Commit b383aaec authored by Todd Barr's avatar Todd Barr

Update index.html.md

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......@@ -15,15 +15,28 @@ title: "FY20-Q1 OKRs"
* CRO: Generate IACV from sales to higher tiers. Target 250 new opportunities created from core accounts, Implement sales motion to show all starter renewal accounts the benefit and value of premium and ultimate, Identify two new already deployed large enterprise core customers in each SAL territory
* CRO: Faster delivery of customer value. Deliver plan to have Sales quote implementation services and success plan on all new account quotes, Launch standard implementation model in large segment, Measure time to completed implementation for all new enterprise accounts.
* CMO: Recharge Inbound Marketing Engine. Top 10 Gitlab.com Pages optimized for inbound, Inbound trial and contact-us strategy documented and baselined, Pages optimized for top 20 non-branded SEO target terms, Inbound strategy for Dev, Sec & Ops personas launched
* Content Marketing: Broaden audience reach by increasing new user sessions on the blog by 15%. Create next iteration editorial mission statement and content framework. Publishing plan mapped to key topics, personsa, and campaigns. Publish 5 interactive or deep-dive assets.
* Content Marketing: Increase social referral traffic 20%. Execute 2 social campaigns. Next iteration social strategy and framework. Create internal social advocacy program.
* Content Marketing: Build content paths to support lead flow. Create content strategies for 3 personas/buying groups. Execute plan to increase newsletter subscribers 50%. Contribute 10% of overall click-thrus to form fills.
* Digital Marketing programs: Improve Top 10 Gitlab.com Pages and increase inbound CTR and conversion rate by 10% QoQ.Optimize and increase visibility for 20 non-branded terms, Optimize competition pages for better visibility and to assist competitive take-out with 10% increase in CTR from Organic Google.
* Digital Marketing programs: 15% QoQ increase in inbound website leads through gated content and paid digital and increase conversion rate with improved nurture. Implement 3 baseline nurture tracks to educate and generate leads within the database, Implement an always-on digital paid program (to include re-targeting, etc.).
* Product Marketing: Document buyer’s journey (buyer’s experience, tribe needs). Documented handbook pages of messaging around the 3 core pillars of Dev, Sec & Ops.
* Product Marketing: Execute 1 competitive takeout campaign. Create campaign materials (web pages, demos, whitepapers, blogs), perform global sales enablement sessions.
* Product Marketing: Identify, evaluate and implement competitor analysis and comparisons strategy. Deliver first 5 comparisons using new strategy.
* Product Marketing: Improve case study publish rate. Publish case studies at cadence of at least 2 per month, with at least 3 reference customers using all stages concurrently.
* Field Marketing: Create the ABM Framework and tooling. Execute ABM in 5 accounts per region, Identify messaging per account, Execute 1 account-targeted online campaign.
* Community Relations: Increase the number of GitLab CE and EE contributions (not contributors) from the wider community (including Core Team). For the 11.7 release, the target is 180; for the 11.8 release the target is 200; for the 11.9 release the target is 220.
* Community Relations: Accelerate open source project adoption of GitLab.com. Hire an Open Source Program Manager, gain commitment of 1 big open source project (1000+ contributors) to migrate to GitLab.
* Community Relations: Jumpstart meetups. Schedule 10 meetup events, at least one in every region (EMEA, APAC, NA).
* CMO: Achieve marketing process and visibility excellence. 100% visibility into any and all leads at any time, Full-funnel marketing dashboard published in Looker, Unified marketing calendar published.
* Digital Marketing programs: Build out a framework and launch for an integrated campaign structure (ICS), execute one campaign, run one competitive take-out sub-campaign and adapt ICS to ABM use cases.
* Digital Marketing programs: Improve Top 10 Gitlab.com Pages and increase inbound CTR and conversion rate by 10% QoQ.
* Optimize and increase visibility for 20 non-branded terms.
* Optimize competition pages for better visibility and to assist competitive take-out with 10% increase in CTR from Organic Google.
* Digital Marketing programs: 15% QoQ increase in inbound website leads through gated content and paid digital and increase conversion rate with improved nurture.
* Implement 3 baseline nurture tracks to educate and generate leads within the database.
* Implement an always-on digital paid program (to include re-targeting, etc.).
* Sales Development: BDR role clarity, defined development path. Clarified Lead Sources, add at least 2 Additional Lead Channels , inbound “call sales” phone line, Drift optimization - implement Drift Account Based Marketing.
* Sales Development: Reduce xDR Ramp Time to 3 months. Hire an Onboarding and Enablement Manager (Done), “Expert” Certifications around Personas, Product Tiers, better knowledge management solution: battlecards by persona, vertical.
* Field Marketing: Create Field Marketing Dashboard in SFDC. Identify & create the elements for dashboard, Creation of data driven decision framework for field, Improved visibility of field activity.
* Field Marketing: Create SLAs around Field Marketing & Marketing Ops. Creation of SLAs for Field Marketing to Ops (ops to field already exists), Create manual dashboard to track SLAs and improve performance, Improve overall speed of contact to MQL cycle time (need baseline).
* Community Relations: Increase responsiveness and coverage. Decrease median first reply time to 7 hours while adding two new response channels (GitLab forum, Stack Overflow).
* CMO: Achieve $10.85m in IACV marketing sourced pipeline by beginning of Q2 FY19. 720 SAOs delivered to sales by SDRs/BDRs (SAOs as currently defined) @ $12,500 IACV avg, 14,285 MQLS created, hit 60% MQL accepted rate, hit 32% MQL qualified rate.
* Sales Development: Increase Accepted Opportunity per SDR to 8/month. Rise in reps achieving quota per month. 16 Jan, 18 Feb, 20 Mar, 22 Apr; > 1 significant (3 min+) conversation per rep per day; complete an Outreach.io audit and content improvement.
### CEO: Popular next generation product. Triple secure value (3 stages, multiple teams). Grown use of stages (SMAU). iPhone app on iPad.
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