GTM Product Usage Data

Effective use of Product Usage Data within the go to market motion


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%
Step 2: Deploy Telemetry => 90%
Step 3: Deploy Product Analytics across entire GTM Motion => 40%

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


Meeting notes are logged in the Weekly Meeting Notes.

Working Group Closure

  1. We’ve acheived our original exit criteria
  2. 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
  3. Work on this initiative will continue via the top 12 inititiaves