The Blog.

Sales OKRs are NOT about sales targets

It is said that sales “lives by the number”. That number is usually some variation of revenue (bookings, billings, MRR, ARR…). The problem is that this number, as Jeff Bezos puts it, is an output variable, something that is an outcome of various inputs that we can control. So, the question is – what can we do to hit or even overdeliver on sales targets?
June 9, 2019

One objective to rule them all; or how to kill it with OKRs

At the beginning of each quarter, the very first OKR I define for myself is a meta-objective: Kill it with OKRs. I’ve shared this practice with numerous people, and many think that this is some dogfooding exercise – us being the OKR Platform vendor. But, no – it’s not that. As a CEO, I think that my first and foremost responsibility is to enable the team to do great work and company to be successful. There is no better proxy for such a fuzzy idea than an OKR to make sure everyone kills it with their OKRs.
April 8, 2019

Outcomes over Output; or why OKRs are here to stay

OKRs are a white-hot topic at the moment. The management methodology which took roots in technology companies of Silicon Valley is now being implemented by banks, cities, corporates; small startups and world’s largest enterprises equally. While there is undeniable hype around OKRs, some are wondering if the whole thing is not just a fad.
April 4, 2019

The power of passive-aggressive OKRs 😏

At the start of each quarter, one of the things I enjoy the most is setting passive-aggressive OKRs. Yeah, I am a lot of fun to work with. In general, I think people underestimate the potential of fringe management approaches such as embracing awkwardness or practicing the art of passive-aggressiveness – but, that’s a whole another post.
February 19, 2019

OKR example: Software development

OKRs are simple, but not easy. The main problem people have when defining their OKRs is switching from an output (what I need to do) to an outcome (what I need to achieve) mindset. This is particularly true in functions such as software development, where releasing features [on time] and fixing bugs has traditionally been the only way to drive and measure performance.
February 18, 2019

The Relevant Organisation

What is relevance? Yuval Noah Harari’s latest book, 21 lessons for the 21st Century is a great quick read. Describing how new technologies are impacting labour markets, Harari identifies a new threat to workers everywhere: irrelevance.
February 4, 2019

OKRs are about the struggle. Embrace it.

At Gtmhub, we’ve been doing OKRs for over 3 years now (duh!). We help a lot of our customers with advice and experience – so, one would think that we never struggle with OKRs. And, one would be wrong. Today during our weekly OKRs retrospective meeting we started a discussion about this particular objective.
October 30, 2018
ROI from OKRs - Measure Blog Visual

ROI from OKRs - Measure!

In this blog series, we will be looking at the potential return on investment from implementing Objectives and Key Results (OKRs). Across 5 articles we will look a how the different characteristics of OKRs drive return on investment (ROI). In this second article, we will review how measurement drives performance.
October 22, 2018
OKRs ROI

ROI from OKRs and Stretch!

In this blog series, we will be looking at the potential return on investment from implementing Objectives and Key Results (OKRs). Across 5 articles we will look a how the different characteristics of OKRs drive return on investment (ROI). In this first article, we will review how stretch goals drive performance.
September 24, 2018

Product Discovery is key after teams adopt OKRs

This is a guest blog from Jeff Gothelf, Author of Lean UX and Sense & Respond. While there is no shortage of resources on product discovery, here’s a quick list of first steps once your OKRs are confirmed: Gather the team — product, design, engineering at the very least — and present the quarter’s OKRs to the team with rationale of how they ladder up to the corporate goals.
August 6, 2018

Why and when it's OK to have tasks as OKR?

Coming up with OKRs, in the beginning, is often hard. OKRs make a ton of sense when someone else tells you about them, but many will have a writer’s block when creating their own OKR for the first time. One of the most common dilemmas is – can Objectives and Key Results contain tasks?
May 27, 2018

Sport and OKRs

The OKR methodology is as perfectly suited to develop a successful outcome in sport as it is in setting and attaining seemingly out of reach business goals. by Mark Richard of Auxin Services, a provider of services to help companies drive performance, including support to set and manage OKRs
April 6, 2018

Bonuses and OKRs at Gtmhub

When introducing OKRs, businesses often wonder how do they fit in performance appraisals or bonus schemas. Every organization will have its own take and in this post, I am going to share how we are doing this at Gtmhub. No individual bonuses We are a relatively small business, so this works well for us.
April 4, 2018
exercising

The Health Problem

According the WHO, obesity has tripled since 1975. 39% of people aged 18 or over are overweight or obese. These are global numbers; in the US, UK, China, and other places, the numbers are much higher. On the other hand, it is well known that weight loss and improved fitness are attainable by eating better, and exercising more.
March 13, 2018

Annual vs Quarterly OKRs

A common question we get is – should we set annual OKRs or quarterly OKRs? In this post, I am going to describe what we have found to work best in practice. Have OKRs follow your planning cadence? The simplest answer is that your OKRs should be set at the same interval for which you plan.
March 6, 2018

Top 5 myths about OKRs

Most organizations will fail with OKRs on their first attempt. The actual reasons differ, but quite often it’s the gap between expectations and reality. In this post, I am going to list the top 5 myths which set unreasonable expectations when it comes to Objectives & Key Results methodology.
February 13, 2018

How to restart your OKRs when they fail miserably?

Objectives & Key Results (OKRs) are a great management methodology, but implementing them is notoriously hard. Very sizeable percentage of companies that decide to implement OKRs will fail within first 6 months. At this point, organizations will face a fork in the road: abandon OKRs or try to restart the effort and avoid the problems encountered the first time around.
January 26, 2018
Math board view

How to OKR: Why objective should be qualitative?

I’ve just had a conversation with a fellow agile enthusiast and a question popped up. Namely, is “Increase new sales by 50%” a good objective? The theory or best practices say that objective should be qualitative (no numbers), and key results should be quantitative (numbers). I also happen to think that in practice this works best, and here is 5 reasons why.
December 22, 2017

MRR or Monthly Recurring Revenue

What is MRR? MRR or Monthly Recurring Revenue is a KPI specific for SaaS (Software as a Service) businesses. In SaaS business model, customers pay regular (typically monthly) subscription for a software, as opposed buying it at once. MRR may seem deceptively simple as a KPI, but there are many nuances to it that we will cover in this post.
October 5, 2017