What metrics or OKRs are associated with Outbound Product Management teams look at to define success?

It's tricky to define OKRs for Outbound Product Managers because traditionally we are not directly responsible for the launch of products/features but strategically sit to influence what features/products get built and work on advocacy of what is built.

We agreed on 3 OKRs for Outbound Product Management

1. Enablement and Adoption - It is crucial to enable customer-facing teams - Sales, Implementation, Support and Customers for the success of the Product. So it's about how many videos, how 

2. Revenue - Interact and engage with customers to improve the adoption of products.

3. Strategy - Unify the strategy across internal teams, partners, customers and engineering teams

Outbound product management teams define success through their ability to enable sales, drive adoption, and differentiate the product in the market. Their OKRs and metrics focus on measurable business impact—whether that’s enabling faster sales cycles, capturing new customers, or influencing revenue growth through strategic product positioning.

Here are some examples:

• Sales Enablement Impact

  • Metrics:

    • Win rate against key competitors

    • Sales cycle length reduction

    • Percentage of deals influenced by outbound PM assets (e.g., decks, battle cards, webinars)

  • OKR Example:

    • Objective: Increase win rate against Microsoft by empowering sales teams.

    • Key Results:

      1. Develop competitive playbooks covering top 3 objections within 1 month.

      2. Increase competitive deal win rate by 15% by Q4.

• Market Adoption and Expansion

  • Metrics:

    • New market segments or regions entered

    • Product adoption in strategic accounts or industries

    • Percentage of customers using newly launched features

  • OKR Example:

    • Objective: Drive product adoption in the financial services sector.

    • Key Results:

      1. Partner with marketing to produce 3 industry-specific campaigns.

      2. Secure 5 new logos in financial services by year-end.

• Customer and Partner Engagement

  • Metrics:

    • Number of customer calls, advisory board meetings, or field visits conducted

    • NPS (Net Promoter Score) from sales and customer success teams on outbound PM support

    • Engagement with partner ecosystems (e.g., co-marketing efforts with companies like SlashNext)

  • OKR Example:

    • Objective: Strengthen alignment with top partners.

    • Key Results:

      1. Co-host 2 webinars with partners.

      2. Increase lead volume through partner channels by 20%.

• Go-to-Market Readiness

  • Metrics:

    • Percentage of successful product launches (on-time and with full enablement)

    • Readiness score from sales teams post-launch

    • Training completion rate among sales and customer success teams

  • OKR Example:

    • Objective: Ensure go-to-market teams are ready for the Q1 product release.

    • Key Results:

      1. Deliver training to 100% of sales teams before launch.

      2. Achieve a 90% readiness score in post-launch surveys.

• Competitive Positioning & Differentiation

  • Metrics:

    • Number of new competitive insights shared with sales

    • Improvement in positioning score against key competitors (via win/loss analysis)

    • Feature differentiation score (based on customer surveys)

  • OKR Example:

    • Objective: Elevate competitive positioning in key markets.

    • Key Results:

      1. Develop new battle cards for Microsoft and Proofpoint within 2 weeks.

      2. Improve differentiation score by 10% in Q3 customer surveys.

• Revenue & Pipeline Influence

  • Metrics:

    • ARR (Annual Recurring Revenue) growth from outbound PM-led initiatives

    • Percentage of pipeline tied to outbound-driven campaigns or launches

    • Expansion revenue from existing accounts due to new product features

  • OKR Example:

    • Objective: Drive revenue growth through feature adoption.

    • Key Results:

      1. Increase ARR by 10% through outbound campaigns by Q4.

      2. Contribute to 25% of sales pipeline through outbound efforts.