
Optional | should be used when a (K)PI is a subset of another PI. For example, we might care about Hiring vs Plan at the company level. The child would be the division and department levels, which would have the parent flag. |
target |
Required | The target or cap for the (K)PI. Please use Unknown until we reach maturity level 2 if this is not yet defined. For GMAU, the target should be quarterly. |
org |
Required | the organizational grouping (Ex: Engineering Function or Development Department). For Product Sections, ensure you have the word section (Ex : Dev Section) |
stage |
Optional | the product stage (Ex: release) as defined in stages.yml |
group |
Optional | the product group (Ex: progressive_delivery) as defined in stages.yml |
category |
Optional | the product group (Ex: feature_flags) as defined in categories.yml |
is_key |
Required | boolean value (true/false) that indicates if it is a (key) performance indicator |
health |
Required | has two additional elements/property - level (inclusive value between 0-3) and reasons. This should be updated monthly before Key Meetings by the DRI. |
urls |
Optional | list of urls associated with the (K)PI |
sisense_data |
Optional | contains elements/properties related to Sisense, including chart (numeric Sisense widget ID), dashboard (numeric Sisense dashboard ID), shared_dashboard (Sisense shared dashboard ID), embed (v2) |
sisense_data_secondary |
Optional | same as sisense_data. Allows a second sisense chart to be included. |
public |
Optional | boolean flag that can be set to false where a (K)PI does not meet the public guidelines. |
pi_type |
Optional | indicates the Product PI type (Ex: AMAU, GMAU, SMAU) |
plan_type |
Optional | indicates if the metric is Free, Paid, or Both. |
telemetry_type |
Optional | indicates if the metric is available on SaaS, SM (self-managed), or Both. |
is_primary |
Optional | boolean flag that indicates if this is the Primary PI for the Product Group. |
instrumentation |
Optional | has two additional elements/property - level (inclusive value between 0-3) and reasons. This should be updated monthly before Key Meetings by the DRI. |
pi_workflow |
Optional | indicates the PI Workflow status |
Above ...Below ...At ...At or above ...At or below ...shared_dashboard, chart , and the dashboard key-value pairs to the corresponding Performance Indicators data file under the sisense_data property: in strings as it's an important character in YAML and will confuse the data parsing process. Put the string in "quotes" if you really need to use a :urls: should be an array (indented lines starting with dashes) even if you only have one urlmaturity.level and health.level display a value between 0 and 3 (inclusive).