OKR Examples by Function

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

Example OKRs for the Executive Leadership Team


Optimize our unit economics that maximize our ability to grow

Key Results

  • Grow net new Monthly Recurring Revenue (MRR) from $211.6M to $435.1M
  • Accelerate Customer Acquisition Cost (CAC) payback period for new deals from 10 to under 8 months
  • Sharpen Lifetime Value (LTV) to Customer Acquisition Cost (CAC) from 3.1 to 3.6
  • Increase cash flow by improving gross margins from 74% to 79%
  • Achieve QoQ quarterly Earnings Per Share (EPS) of $1.38 from $1.09

Prosperous company outlook fueled by customers for a lifetime

  • Challenge ourselves to minimize customer churn rate <=2%
  • Responsible C-Suite members meet all renewing customers $50M and above to ensure they continue to value our products and services
  • Expand average user account activations across all accounts from 74 to 82%
  • Expand Gross Revenue Retention (GRR) from 98% to 113% - retaining and buying more

Our culture allows our people to achieve their fullest potential

  • Breakthrough >65% Employee Resource Group (ERG) participation which will expand and build networks and relationships beyond individual teams
  • Targeted underrepresented groups comprise 35% of all internal promotions at the Director and above level
  • >90% of our people report that they know and understand how their work aligns to our strategic priorities
  • At least 50% of all candidates interviewed come from our targeted underrepresented groups which enable diversity in hiring

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

  • All people managers conduct 1on1s at least 2X/month with their direct reports to advance the potential of our people
  • 100% of personal growth and development plan conversation days conducted including at least 1 further action identified to keep on pace
  • 60% of our people managers complete all 3 segments of Managing in Challenging Times course to improve their recognition of unconscious bias
  • Strengthen our inclusive culture with all employees reading and accepting the anti-discrimination policy and pledge
  • At least 45% of all new hires come from our targeted underrepresented groups which further celebrates our diversity

Unified value across customer journey from marketing, sales, product, onboarding and instrumentation

  • Position a unified value proposition across the entire customer journey
  • High value strategic use cases embedded in all 6 functions to delight our customers
  • 10 Tier 1 customers actively using KT22 insights feature for best value realization
  • 25 customers value and integrate our product into their primary management metrics
  • Amplify the value our customers realize by publishing 5 Tier customer testmonials
  • Recruit 5 new customer champions to extend our industry leadership position

Example OKRs for the OKR Program Team


Give time back to our employees via platform performance and data insights

Key Results

  • OKRs viewable in less than 1 second to maximize speed of decision making
  • Move closer to our OKR platform representing the real time of business by enabling >50% of KRs being updated automatically through integrations
  • Recreate current business review preparation with digital approach that reduces time from 12 to 1 hour
  • Build out cross functional alignment with all our OKRs aligned in OKR platform

Advance the achievement of our strategic priorities by leveraging our wealth of OKR data

  • The results patterns of every team are reviewed and understood before their workshops
  • At least 3 best practices that produce 10% higher results from our best performing teams are identified and shared with all teams
  • QoQ results improve by at least 15% on average across all teams
  • OKR coach community assists in audit of all team KRs to ensure metrics are data driven

Challenge teams to embrace best possible outcomes with clarity and transparency

  • 100% of targeted teams have value driven outcomes with defined metrics
  • >90% of individuals say they understand our strategic priorities and how they directly contribute to their achievement
  • Support OKR maturity journey with creation of 45 dynamic teams with defined OKRs
  • At least 50% of executive level quarterly business reviews are digitally created and presented in the OKR platform
  • At least 65% of teams at mid-quarter are at amber status on the heat map - demonstrating a focus on authoring best possible outcomes
  • 75% or more of KRs are being updated on the measurement cadence set up in the platform to help drive transparency and overall health status of all KRs

Teams are embracing OKRs to drive outcomes that matter

  • All targeted teams publish their OKRs with at least 1 update per KR by end of month 1
  • Results Management Office (RMO) codifies 3 best practices for successful teams and shares them across the organization
  • 75% of targeted teams OKRs are properly aligned in the platform using alignment feature
  • Transition ourselves to a digital operating rhythm with 65% of teams using running the business reviews (RBR) in the platform
  • Every quarterly town hall recognizes and rewards OKR successes and learnings

Example OKRs for Corporate Dev and Biz Dev Teams


Acquisition team amplifies the successes of our acquired companies

Key Results

  • Publish monthly employee newsletter keeping everyone informed on strategic “whys”
  • Prevent any regrettable people losses
  • >90% of all employees understand the strategy and how they contribute to it
  • Deal cycle time is the same or faster than 4 trailing quarters of 97 days of less
  • Ensure sense of belonging for acquired talent by matching them with a buddy

Realize the business value of our recent Formix acquisition

  • Monthly lunch and learns hosted to highlight opportunities for the engineering teams to leverage newly acquired technology with average 45% attendance of the organization
  • At least 3 features are incorporated into our existing product roadmap to address existing feature gaps our customers desire
  • 85% of sellers enabled on product value proposition and report they can compete and win
  • Win 11 new logos of $24M or more in the energy sector

Go-to strategic growth advisor for the business

  • The quality of our market and portfolio analyses for the automotive BU is rate at least an 8 out of 10 - (they love our work)
  • Complete analysis of 10 technology companies and provide a recommendation to close the 7 growth gaps previoulsy identified (build/buy/partner)
  • 3 of the 5 recommendations in our growth vision deck are adopted by the automotive BU
  • Get buy in and agreement to exploratory diligence on 2 key technology gaps preventing our ability to offer a full product stack
  • Identify 20 early-stage companies with disruptive innovation synergy; map a fast path to making a deal for each one

Prevail as the partner, investor or acquirer of choice

  • Matchmaker for 45 innovator companies not seeking funding with our company counterpart and establish 2 benefits each company wants from us
  • Conduct reputation baseline survey of 1000 technology companies Series A through D
  • Our C-Suite 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 our targeted innovative companies

Build stronger alliances and trust within the business to operate as one

  • All team members do a 2 week rotation with their business counterparts
  • Present at the table in every BU’s strategy planning process as partners not spectators
  • Bi-weekly huddle with EVP Product in automotive BU and engergy BU so we’re dialed into the problems they’re solving

Example OKRs for Development Teams


Scalable and high quality solutions fuel our growth

Key Results

  • Successful server request response times average <500 milliseconds
  • Minimize P0 and P1 field reported bugs per month to 4 or less
  • Protect customers with >99.99% platform up-time availability
  • Improve quality using automated regression testing on 100% of production code
  • Evolve code quality by achieving <48 hour bug turnaround time in JIRA

Tap into the power of analytics to create a differentiated product

  • Stand-up 6 data science prototypes that will enable product feature optimization
  • Identify 2 machine-learning opportunities to accelerate regression testing
  • Expand our team data analytics skills with >50% attending advanced training
  • Run 3 data code analysis experiments to incorporate learnings into mainline code

Leverage our learnings to increase quality with every product delivery

  • Conduct retros for all releases with learnings documented in our release playbook
  • Drive-up release quality with <=2 customer reported P0 and P1 bugs each month
  • Design for <=1 repeat production bugs
  • Amp up quality with 95% test coverage for all code pushed to production
  • Explore 3 automations to reduce future spend while also increasing code quality

As code experts we celebrate our successes and learnings every day

  • Conduct weekly celebration that recognizes our continuous feature launches
  • All team members have growth development plans in place and reviewed a minimum of 2 times with direct manager
  • Address our previously identified team skills gap with 2 software architect hires
  • Amplify team spirit at least 3 times with >65% average participation across Engineering
  • Host 2 tech events with each participant reporting at least 2 new coding learnings
Outcome-Based Product Planning

Outcome-Based Product Planning
Jeff Gothelf, business agility and OKR framework expert, shares his unique approach to cultivating an outcome-focused mindset for product development teams. Jeff uncovers how agile leaders can use OKRs to empower their people with the right framework for autonomy, discovery, and learning.

Example OKRs for Customer Experience Teams


Excite and expand our customer base

Key Results

  • Incorporate 4 customer learnings that will protect and grow customer retention
  • Grow existing customer base by retiring $39M upgrade quota
  • Build customer excitement by hosting 2 lunch and learns with our developer community
  • Achieve $84M in Monthly Revenue Retention (MRR) – leave no account behind

RevOps data and insights drive our most important decisions

  • Centralize all RevOps requests into Zendesk to build the data sets of the future
  • Define and publish RevOps SLAs to align with the expectations of our customers
  • Baseline quarterly tools usage metrics for future quarters expansion opportunities
  • Provide a real time RevOps workstream and project intake visible to the entire company

Provide exceptional customer experience that extends the life of customers

  • 100% of new accounts active on high-value features at least twice a week
  • At least 50% of customers use our differentiated features demonstrating continued product engagement
  • Retention accuracy process enhancements achieve results within 2% of 103% target
  • Decrease average call waiting time from 180 to less than 60 seconds
  • Implement 3 of the 5 customer tracking enhancement that will result in a higher NPS

Customer Experience team exceeds our own expectations

  • All 6 new hires achieve the combined revenue retention target of $112M
  • Amplify the best customer experience with 5 new CSMs onboarding their first account
  • P1 ticket initial response times reduced by average of 50% (6 to 3 days)
  • Conduct 3 knowledge-building seminars with each attendee reporting 2 new learnings

Example OKRs for Marketing Teams


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

Key Results

  • Deliver new leads with $128M in large enterprise pipeline value
  • Develop pipeline of 10 new logos with at least an annual $14M opportunity
  • Generate 3k qualified inbound leads of $100k or more
  • Promote online product demos resulting in at least a 12% sales lead conversion rate

Empower Sales with imaginative and engaging assets

  • Increase strategic product awareness via 6 fresh case studies posted on our web site
  • Breakdown our single current messaging framework and solution overview into distinct packages for our 4 buyer personas
  • Publish and train sales on revamped collateral for each of the 6 sales cycle stages
  • Deploy email campaign to drive 20% increase in use of sales collateral leading to best informed Sales organization
  • Conduct 3 sales enablement sessions with each attendee reporting 2 new learnings

Our content establishes ourselves as the thought leaders in our industry

  • Post 5 blog posts that directly result in at least 125 product demo requests
  • Achieve 10% increase in blog subscribers specifically interested in our new SaaS product
  • Validate our thought leadership by driving an increase in website traffic by at least 15%
  • Conduct 3 thought leadership online events resulting in 700 net new newsletter subscribers

We’re a passionate learning team that drives our market opportunity

  • Every team member identifies 1 professional development skill with initial training taken
  • Build our team prowess by having at least 2 member present at an industry conference
  • Sharing best practices amongst team member should be a core focus, establish a new mechanism to elevate the entire team

Example OKRs for Sales Teams


Challenge ourselves to diversify achievement of sales targets with mixed products and services

Key Results

  • Capture $176M in North America bookings for the Stratus product line
  • Capture $127M in EMEA bookings for the Stratus product line
  • Build $22M in Wombat product stage 2 or later global pipeline
  • Gain 20 committed Wombat product pilots in early adopter accounts
  • Every Rep closes at least $21.1M with no more than 45% from a single product line

Our data driven approach optimizes our sales engine

  • Complete our SFDC cutover so we can start driving efficiencies going forward
  • Ensure all validated opportunities entered into SFDC for taking action next quarter
  • Grow sales pipeline coverage ratio from 3x to 4x that will de-risk target achievement
  • Focus on the customers that matter most by increasing average deal size from $2.1M to $9.7M
  • Confirm Marketing Qualified Leads (MQL) within 7 days or less to increase the addressable pipeline

Slay the competition to the point that they are no longer relevant in the marketplace

  • Systematized measurement of demo rotations, skips and activity goals
  • Enlarge our overall win rate for F500/G200 companies from 55 to 65%
  • Grow monthly recurring revenue (MRR) from $237M to $311M
  • Win 30 new logo accounts of $15M or more

We are intentional about improving our win rate

  • Get in front of the right audience, meaning 20% of our demos are for the C-Suite
  • 95% of deals are compliant with pricing structure to maximize our profitability
  • Learning to win by having all sales team members complete negotiation skills training
  • Every sales team member receives 2 hours of 1on1 sales enablement coaching per month

Example OKRs for IT Teams


Invest in tools and systems that empower the full potential of our people

Key Results

  • New ERP deployment results in ability to reduce monthly close from 7 to 3 days of less
  • Shorten hardware and software approval and procurement time from 30 to 7 days or less
  • Provide 100% wi-fi coverage in every global office with 99.999% uptime
  • All employees complete training on new help desk platform with minimum average rating of 8 out of 10 stars

Streamline operations by shifting our infrastructure to the cloud

  • Accelerate our move to the cloud by decommissioning 5 data centers
  • Migrate 12 apps to equivalent SaaS versions
  • Reduce data migration time to 14 to 3 days or less
  • Reduce storage and infrastructure costs by $74M

Learning is our passion and priority

  • Conduct lunch and learns once a month with average of 35% attendance across IT
  • Allow our people to pursue their passion by focusing an hour each week on their project
  • Everyone identifies and learns one new technology, methodology or toolkit
  • IT leadership sponsors 2 experimental projects and then shares the results with all of IT

Be the system architects of our future

  • Deploy 3 Blockchain use cases in enterprise non PROD environment
  • Incorporate 4 of the 17 Chatbot use cases into PROD environment
  • Grow our team members who can code from 35 to 55% so that coding becomes part of our core DNA
  • 100% of system investment decisions go through a data-driven evaluation process