AMA: Databricks Director - Sales Strategy & Operations, Ken Liu on Revenue Ops KPIs
March 13 @ 10:00AM PST
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Databricks Director - Sales Strategy & Operations, Ken Liu on Revenue Ops KPIs
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Ken Liu
Databricks Director - Sales Strategy & Operations • March 13
Since what constitutes a good OKR is contextual by org, I'll share guiding principles I use to develop strong rev ops OKRs: 1. Align OKRS directly/indirectly to the company's top priorities 2. Vet OKRs with key stakeholders in the org 3. Define OKRs with key results that are easily understo......Read More
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Ken Liu
Databricks Director - Sales Strategy & Operations • March 13
Here are some red flags for KPis that you are asked to own: * There is not support for the KPI * The KPI definition is not clear and well defined * The levers for achieving the KPI are unclear 1. Lack of Support - adoption of KPIs and achieving their targets is extremely difficult i......Read More
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Ken Liu
Databricks Director - Sales Strategy & Operations • March 13
Here are some pitfalls I've seen when defining rev ops KPIs: 1. Focusing on just lagging indicators 2. Missing KPIs that cover the entire GTM market team 3. Focusing on generic leading indicators Lagging Indicators - in rev ops its natural to think about the number of contracts sold and ......Read More
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Ken Liu
Databricks Director - Sales Strategy & Operations • March 13
When developing successful OKRs that maximize impact and have greatest impact, I recommend two rules: 1. Develop OKRs that directly or indirectly align with your company's topmost business priorities 2. Keep the same OKRs throughout the year and have quarterly targets rather Align OKRs......Read More
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Ken Liu
Databricks Director - Sales Strategy & Operations • March 13
It's rare that you are the first company to set KPIs when entering a new market. Here are some best practices I've used to set realistic KPI goals when I helped advise clients at Google measure the efficacy of their marketing campaigns when they first entered a new market: 1. Benchmark - look......Read More
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