CEO: Grow Incremental ACV according to plan. 120% of plan, pipeline 3x minus in quarter, 100% at 70% of quota.
CMO: Build 3x minus in quarter pipeline for Q3. % of plan achieved.
MSD: Generate sufficient demand to support our IACV targets. % of opportunity value creation target achieved.
BDR: Support efficient inbound demand creation. Achieve 110% of SAO plan.
Content: Publish content on the marketing site to accelrate inbound demand. Publish v2 of /customers. Publish /devops.
Content: Execute DevOps integrated campaign to support SDR and Field Marketing demand generation. Produce 2 webinars with 500 registrants. Distribute Gary Gruver's book to 600 people.
Field Marketing: Develop account based marketing strategies to deploy in support of Regional Director territory plans. Generate 41% of opportunity creation target worth of referral sourced opportunities.
Field Marketing: Execute on field event plan, pre, during, and post event. Generate 12% of opportunity creation target worth of opportunity sourced through field events.
Marketing Ops: Improve campaign tracking. Track UTM parameter values in salesforce.com for closed loop reporting in salesforce.com.
Marketing Ops: Improve trial experience and trial engagement. Launch new email nurture series educating trial requesters on EEU. Increase trial to opportunity conversion rate by 20%.
Online Growth: Extend SEO/PPC/Digital Advertising programs. Generate 31% of opportunity creation target worth of opportunity originating from the marketing site. Increase the amount of traffic to about.gitlab.com by 10% compared to last quarter.
Online Growth: Evaluate and build out ROIDNA CRO project. Increase GitLab EEU trial sign-ups by 15%. Increase GitLab EE downloads by 15%.
SCA: Support self serve SMB business. Achieve 130% of SMB IACV plan.
SDR: Generate outbound opportunity value. Source 16% of opportunity creation target worth of opportunity through outbound prospecting.
PMM: Complete messaging roll-out and activation to include: Sales, Partner and Marketing enablement, tier plans specific messaging and positioning, demo aligned to new positioning and messaging, presenting new messaging at key conferences.
PMM: Optimize trial sign-up, trial enablement and trial period experience, including the addition of GitLab.com trial and enhance trial nurture program.
PMM: Submit strong submission for Gartner Application Release Orchestration (ARO) MQ and contribute to SCM Market Guide update and continue briefing sweep with all key Gartner and Forrester analysts.
Outreach: Raise awareness. Double active evangelists. Launch education program. Double number of likes/upvotes/replies.
Outreach: Keep being an open source project. Increase active committers by 50%
Outreach: Get open source projects to use GitLab. Convert 3 large projects to self-hosted GitLab.
CMO: Enough opportunities for strategic account leaders. Make the Q2 SCLAU forecast.
Customer Success: Enabling a transition to Transformational Selling
Solutions Architects: Each Solutions Architect record video's of top 5 specialized use cases (including pitching services), reviewed by Customer Success leadership team.
Technical Account Managers: Do a quarterly business review for all eligible customers
Implementation Engineering: 75% of Big and Jumbo opportunities include Professional Services line item
Customer Success: 80% of opportunities advanced to stage 4 (Proposal) from stage 3 (Technical Evaluation) stage based on guided POC’s.
Solutions Architects: 100% of Solutions Architect team members participate in at least 1 guided POC.
Technical Account Managers: 100% of TAM team members participate in at least 1 guided POC.
Implementation Engineering: Create top 3 integration demonstration / test systems (LDAP, Jenkins, JIRA).
CRO: Effective sales organization. 70% of salespeople are at 100% of quota.
Dir Channel: Increase Channel ASP by 50%
Dir Channel: Triple number of resellers above "Authorized Level"
Dir Channel: Implement VAR program (SHI, Insight, SoftwareOne, etc)
Sales Ops: Complete MEDDPIC sales methodology training. Account Executives and Account Managers should be proficient in capturing all MEDDPIC data points.
Sales Ops: Collaborate with Regional Directors to improve our conversion process in the earlier stages, more specifically between 1-Discovery and 2-Scoping as this is historically our lowest conversion.
Sales Ops: Complete 1:1 relationship between Accounts, Billing Accounts, and Subscription, where applicable. This will ensure a much cleaner CRM.
CFO: Compliant operations. 3 projects completed.
Legal: GDPR policy fully implemented.
Legal: Contract management system for non-sales related contracts.
Billing Specialist: Add cash collection, application and compensation to job responsibilities.
Director of Support
Support Engineering: 100% SLA achievement for premium self-hosted customers
Support Engineering: Document and implement severity-based ticket processing workflow for self-hosted customers
Support Services: 100% SLA achievement for GitLab.com customers
Support Services: Develop and document Support Services workflows, processes, and automation needed to deliver world-class customer support
CEO: Popular next generation product. Ship first iteration of complete DevOps, GitLab.com uptime, zero click cluster demo.