Growth FY21Q3 KR2: Deliver $850K IACV through growth initiatives and experiments (rolling 90 days)
Q3 Team goals:
Growth Target = 850K IACV
- Acquisition = $37K @jstava
- Conversion = $120K @s_awezec
- Retention = $750K @mkarampalas
- Fulfillment = $75K @amandarueda
- Expansion = $110k @timhey
Final FY21 Q3 Results:
Total Q3 IACV impact = $1.06M
This is 124% of our Q3 target of $850K, and because this is counting only rolling 90 days, we can expect winners such as conversion rate & activation rate improvement will continue to generate impact beyond Q3.
Team | Target | Actual | Details |
---|---|---|---|
Activation @jstava | $37k | $190k | Winners below improved invitation acceptance rate which will bring in more paid seats (1) Updated email invitation:+3% lift; (2)Invitation email reminders: +4.5% lift |
Conversion @s_awezec | $120K | $150k | Winners across lead capturing, onboarding, and purchasing: (1) New checkout experience: 27K; (2)PQL ‘contact sales’: 79K PQL; (3)New user Onboarding issue board: 30K |
Adoption @mkarampalas | $750K | $698K | .com renewal work continued to capture IACV that would have been missed (1) .com renewals - automated: $544k; (2) Expired subscriptions renewing: $154k |
Expansion @timhey | $110K | $21k | Showing invite option contextually under assignee dropdown brought in higher member invitation rate |
Fulfillment | $75k | 0 | Fulfillment team has been fully focused on pricing project and transitioned to be independent from growth later |
Growth Total | $850k | $1.06M | On an annual basis, this translates to $4M IACV contribution, and we also identified promising directions and will continue to focus on further iteration of new user onboarding, invitation, stage adoption etc. in Q4 |
Edited by Hila Qu