Objective

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

Objective

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

Objective

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

Objective

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

Objective

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

Objective

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