OKRs

These OKRs are for in fiscal year 2022, which runs from to .

Company

  1. OBJECTIVE: Make Sourcegraph valuable and accessible to every dev and company
    • KR: Weekly MAU growth % trajectory to get to N0 by end of year
    • KR: $N1 IARR
    • KR: 3x qualified pipeline coverage for +
  2. OBJECTIVE: Solve Big Code problems for the largest enterprises (5k+ user, multi-business unit, global)
    • KR: Approval from N2 to proceed with 10k+-user POC
    • KR: Land N3 large enterprise customers
  3. OBJECTIVE: Speak out more on topics that devs care about
    • KR: 2 engineering deep dives; 5 feature/product use-case highlights; 4 cofounder posts; 1 code search guide
    • KR: Top-5 post on Hacker News
  4. OBJECTIVE: Promote a healthy, transparent company culture
    • KR: Standard company values interview for all candidates
    • KR: Weekly per-team reviews of team handbook page for accuracy/freshness
    • KR: Weekly CEO company-wide email updates and multi-timezone office hours

Marketing

  1. OBJECTIVE: Make Sourcegraph valuable and accessible to every dev and company
    • KR: Sourcegraph Champions Program V1 deployed with at least 15 champions in mid-June
    • KR: Customer Advisory Board event with at least 10 influential customers (100% of attendees are “Likely” or “Highly Likely” to attend future CAB events) in June
    • KR: Public Learn Platform MVP deployed in June
    • KR: Commit to new packaging model that aligns our product offering with customer value by end of
  2. OBJECTIVE: Solve Big Code problems for the largest enterprises (5k+ user, multi-business unit, global)
    • KR: We’ve documented and are executing on an ABM process to support top target accounts, starting with SFDC
    • KR: We have shipped 3 enterprise case studies
    • KR: Complete 5 universal code search briefings with target research/analyst firms by end of
  3. OBJECTIVE: Establish a repeatable, scalable pipeline generation motion
    • KR: 3x qualified pipeline coverage for ($N4 in qualified pipeline if at plan)
    • KR: We’ve rolled out updated sign up nurture flows (onboarding email sequences for on prem and Cloud)
    • KR: We’ve benchmarked conversion rates at each stage of the customer journey
  4. OBJECTIVE: Build the foundation for rapid growth
    • KR: Updated brand narrative and messaging deliverables are adopted across all internal teams
    • KR: We have a source of truth for customer referenceability, logo rights, and case study commitments
    • KR: New website plan complete; V2 updates are rolling out
    • KR: New brand guidelines and documentation are adopted internally
    • KR: Self-serve branded swag portal and process are adopted internally

Sales

  1. OBJECTIVE: Make Sourcegraph valuable and accessible to every dev and company
    • KR: $N1 IARR
    • KR: 100% Logo Retention on Renewals
    • KR: Commercial traction, packaging, and sales enablement sufficient to build commercial team in
  2. OBJECTIVE: Solve Big Code problems for the largest enterprises
    • KR: Approval from N2 to proceed with 10k+ user POC
    • KR: Land N3 Large Enterprise Logos
    • KR: Add N5 Large Enterprise Qualified Opportunities into Pipeline
  3. OBJECTIVE: Build a company that thrives amid rapid growth
    • KR: All AEs/SDRs have completed “Know Thy Dev” enablement program
  4. OBJECTIVE: Establish a repeatable, scalable pipeline generation motion
    • KR: 3x qualified pipeline coverage for ($N4 in qualified pipeline if at plan)
    • KR: 6 outbound SDRs ramped
    • KR: $N6 in qualified pipeline generated through VC/BOD introductions
    • KR: 95% of Contact Sales/Request Demo forms contacted within 5 mins

Customer Engineering

  1. OBJECTIVE: Build the foundation to be proactive, not reactive, about customer success
    • KR: Meet increased CE hiring plan and new CE project hiring plan
    • KR: New CEs are onboarded, ramped, and are ready to lead customer meetings within first 30 days
    • KR: Every strategic account has a success plan defined
    • KR: Across all accounts, if the health of an account is deemed red, there is a plan defined
    • KR: Build awesome reusable demo scripts and videos to cover most instances where a demo is needed
    • KR: Produce 3 deliverables from CE project-work
  2. OBJECTIVE: Make Sourcegraph valuable and accessible to every company
    • KR: $N1 IARR
    • KR: 100% logo retention on renewals
  3. OBJECTIVE: Solve Big Code problems for the largest enterprises
    • KR: Land N3 large enterprise logos
    • KR: Approval from N2 to proceed with 10k+ user POC

Product/Engineering

  1. OBJECTIVE: Reach product-market fit for Sourcegraph.com (OSS and private code)
    • KR: Week-1 retention of public code users grows N7
    • KR: N8 users with at least 1 private repository on sourcegraph.com
    • KR: 10 users tweet or publicly share about Sourcegraph private code
    • KR: N9 companies (w/ 15+ engineers employed) auth private code on sourcegraph.com
  2. OBJECTIVE: Deliver value to enterprise developers
    • KR: Batch changes reaches N10 active customers/prospects
    • KR: Code insights reaches N11 active customers/prospects
    • KR: Non-default, non-code-insight extension usage grows to N12 customers/prospects.
    • KR: Get N2 to successful POC
    • KR: Keep the number of customer P1 incidents from exceeding N13
    • KR: Maintain 100% support issue resolution within 8 days while only requiring help (filing a #rfh Github issue) on 15%
  3. OBJECTIVE: Increase developer satisfaction
  1. OBJECTIVE: Upgrade systems and automate processes
    • KR: 75% of teammates (in the final month) are onboarded into systems with no work outside of SSO
    • KR: 90% of offer letters (in the final month) are completed without any manual editing
    • KR: Contract templates are available for all deals within 1 day of request by AEs
    • KR: Monthly IARR is predicted at the start of the month with <30% variance
  2. OBJECTIVE: Proactively help the business make better decisions
    • KR: 100% of inbound leads are scored accurately utilizing new lead scoring criteria, enabling marketing to see Lead > MQL > SAO conversion
    • KR: 100% of trials+customers are given health and/or risk scores that CE and Sales use to be proactive
    • KR: [N14][n14]
    • KR: Product is working to improve Cloud retention using 2+ user actions or flows that correlate with (or cause) higher retention
    • KR: The Board receives monthly financial updates
  3. OBJECTIVE: Build an operational foundation that allows Sourcegraph to thrive amid rapid growth
    • KR: Vacation usage is tracked and 100% of teammates have taken at least 5 days of PTO in
    • KR: Hiring managers report that 75% of new teammates had an onboarding experience that made them successful
    • KR: Teammate satisfaction increases from the start of the quarter to the end
    • KR: Each department head receives monthly management reports with key information to help their organization thrive (e.g. including headcount, org metrics, hiring, vacation usage, and more)
    • KR: 100% of people managers have taken 1 training session to make them more effective leaders at Sourcegraph

Talent

  1. OBJECTIVE: Build the foundation of our Talent team so we can help the company scale
    • KR: 6 Recruiters hired and onboarded
  2. OBJECTIVE: Attract and hire the best talent, with a consistent focus on candidate-experience and DEI
    • KR: Interview training provided for all teammates, including: standard company values interview for all candidates, interviewing 101, unconscious bias
    • KR: Lay the foundation for effective DEI recruitment strategy: unconscious bias training, structured interview processes, standardized job descriptions, candidate demographic surveys, and establish partnership with one organization that promotes underrepresented candidates
    • KR: Candidate experience: Candidate survey is implemented, results are analyzed on a weekly basis, and feedback is implemented to ensure we’re consistently improving our interview process
  3. OBJECTIVE: Execute on hiring plans that are responsive to teams’ needs
    • KR: Metrics tool is implemented and key KPIs are tracked: acceptance rate, time-to-fill, source of hire, # candidates per hire
    • KR: Final hiring is 85%+ of plan