Proposal: add sales definitions and metrics #385
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added metric definitions; including 'dollar-based net expansion rate' and 'magic number' https://docs.google.com/document/d/19DGt2MuVOgeLn1kz6ibO6i9TNcjxdznxn-Pg3_vv9TA/edit?usp=sharing
added marketing definitions
handbook/marketing/index.md
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| @@ -5,8 +5,8 @@ | |||
| The marketing team holds a weekly meeting to review the topics below. [Internal notes](https://docs.google.com/document/d/1vX3vF6t8HP-7-K9giM85UKEoAhmhy-ifAvbbFDvmKwo/edit#) for each meeting should be maintained by the group (while adhering to the [company-wide communication guidelines](../communication/index.md)) | |||
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| 1. Metrics and performance against team quarterly [OKRs](../../company/okrs/index.md). | |||
| 1. Review of the prior week's initiatives. | |||
| 1. Plan for the coming week, and an update on monthly/quarterly initiatives. | |||
| 2. Review of the prior week's initiatives. | |||
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No need to number these in the raw Markdown. They will show up with the correct numbers when rendered. The benefit of just using 1. is that if you add or remove a step, you don't need to re-number all the others.
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| 1. We can only publicly mention the names of customers who have explicitly agreed to be referenceable. | |||
| - Customers mentioned on [about.sourcegraph.com](https://about.sourcegraph.com/) (by logo and/or case study) are referenceable. | |||
| - If in doubt about whether another customer is referenceable by name, ask in #sales. | |||
| 1. If an organization's contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.) | |||
| 2. If an organization's contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.) | |||
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| 2. If an organization's contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.) | |
| 1. If an organization's contract will start in the future, they are still considered a customer. (This can happen when we agree to have a contract start on the next 1st of the month because that makes life easier for a customer, for example.) |
See https://github.com/sourcegraph/about/pull/385/files#r349858040
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| An open source user is an individual who has created a Sourcegraph account while using the Sourcegraph.com instance. |
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This is confusing because "Open Source User" could also mean a user on a self-hosted Sourcegraph instance using our open-source version.
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Agreed, we need to chat with Adam about this Eric
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| ### Magic Number | ||
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| The Magic Number is the incremental (new) recurring revenue for trailing three months / sales and marketing between the trailing 4 and 6 months. |
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Interesting ROI metric, but I haven't actually seen this in use internally — is it something you're proposing, or ad addition from Adam?
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Unless we actually use this (or will immediately start using it), please remove this because
The handbook documents what we do right now. It doesn’t describe the ideal practices we hope to follow in the future.
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| ## Definitions | |||
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Has this all been approved by Adam, Phu, and Chris?
Proposing to add these definitions and metrics.
Partially based on this research