Introduction
Want to set some strategic objectives that provide your organization with clarity on your intention, focus and direction this quarter? Here are a few examples of inspiring objectives and quantifiable key results (OKRs) to get you started:
Executive Team
Maximize our ability to grow by optimizing our unit economics
$3.1M in net new ARR
CAC Payback Period for new business deals improves from 10 months to under 8 months
Improve LTV to CAC to 3.7
Gross margins move from 74% to 79%
$1.28M total MRR EOQ
Customers for Life
Maintain average NPS of 8
We meet with all 55K and above customers renewing in the quarter
Increase average number of users per account from 45 to 90
Drive gross revenue retention above 83%
We attract, retain and enable the best people to operate at their best
Every team has OKRs and achieves 85% of key results
80% of people feel we value their growth and development
We achieve 90% of our hiring plan and all roles have a defined ramp plan
100% of employees have 360 reviews
Unified value across customer journey from marketing, sales, product, onboarding and instrumentation
Develop the high value strategic use cases and embed in every function
10 T1 customers actively using K2
25 customers integrate product into their primary management metrics
5 T1 customer testimonials published on our value differentiators
Cultivate 4 champions from meetings with 3 T1 strategic partners/allies and 3 T2 partners with defined next steps/plan for partnership
Corporate Dev and Biz Dev
Acquisition amplifies the success of acquired companies
Employee NPS is the same or better than prior year
No regrettable people losses
80% of employees understand the strategy and are motivated by it
Stand alone deal cycle time is the same or faster than 4 trailing quarters
Developer velocity is within 10% of pre-acquisition trailing 3 quarters
Realize the business value of xyz acquisition
Revenue
IRR
Integration completed and available in catalog
1000 sellers enabled
12 new logos in energy sector on our paper
Go-to strategic growth advisor to the business
NPS of 9 on our market and portfolio analyses for TRM BU (they love our work)
Complete analysis of 10 technology companies and provide a recommendation to close the 7 gaps James identified in his AI landscape (build/buy/partner)
3 of the recommendations in our growth vision deck are adopted by the BU
Get buy in and agreement to exploratory diligence on 2 key players in the ML/AI domain
Identify 20 early stage companies with disruptive innovation synergy; map a fast path to deal for each
Be the partner, investor and acquirer of choice
Matchmaker for 45 innovator companies not seeking funding with a Kikasko counterpart and establish 2 benefits the company wants from us
Reputation baseline survey of 1000 technology companies Series A through D
Every executive meets with at least 3 companies on our Top 100 list to build a personal relationship with the CEO/founders
The executive “Talk Track” is backed by at least 5 value tactics we can offer these companies
Build stronger alliance and trust with the business
Everyone does a 2 week rotation with their LoB counterpart
We are at the table in every BU’s strat planning process as partners not spectators
Bi-weekly huddle with VP Product in TRM BU and ACC BU so we’re dialed into the problems they’re solving
Development
Deliver high quality, scalable solutions
Maintain <500 milliseconds average successful response time on server requests
Fewer than 15 field reported bugs per month
Maintain 100% uptime
0 critical bugs on initial deploy of production code
Bug turnaround time in JIRA <48 hours
Tap into the power of analytics to create a differentiated product
Identify and execute 6 data science prototypes
Evaluate 2 machine-learning opportunities
50% of team members attend a data analytics skills training
Run 3 data code analysis experiments
We own product delivery and we learn every time
100% of releases have a retro
0 customer-reported bugs
0 repeat production bugs
100% of code pushed to production has 95% test coverage
Explore 3 automations to reduce future spend
We are code ninjas that celebrate our successes and learn every day
Celebrate 100% of key feature launches
0 regrettable losses - no ninjas left behind!
2 QA hires
3 social events this quarter
Attend or host 2 tech events
Customer Experience
Keep and expand our customer base
Retention forecast 70.10
$650K in upgrade quota
CX to host 5 lunch and learns between customers and developers by the end of year (day in the customer life)
$125K renewals MRR
Provide RevOps data and insights that move us from good to incredible
100% of Rev Ops requests use Zendesk by Feb 15th
Define and publish Revenue Ops SLAs
Deliver quarterly tools usage report value survey
Provide a real time RevOps workstream and project intake visible to the entire company
Provide exceptional customer experience that extends customer lifetime
100% of new accounts active on high-value features at least twice a week
At least 50% of customers use our differentiated features
Retention forecast accuracy within 2% of actual
Measure NPS of ALL customers, not just active customers, with NPS at least 6
NPS for cohorts onboarded in 2018 of 8
The Customer Experience team operates at its best
6 new hires hit their first quarter targets
5 new CSMs onboard their first account within 60 days of hire
Reduce average initial response time on P1 tickets by 50%
Hold 3 knowledge-building seminars this quarter
Marketing
Enable the sales team to open, win and close more deals
Deliver new leads with $13m in pipeline value this quarter
2 integrated campaigns to 2 target channels
3k inbound leads
Set 500 demos
Empower our sales team with great collateral and tools
6 fresh case studies added to web site
Deliver messaging framework and solution overview for our 4 buyer personas
Revamp sales collateral for every stage of the sales cycle
20% increase in use of collateral
Host 2 sales enablement sessions
Our content establishes ourselves as the thought leaders in our industry
5 blog posts this quarter
10% increase in blog subscribers
Increase website traffic 15%
Hold 3 thought leadership events this quarter
We’re a passionate learning team that drives the market for our company
100% of the team identifies 1 professional development skill
2 people from the team present at industry conferences
We establish a mechanism for sharing best practices
Sales
Make our number with a diversified mix of product and services
$11m in US bookings for Geronimo product line
$3m in Wombat pipeline stage 2 or later
20 Wombat committed pilots in lighthouse accounts
$9m in EMEA bookings for Geronimo product line
Every rep closes at least $750k in the quarter
Improve efficiency with a data driven approach to sales
Complete Salesforce cutover
All validated opportunities in SFDC
4x pipeline coverage ratio
Average deal size goes from 20.5K to 32K
Qualify MQLs within 7 days
We are a lean mean fighting machine -- well-armed, always winning
Systematized measurement of demo rotations, skips and activity goals
Improve win rate by 10%
$3.1M in new logo ARR
$258k new MRR
We are strategic about improving our win rate
20% of our demos are for the C-Suite
95% of deals are compliant with pricing structure
100% of sales team receives negotiation skills training
Every sales team member receives 2 hours of 1on1 coaching per month
IT
Move the business into the 21st century and make employees’ lives easier
Touch projection available in 9 Los Angeles conference rooms
Shorten hardware and software procurement time from 30 to 7 days
100% wifi coverage in every office – no dead conference rooms
Complete migration of help desk to new cloud provider
Increase our agility and ability to invest in the business by moving apps to the cloud
Close 3 data centers
Migrate 12 apps to the cloud
Reduce data migration time to 14 days
Reduce storage and infrastructure costs $4.5m
Learning is our passion and priority
Lunch and learns once a month
Each team member spends an hour a week on a passion project
Everyone identifies and learns one new technology, methodology or toolkit this quarter
We take on 2 experimental projects and share the results with the team
Be the architects of our future
3 Blockchain use cases in enterprise non PROD environment
4 Chatbots or NLP use cases in non PROD
60% of our team can code
100% of investment decisions go through a data-driven evaluation process