GTM Product Usage Data
Effective use of Product Usage Data within the go to market motion
Attributes
| Property | Value |
|---|---|
| Date Created | March 10, 2020 |
| End Date | 2022-03-10 |
| Slack | #wg-gtm-product-analytics (only accessible from within the company) |
| Google Doc | Working Group Agenda (only accessible from within the company) |
| Quarterly Updates | FY21-Q4 FY22-Q1 FY22-Q2 EOQ Review |
| Related Overview | GTM Product Analytics: Status, Gaps and the Road Forward |
| Associated OKRs | FY21-Q2 - Architect Telemetry, FY21-Q3 - Deploy Product Analytics, FY21-Q4 - Deploy Product Analytics in GTM Motion |
Problem To Solve
Integrate GitLab product usage data and related data into CRO organization business processes to accelerate customer adoption and improve customer retention.
Business Goal
Embed product usage and related data across GTM business processes and systems (Salesforce, Gainsight, Marketo, SiSense, etc.).
Exit Criteria
KR: Deploy license usage in Salesforce and Gainsight for self-managed customers with usage ping data received and 99% of SaaS KR: Automate basic metrics for Create, Verify, and Secure within Salesforce and Gainsight to track and drive adoption and expansion KR: Ensure delivery of basic Salesforce and Gainsight enablement to GTM teams
For a more extensive resource, see GTM Product Analytics: Status, Gaps and the Road Forward.
Step 1: Understand what is needed and Architect Product Analytics = 100%
- ✅ Collect Sales Specific feedback on Usage Ping)
- ✅ Design and send Master Subscription schema table to Salesforce
- ✅ Develop basic architectural plans for mapping data to Salesforce
Step 2: Deploy Telemetry => 90%
- ✅ Deploy License Usage to Salesforce
- ✅ Identify the top metrics for Create, Verify, Secure to drive account adoption and expansion
- ✏️ Create Metrics Dictionary for Usage Ping - Metrics Dictionary
- ✅ Link usage data with subscription and account data
- ✅ Determine Wave 3 Product Analytics metrics
- ✅ Identify top data quality blockers - issues have been identified for Product Analytics and Fulfillment
- ✏️ Deploy license usage in Salesforce and Gainsight for self-managed customers with usage ping data received and 99% of SaaS
Step 3: Deploy Product Analytics across entire GTM Motion => 40%
- ✅ Deploy from Sisense to Salesforce and Gainsight (internal link)
- ✏️ Automate basic metrics for Create, Verify, and Secure within Salesforce and Gainsight to track and drive adoption and expansion
- ✏️ Enable GTM teams with best practices
Roles and Responsibilities
| Working Group Role | Person | Title |
|---|---|---|
| Executive Stakeholder | David Sakamoto | VP Customer Success |
| Facilitator | Emily McInerney | Manager Customer Success Operations |
| Functional Lead, Customer Success Operations | Jeff Beaumont | Director Customer Success Operations |
| Functional Lead, Data | Rob Parker | Senior Director, Data and Analytics |
| Functional Lead, Product Analytics | Amanda Rueda | Interim PM, Product Intelligence |
| Functional Lead, Fulfillment | Justin Farris | Group Manager, Product - Fulfillment |
| Functional Lead, Sales Systems | Jack Brennan | Director Sales Systems |
| Functional Lead, Product Intelligence | Nicolas Dular | Engineering Manager, Product Intelligence |
| Functional Lead, Product Usage | Sushma Nalamaru | Senior Data Engineer |
| Member | Jim Petr | Business Systems Engineer |
| Member | Jake Bielecki | Senior Director, Sales Strategy & Analytics |
| Member | Caitlin Ankney | Customer Success Operations Analyst |
| Member | Melia Vilain | Manager, Sales Analytics |
| Member | Brandon Butterfield | Customer Success Operations Analytics Analyst |
| Member | Justin Stark | Staff Data Engineer |
| Member | Michael Arntz | Customer Success Strategy Manager |
Meetings
Meeting notes are logged in the Weekly Meeting Notes.
Working Group Closure
- We’ve acheived our original exit criteria
- We’ve built a reliabile working model between Customer Success, Product & Engineering, and the Data team. We no longer need a formal working group to maintain progress
- Work on this initiative will continue via the top 12 inititiaves
Last modified January 29, 2024: fix: Fix links to the "Working Groups" directory and the "Organizational Structure" page. (
c556f941)
