OKRs

These OKRs are for in fiscal year 2021, which runs from to .

  1. CEO: Scale up pipeline and ARR.
    KR: and new and expansion pipelines ahead of plan.
    KR: Marketing, Product, Sales, and Customer Engineering aligned on strategy, execution, and metrics => In progress, wrote up Sales personas, new paths to winning deals, etc.
    KR: Street capacity ahead of plan. => AEs ramping ahead of plan.
    KR: Clear value prop for buyer (not just users).
    1. Marketing: More professional developers will know about and try Sourcegraph
      KR: Get mentioned/linked by influential developers and on high-quality developer communities by being compelling [Certain Twitter accounts and sites, incl. Hacker News, /r/programming, Lobsters, etc., would meet this criteria]
      KR: N6 WAU of Sourcegraph Cloud
      KR: Reach pipeline coverage of at least 5x new IARR by the end of (relative to “Company plan”).
    2. Marketing: More professional developers will love Sourcegraph
      KR: ZZZ developer testimonials about Sourcegraph
      KR: XXX Influential users/customers getting on podcasts/youtube video with us
      KR: At least 3 influential thought leaders or engineering blogs (criteria TBD) will post about us. Examples are the Netflix endorsement of Couchbase.
    3. Customer Engineering: Build a team and pipeline to achieve the company sales plan.
      KR: Reach pipeline coverage of at least 1.5x + expansion IARR by the end of (relative to “Company plan”). => expansion IARR full pipeline has 2.0x coverage.
      KR: Reach $N0 in expansion IARR (“Company plan”). (“Company plan” for expansion, Targets sheet =E4+F4+G4). => Reached.
      KR: Hire +2 CEs (per hiring plan), and up to 5 if hiring targets are expanded. => Hired +1 CE so far.
    4. Sales: Create clear paths to value/purchase for non-development teams (such as CISO and Digital Transformation).
      KR: Move existing such deals to Contract Negotiation or Closed Won.
      KR: Generate and move through the pipeline an additional N1 potential such deals (minimum total IARR: N2), which moves through to the Evaluation stage within two weeks of first meeting.
      1. Product: Surface value metrics and code insights for engineering leaders.
        KR: Sales uses prototypes or design mocks in 10+ demo calls.
        KR: Compile list of top 10 questions engineering leaders have about their organization’s code.
        KR: Code insights feature is validated and included with deals in pipeline with $N3 weighted IARR.
    5. Product: Deliver on projects to increase and support sales efforts.
      KR: Users can search across contexts of their organization’s code as outlined in RFC 136. => v0 released in 3.16
      KR: Non-Git version control can be set up in the site admin area.
      KR: License keys enable features for each license tier.
      KR: N4 new trials begin in using self-service trial start flow from Sourcegraph.com
      1. Engineering (Distribution): Site admins can painlessly deploy, upgrade, and maintain Sourcegraph.
        KR: Reporting an issue with all the information needed by Sourcegraph requires no more than 5 minutes of customer time (i.e., no back-and-forth).
        KR: Upgrades take less than 30 minutes.
    6. Sales: Expand the team and playbook to achieve the company sales plan.
      KR: Hire 1 more SDR and 3 AEs (at least 2 Enterprise AEs). => Hired +1 SDR and +2 AEs so far.
      KR: Reach pipeline coverage of at least 5x new IARR by the end of (Evaluation and Contract Negotiation stages only).
      KR: Business value/prop provided to every prospect in Evaluation stage.
      KR: Reach $N5 in new IARR (“Company plan” for new, Targets sheet =E3+F3+G3). => Reached.
      KR: Attribute pipeline and deal dollars to new outbound/SDR initiatives.
  2. CEO: Kick off long-term projects to massively grow awareness and usage.
    1. Marketing: Take big risks to massively increase awareness.
      KR: Hire a Developer Televangelist (aka online developer advocate).
      KR: Ramp up to almost daily live events including partners, customers, and more.
      KR: >100 user tweets.
    2. Product: Deliver on projects to grow awareness and usage.
      KR: Sourcegraph.com WAU grows by 5x to N6 WAU.
      KR: MQLs from Sourcegraph.com contribute $N7 weighted pipeline (closing in and earlier).
      KR: ≥N8 WAU of LSIF code intelligence actions across self-hosted instances and Sourcegraph.com.
      KR: ≥N9 WAU total for code host integrations at customers, and ≥N10 WAU each for public code hosts (GitLab.com, GitHub.com)
      KR: ≥N11 organizations have created campaigns, and at each of those organizations they have merged ≥N12 campaign changesets
    3. Product: Scale product team to achieve product growth.
      KR: Hire 2 Product Managers. => Hired 1.
      KR: Hire 2 Designers. => Hired 3.
    4. Business Operations: Ensure Sourcegraph decisions are data-driven.
      KR: All key metrics for, and determined by, marketing, sales, and customer engineering, are measured, easily accessed, and used in weekly meetings.
      KR: 50%+ of product and marketing prioritization and resource allocation decisions (at the RFC and new program levels) are supported by growth frameworks and models.
    5. CTO: Reduce time to market for new features by helping engineering teams identify the MVP and providing high-fidelity feedback.
      KR: Identify 3 engineering efforts to assist, validated by anonymous survey at the end of each iteration that will measure whether assistance was valuable.
    6. CTO: Create a trusted authority that is a source of engaging content for a broad developer audience (with emphasis on dev tools and productivity).
      KR: N13 interested inquiries (professional dev, employed by a company with 200+ developers) generated from this new content.
  3. CEO: Effective team communication and growth.
    KR: Handbook-first; 75% of team members make a handbook edit weekly, 100% make a handbook edit monthly. => As of : 17 team members (43%) edited in the last week, and 33 team members (~83%) edited in the last month.
    KR: Meet hiring plan.
    KR: The plan for sales, marketing, hiring, and costs is used by the exec team and is up to date.
    1. Product: Maintain updated and useful product vision and roadmap.
      KR: Everyone at Sourcegraph knows where to find the product roadmap and trusts it is up to date.
      KR: The roadmap is public and easily discoverable.
      KR: End of quarter survey proves engineers at Sourcegraph know why their work is important and how it ties to the company strategy and OKRs.
    2. Engineering: Organize and grow engineering team to support product initiatives.
      KR: Hire engineers: +1 code intel, +2 frontend, +1 security, +2 backend. => +2 security
      KR: Hire engineering managers: +2. => Hired +2.
    3. VP Engineering: Raise the quality bar of our application and product.
      KR: Define and measure KPIs for software engineers, project leads, and engineering managers. => 0%. I don’t think directly defining KPIs was the right goal to set. Instead, I coached teams to write down better iteration plans and individuals to provide better progress updates (examples, better docs).
      KR: Flaky tests are disabled or fixed within 1 day of being discovered to be flaky.
      1. Code intel: Increase test coverage and reliability.
        KR: Increase test coverage of code intel owned code from 57% to 65%.
        KR: 1 integration test per supported precise code intel language.
      2. Web: Pay down tech/design debt.
        KR: Each web team member devotes 2d per milestone to work on tech debt issues.
        KR: The web team devotes 3d per milestone to work on design debt issues.
      3. Web: Increase test coverage and reliability.
        KR: Increase TypeScript test coverage from 34% to 55%.
        KR: Grow number of Percy snapshots from 8 to 40.
      4. Distribution: Increase efficiency by increasing developer productivity and managing costs.
        KR: Provide adequate customer support with no more than 1 developer-month per month.
        KR: Fully automate the QA and release process. (#7148, #9814)
        KR: Eliminate flakiness in CI infrastructure and production alerting (OpsGenie). (e.g.,#9607)
        KR: Establish clear reporting on utilization of compute resources on sourcegraph.com and internal infrastructure. (#10101)
      5. Core services: Increase test coverage and reliability.
        KR: Increase Go test coverage from 46% to 60%. => Increased to 58.3%.
        KR: Migrate 95% of e2e tests for backend functionality from browser-based to GraphQL-based. => Have migrated 22% of those.
    4. People Ops: Make our HR processes truly global and all remote.
      KR: Handbook outlines onboarding requirements for specific teams.
      KR: Handbook outlines employment structure differences for US and international team members.
      KR: All HR policies are updated to be suitable for an all-remote and geographically distributed team. \
    5. People Ops: Continue to foster connections and belonging.
      KR: Increase team participation by having 100% of team join at least 1 activity per month. \
    6. People Ops: Build a consistent hiring process that supports scaling a team.
      KR: Interview repo contains guidelines and FAQs on ATS for varying access roles (referrers, interviewers, HMs, coordinators).
      KR: 100% of applicants get a response (rejected or continuing to next stage) within 7 days (no accidental “ghosting”).
    7. Sales: Effective team onboarding to sales productivity (pipeline and revenue generation)
      KR: Handbook to contain detailed tasks and expectations for each new Sales role for the first 2 weeks.
      KR: Handbook Sales section is up to date and documents processes and definitions.