| KPI | Health | Status |
|---|---|---|
| Sales Pipeline Coverage | Okay |
|
| Sales Capacity | Okay |
|
| ProServe Deal and Dollar Attach Rate | Okay |
|
| Net ARR vs Plan | Okay |
|
| New Logos | Okay |
|
| Channel Sourced Net ARR | Okay |
|
| ARPU | Okay |
|
| Percent of Ramped Reps at or Above Quota | Unknown |
|
| Percent of Ramping Reps at or Above 70% of Quota | Unknown |
|
| Churn and Contraction / ATR | Okay |
|
| Net Retention | Okay |
|
| CAC Ratio | Okay |
|
Net ARR of pipeline with close dates in a given period (quarter) divided by Net ARR target.
Target: On day five of the current quarter, total pipeline coverage should be 2.1X, total pipeline for the following quarter should be 2.2X, and total pipeline for 2 quarters out should be 1.0X. On day five of the current quarter, stage 3+ pipeline coverage should be 1.5X and stage 3+ pipeline for the following quarter should be 0.7X, and stage 3+ pipeline coverage for 2 quarters out should be 0.3X.
Health: Okay
URL(s)
Deployed street capacity (Sales quota) / company Net ARR Financial Target
Target: greater than 100%
Health: Okay
URL(s)
Deal Attach Rate is the number of Professional Services closed won opportunities divided by the number of total closed won opportunities during a given month (by opportunity close date). Dollar Attach Rate is the Professional Services Value of closed won opportunities divided by the Net ARR of closed won opportunities during a given month (by opportunity close date).
Target: 13% for Deal Attach Rate, 6% for Dollar Attach Rate
Health: Okay
URL(s)
The year-to-date cumulative sum of Net ARR divided by the year-to-date plan for Net ARR. Details on Net ARR can be found in the sales handbook page.
Target: greater than 1
This KPI cannot be public.
Health: Okay
URL(s)
Count of new customers by month (excluding SMB)
Target: Monthly targets set by Sales & Marketing
Health: Okay
URL(s)
Sum of Net ARR from opportunities that are channel sourced (where sales_qualified_source = 'Channel Generated').
Target: Monthly targets set by Sales & Finance
Health: Okay
URL(s)
The number of contracted users on active paid subscriptions. Excludes OSS, Education, Core and other non-paid users. The data source is Zuora.
Target: 1.5% increase per month
This KPI cannot be public.
Health: Okay
URL(s)
A Rep is considered ramped if their tenure in a particular role is more than the duration of their assigned quota ramp schedule. The percentage of attainment calculation is the net ARR from closed won opportunities in a particular month divided by the quota. Industry average is 45%-65% of reps achieving 100% of quota. Details on quota ramp schedule can be found in the sales handbook page.
Target: greater than 55%
Health: Unknown
URL(s)
A Rep is considered ramping if their tenure in a particular role is less than the duration of their assigned quota ramp schedule. The percentage of attainment calculation is the net ARR from closed won opportunities in a particular month divided by the quota. Details on quota ramp schedule can be found in the sales handbook page.
Target: greater than 70%
Health: Unknown
URL(s)
Sum of Net ARR of Churn and Contraction Opportunities (where order type = Contraction, Churn Partial, or Churn Full) divided by the amount of Net ARR that was available to renew in a specified time period (sum of ARR Basis of opportunities with renewal dates in specified time period)
Target: Quarterly target set by Sales & Finance
Health: Okay
URL(s)
Net Retention Calculation is extensively explained in the Customer Success's Vision page.
Target: Above 145%
This KPI cannot be public.
Health: Okay
URL(s)
Sales and Marketing expenses (including the cost of free users of gitlab.com) over trailing twelve months divided by rolling three months ARR minus ARR from the same period in the prior year multiplied by four (for four quarters in the year). Details on CAC can be found in the sales handbook page.
Target: Monthly target set by Finance
This KPI cannot be public.
Health: Okay
URL(s)
| 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 |
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) |
section |
Optional | the product section (Ex: dev) as defined in sections.yml |
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 | indicates the (K)PI health and reasons as nested attributes. This should be updated monthly before Key Reviews by the DRI. |
health.level |
Optional | indicates a value between 0 and 3 (inclusive) to represent the health of the (K)PI. This should be updated monthly before Key Reviews by the DRI. |
health.reasons |
Optional | indicates the reasons behind the health level. This should be updated monthly before Key Reviews by the DRI. Should be an array (indented lines starting with dashes) even if you only have one reason. |
urls |
Optional | list of urls associated with the (K)PI. Should be an array (indented lines starting with dashes) even if you only have one url |
funnel |
Optional | indicates there is a handbook link for a description of the funnel for this PI. Should be a URL |
sisense_data |
Optional | allows a Sisense dashboard to be embeded as part of the (K)PI using chart, dashboard, and embed as neseted attributes. |
sisense_data.chart |
Optional | indicates the numeric Sisense chart/widget ID. For example: 9090628 |
sisense_data.dashboard |
Optional | indicates the numeric Sisense dashboard ID. For example: 634200 |
sisense_data.shared_dashboard |
Optional | indicates the numeric Sisense shared_dashboard ID. For example: 185b8e19-a99e-4718-9aba-96cc5d3ea88b |
sisense_data.embed |
Optional | indicates the Sisense embed version. For example: v2 |
sisense_data_secondary |
Optional | allows a second Sisense dashboard to be embeded. Same as sisense data |
sisense_data_secondary.chart |
Optional | Same as sisense_data.chart |
sisense_data_secondary.dashboard |
Optional | Same as sisense_data.dashboard |
sisense_data_secondary.shared_dashboard |
Optional | Same as sisense_data.shared_dashboard |
sisense_data_secondary.embed |
Optional | Same as sisense_data.embed |
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, Group PPI) |
product_analytics_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. |
implementation |
Optional | indicates the implementation status and reasons as nested attributes. This should be updated monthly before Key Reviews by the DRI. |
implementation.status |
Optional | indicates the Implementation Status status. This should be updated monthly before Key Reviews by the DRI. |
implementation.reasons |
Optional | indicates the reasons behind the implementation status. This should be updated monthly before Key Reviews by the DRI. Should be an array (indented lines starting with dashes) even if you only have one reason. |
lessons |
Optional | indicates lessons learned from a K(PI) as a nested attribute. This should be updated monthly before Key Reviews by the DRI. |
lessons.learned |
Optional | learned is an attribute that can be nested under lessonsand indicates lessons learned from a K(PI). This should be updated monthly before Key Reviews by the DRI. Should be an array (indented lines starting with dashes) even if you only have one lesson learned |
monthly_focus |
Optional | indicates monthly focus goals from a K(PI) as a nested attribute. This should be updated monthly before Key Reviews by the DRI. |
monthly_focus.goals |
Optional | indicates monthly focus goals from a K(PI). This should be updated monthly before Key Reviews by the DRI. Should be an array (indented lines starting with dashes) even if you only have one goal |
metric_name |
Optional | indicates the name of the metric in Self-Managed implemenation. The SaaS representation of the Self-Managed implementation should use the same name. |
Please reference the Engineering Metrics Page for guidelines on chart visualization formatting.
