OKR Examples by Function

Objectives and Key Results (OKRs) align, inspire and motivate teams across the organization

Example OKRs for the Executive Leadership Team


Maximize our ability to grow by optimizing our unit economics

Key Results

  • $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%

Create an experience that enables all teammates to achieve their fullest potential

  • ERG participation increases 15% so we build networks and relationships beyond any individual team
  • <5% differential in under-represented groups for new hires and first line managers (visible to e-staff and HR only)
  • >70% of people understand our strategy and feel confident in their contribution to it
  • <3% differential in belonging index across under-represented groups, gender and age

Our team members thrive on diversity and in the face of adversity or prosperity

  • All managers have 1on1s at least 2x/month with their team members
  • Everyone has a career path conversation this quarter
  • 60% of our managers attend all 3 segments of Managing in Challenging Times course, including the unconscious bias segment
  • All employees read and acknowledge the anti-discrimiation policy and pledge
  • Blind screening is used across all open Dev/Product roles by EOQ

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

Example OKRs for the OKR Program Team


Implement a new technology that turns our OKRs into data we can use to drive

Key Results

  • Takes less than 1 second to view anyone’s OKRs
  • 50% of our progress on OKRs is updated automatically from an existing source system and everyone can see it in real time
  • Reduce time to prepare biz reviews from 12 hours to 1 hour
  • Make cross-org dependencies visible to everybody in less than 60 seconds

Leverage our OKR data to drive smarter and more systemic realization of our strategic priorities

  • We understand the results patterns of every team
  • We’ve codified 3 best practices that produce 10% higher results from our best performing teams
  • YoY results improve by at least 15%
  • Every team and every person can look back and see how they performed against their OKRs for the year in less than 5 seconds

(First quarter) Enable teams to do their best work with clarity and transparency on the work that matters

  • 100% of targeted teams have defined and aligned, inspirational OKRs in WorkBoard
  • >90% of individuals say they understand the top-level strategic direction and how they directly contribute
  • X cross-functional teams have defined OKRs
  • Quarterly business review prep time decreases from 3 days down to less than 2 hours
  • X ops reviews run from WorkBoard
  • 100% of the teams know how to see anyone’s priorities and progress to plan in less 5 seconds
  • Everyone updates OKRs weekly

(First year) We have a culture where teams are excited to do OKRs because they know that it helps them drive better results

  • 100% of the business has defined and aligned, inspirational OKRs in WorkBoard
  • We've codified 3 best practices for successful teams and shared the across the organization
  • 100% of teams are actively participating in the retrospectives and resets
  • 0 slides generated for quarterly updates
  • Every quarterly town hall recognizes and rewards OKR successes and learnings

Example OKRs for Corporate Dev and Biz Dev Teams


Acquisition amplifies the success of acquired companies

Key Results

  • 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

Example OKRs for Development Teams


Deliver high quality, scalable solutions

Key Results

  • 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 experts that celebrate our successes and learn every day

  • Celebrate 100% of key feature launches
  • 0 regrettable losses - no one gets left behind!
  • 2 QA hires
  • 3 social events this quarter
  • Attend or host 2 tech events

Example OKRs for Customer Experience Teams


Keep and expand our customer base

Key Results

  • 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

Example OKRs for Marketing Teams


Enable the sales team to open, win and close more deals

Key Results

  • 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

Example OKRs for Sales Teams


Make our number with a diversified mix of product and services

Key Results

  • $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

Example OKRs for IT Teams


Move the business into the 21st century and make employees’ lives easier

Key Results

  • 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