diff --git a/CODEOWNERS b/CODEOWNERS index 611e787ec1..0cdeb81301 100644 --- a/CODEOWNERS +++ b/CODEOWNERS @@ -121,7 +121,7 @@ go.mod @fleetdm/go #/handbook/company/leadership.md Covered in custom.js /handbook/company/open-positions.yml @ireedy #/handbook/company/product-groups.md Covered in custom.js -#/handbook/company/go-to-market-groups.md Covered in custom.js +#/handbook/company/go-to-market-operations.md Covered in custom.js #/handbook/finance/README.md Covered in custom.js #/handbook/finance/finance.rituals.yml Covered in custom.js #/handbook/people Covered in custom.js diff --git a/handbook/company/communications.md b/handbook/company/communications.md index 8bc820f98a..48fc64b01e 100644 --- a/handbook/company/communications.md +++ b/handbook/company/communications.md @@ -20,7 +20,7 @@ The "[ΒΆ πŸ—£ E-Group weekly [no shadows]](https://docs.google.com/document/d/13 ### Strategy -You can read background about how Fleet reached its positioning and product strategy in ["🎐 Why Fleet?" (private Google doc)](https://docs.google.com/document/d/1E0VU4AcB6UTVRd4JKD45Saxh9Gz-mkO3LnGSTBDLEZo/edit#). You can read about Fleet's Go-To-Market (GTM) strategy on our [Go-To-Market groups page](https://fleetdm.com/handbook/company/go-to-market-groups). +You can read background about how Fleet reached its positioning and product strategy in ["🎐 Why Fleet?" (private Google doc)](https://docs.google.com/document/d/1E0VU4AcB6UTVRd4JKD45Saxh9Gz-mkO3LnGSTBDLEZo/edit#). You can read about Fleet's Go-To-Market (GTM) strategy on our [Go-To-Market ops page](https://fleetdm.com/handbook/company/go-to-market-operations). You can read the [Fleet ideal customer profile (ICP) and core personas doc (confidential)](https://docs.google.com/document/d/1ffsPCS6KGrHQFF7EgRLz1z2mOvtZwMSGyfDezOuOUwc/edit?tab=t.0#heading=h.xbsablobgthj) to understand how we identify our prospects. @@ -43,7 +43,7 @@ Security policies are best when they're alive, in context of how an organization Fleet is successful because of our customers and community, and those relationships are built on [trust](https://fleetdm.com/trust). > **Compliance** -> Community members can request compliance documentation (e.g. Fleet's SOC2 Type 2 report) at https://fleetdm.com/trust. In its current form, our SOC 2 report is intended to be shared only with parties who have signed a non-disclosure agreement (NDA) with Fleet. Internal stakeholders can [download approved documents](https://fleetdm.com/handbook/company/go-to-market-groups#fleets-vendor-collateral) from Google Drive. +> Community members can request compliance documentation (e.g. Fleet's SOC2 Type 2 report) at https://fleetdm.com/trust. In its current form, our SOC 2 report is intended to be shared only with parties who have signed a non-disclosure agreement (NDA) with Fleet. Internal stakeholders can [download approved documents](https://fleetdm.com/handbook/company/go-to-market-operations#fleets-vendor-collateral) from Google Drive. ## Directly responsible individuals (DRIs) @@ -783,7 +783,7 @@ The following stubs are included only to make links backward compatible. Please see πŸ“–[handbook/company/communications#competition](https://fleetdm.com/handbook/company/communications#new-fleeties). ##### Customer support service level agreements (SLAs) -Please see πŸ“–[handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos](https://fleetdm.com/handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos). +Please see πŸ“–[handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos](https://fleetdm.com/handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos). For below, please see πŸ“–[handbook/company/communications#scheduling-a-meeting](https://fleetdm.com/handbook/company/communications#scheduling-a-meeting). ##### Internal meetings diff --git a/handbook/company/go-to-market-groups.md b/handbook/company/go-to-market-operations.md similarity index 87% rename from handbook/company/go-to-market-groups.md rename to handbook/company/go-to-market-operations.md index c7263aac45..c248be4026 100644 --- a/handbook/company/go-to-market-groups.md +++ b/handbook/company/go-to-market-operations.md @@ -1,28 +1,28 @@ -# πŸ¦„ Go-To-Market groups +# πŸš‚ Go-To-Market operations -This page covers the journey from prospect to customer and details what contributors need to know in order to make changes to the Go-To-Market (GTM) [philosophy](https://fleetdm.com/handbook/company/why-this-way#why-dont-we-sell-like-everyone-else), [strategy](https://fleetdm.com/handbook/company/go-to-market-groups#gtm-strategy), and [actions](https://fleetdm.com/handbook/company/go-to-market-groups#warm-up-actions) at Fleet. +This page covers the journey from prospect to customer and details what contributors need to know in order to make changes to the Go-To-Market (GTM) [philosophy](https://fleetdm.com/handbook/company/why-this-way#why-dont-we-sell-like-everyone-else), [strategy](https://fleetdm.com/handbook/company/go-to-market-operations#gtm-strategy), and [actions](https://fleetdm.com/handbook/company/go-to-market-operations#warm-up-actions) at Fleet. -## Why cross-functional GTM groups? +## Cross-functional GTM processes When communicating with future or current customers, hand-offs [between departments](https://fleetdm.com/handbook/company#org-chart), contributors, or external organizations can negatively effect the "Return On Investment" (ROI) for Fleet, our customers, and our friends in the community. Cross-functional GTM groups minimize hand-offs between internal and external stakeholders and maximize iteration and efficiency in the way we engage with the market. -> Use this "πŸ¦„ Go-To-Market groups" page to write down philosophies and show how the different pieces of the GTM process fit together. -> Use the dedicated departmental handbook pages for [🫧 Marketing](https://fleetdm.com/handbook/marketing), 🌐 [IT](https://fleetdm.com/handbook/it), [πŸ‹ Sales](https://fleetdm.com/handbook/sales), [🌦️ Customer Success](https://fleetdm.com/handbook/customer-success), and [πŸ’Έ Finance](https://fleetdm.com/handbook/finance) to keep track of specific responsibilities and recurring rituals designed to be read and used within those departments. +> Use this "πŸš‚ Go-To-Market operations" page to write down philosophies and show how the different pieces of the GTM process fit together. +> Use the dedicated departmental handbook pages for [🫧 Marketing](https://fleetdm.com/handbook/marketing), πŸ’» [IT](https://fleetdm.com/handbook/it), [πŸ‹ Sales](https://fleetdm.com/handbook/sales), [🌦️ Customer Success](https://fleetdm.com/handbook/customer-success), and [πŸ’Έ Finance](https://fleetdm.com/handbook/finance) to keep track of specific responsibilities and recurring rituals designed to be read and used within those departments. -## Current GTM groups +## Current GTM motions | GTM group | Goal | |:-------------------------------------|:------------------------------------| -| [πŸ¦„Unicorns](https://fleetdm.com/handbook/company/go-to-market-groups#unicorns-group) | Provide the best possible customer experience for organizations with 700+ hosts. -| [🌐Buy online](https://fleetdm.com/handbook/company/go-to-market-groups#buy-online-group) | Provide the best possible customer experience for organizations and contributors with less than 700 hosts that prefer a more self-service experience. +| [🀝Enterprise](https://fleetdm.com/handbook/company/go-to-market-operations#enterprise) | Provide the best possible customer experience for organizations with 700+ hosts. +| [🌐Buy online](https://fleetdm.com/handbook/company/go-to-market-operations#buy-online) | Provide the best possible customer experience for organizations and contributors with less than 700 hosts that prefer a more self-service experience. -### πŸ¦„ Unicorns group +### 🀝Enterprise -The goal of the πŸ¦„ Unicorns group is to provide the best possible customer experience for organizations with 700+ hosts. +The goal of the 🀝Enterprise group is to provide the best possible customer experience for organizations with 700+ hosts. | Responsibility | Human(s) | |:----------------------------------|:--------------------------| @@ -35,21 +35,16 @@ The goal of the πŸ¦„ Unicorns group is to provide the best possible customer exp | Customer Success Manager (CSM) | [Jason Lewis](https://www.linkedin.com/in/jlewis0451/) _([@patagonia121](https://github.com/patagonia121))_
[Michael Pinto](https://www.linkedin.com/in/michael-pinto-a06b4515a/) _([@pintomi1989](https://github.com/pintomi1989)_)
[Joshua Roskos](https://www.linkedin.com/in/jroskos/) _([@kc9wwh](https://github.com/kc9wwh))_
[Raiven Williams](https://www.linkedin.com/in/raivenwilliams/) _([@bettapizza](https://github.com/bettapizza))_ | Customer Support Engineer (CSE) | _See [Customer_Success](https://fleetdm.com/handbook/customer-success)_ -> The [Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR), [kanban release board](https://github.com/fleetdm/confidential/issues#workspaces/g-unicorns-67b0e98321bc780010a6e78e/board), and [GitHub label](https://github.com/fleetdm/confidential/labels/%23g-unicorns) for this GTM group is `#g-unicorns`. +> The [Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR), [kanban release board](https://github.com/orgs/fleetdm/projects/81/views/1), and [GitHub label](https://github.com/fleetdm/confidential/labels/%3Ahelp-gtm-ops) for this GTM group is `:help-gtm-ops`. -### 🌐 Buy online group +### 🌐 Buy online The goal of the 🌐 Buy online group is to provide the best possible customer experience for organizations and contributors with less than 700 hosts that prefer a more self-service experience. | Responsibility | Human(s) | |:----------------------------------|:--------------------------| -| Revenue DRI | [Sam Pfluger](https://www.linkedin.com/in/sampfluger88/) _([@sampfluger88](https://github.com/sampfluger88))_ -| Pipeline DRI | [Mike Thomas](https://www.linkedin.com/in/mike-thomas-52277938) _([@mike-j-thomas](https://github.com/mike-j-thomas))_ -| Customer Success DRI | [Kathy Satterlee](https://www.linkedin.com/in/ksatter/) _([@ksatter](https://github.com/ksatter))_ -| Customer Support Engineer (CSE) | [Kathy Satterlee](https://www.linkedin.com/in/ksatter/) _([@ksatter](https://github.com/ksatter))_
[Mason Buettner](https://www.linkedin.com/in/mason-buettner-b72959175/) _([@mason-buettner](https://github.com/mason-buettner))_ - -> The [Slack channel](https://fleetdm.slack.com/archives/C08C7ML9QKX), [kanban release board](https://github.com/orgs/fleetdm/projects/65), and [GitHub label](https://github.com/fleetdm/fleet/labels/%23g-buy-online) for this GTM group is `#g-buy-online`. +| DRI | [Sam Pfluger](https://www.linkedin.com/in/sampfluger88/) _([@sampfluger88](https://github.com/sampfluger88))_ ## Customer support service level objectives (SLOs) @@ -81,13 +76,13 @@ The goal of the 🌐 Buy online group is to provide the best possible customer e ## GTM strategy At Fleet, our GTM strategy consists of: -- [Outreach](https://fleetdm.com/handbook/company/go-to-market-groups#gtm-outreach) -- [Processing intent signals](https://fleetdm.com/handbook/company/go-to-market-groups#processing-intent-signals) -- [Research](https://fleetdm.com/handbook/company/go-to-market-groups#research) -- [Warm-up actions](https://fleetdm.com/handbook/company/go-to-market-groups#warm-up-actions) +- [Outreach](https://fleetdm.com/handbook/company/go-to-market-operations#gtm-outreach) +- [Processing intent signals](https://fleetdm.com/handbook/company/go-to-market-operations#processing-intent-signals) +- [Research](https://fleetdm.com/handbook/company/go-to-market-operations#research) +- [Warm-up actions](https://fleetdm.com/handbook/company/go-to-market-operations#warm-up-actions) - [Executive Messaging Framework - Communicating the value of Fleet to the CIO and his direct team](https://docs.google.com/document/d/17u8z_aeZiatOBzcMfRtYewxMWZjRt-UKc0gQftcg7XM/edit?tab=t.0) (private Google doc) -- [Proof of Value (POV)](https://fleetdm.com/handbook/company/go-to-market-groups#proof-of-value-pov) -- [Signatures](https://fleetdm.com/handbook/company/go-to-market-groups#signatures) +- [Proof of Value (POV)](https://fleetdm.com/handbook/company/go-to-market-operations#proof-of-value-pov) +- [Signatures](https://fleetdm.com/handbook/company/go-to-market-operations#signatures) ### Competition @@ -99,8 +94,6 @@ We track competitors' capabilities and adjacent (or commonly integrated) product > Due to legislation by the U.S. Department of Commerce, we are unable to initiate business with [certain countries and territories including specific U.S. sanction programs.](https://ofac.treasury.gov/sanctions-programs-and-country-information) - - ## GTM outreach Go-To-Market (GTM) strategy at Fleet is [always evolving](https://handbook.gitlab.com/handbook/values/#everything-is-in-draft), but the [philosophy behind the strategy](https://fleetdm.com/handbook/company/why-this-way#why-dont-we-sell-like-everyone-else) remains consistent. @@ -130,7 +123,7 @@ The goal is not perfect attribution or rigid process. The goal is to: ### Programs -Fleet's community programs are rooted in several areas created to nurture communication between all current and future Fleet users through [events](https://fleetdm.com/handbook/company/go-to-market-groups#events), community support, [social media](https://fleetdm.com/handbook/company/go-to-market-groups#social-media), [ads](https://fleetdm.com/handbook/company/go-to-market-groups#ads), [video](https://fleetdm.com/handbook/company/go-to-market-groups#video), and articles. +Fleet's community programs are rooted in several areas created to nurture communication between all current and future Fleet users through [events](https://fleetdm.com/handbook/company/go-to-market-operations#events), community support, [social media](https://fleetdm.com/handbook/company/go-to-market-operations#social-media), [ads](https://fleetdm.com/handbook/company/go-to-market-operations#ads), [video](https://fleetdm.com/handbook/company/go-to-market-operations#video), and articles. #### Social media @@ -208,7 +201,7 @@ When processing intent signals, prioritize accounts in the following order: ## Research -ADRs research accounts to ensure there's a practical need Fleet can solve before we attempt to reach out. By doing the groundwork of validating account data and gauging initial intent, we can ensure the organizations that we reach out to [benefit from deeper discussions](https://fleetdm.com/handbook/company/go-to-market-groups#proof-of-value-pov) around making Fleet a practical solution. +ADRs research accounts to ensure there's a practical need Fleet can solve before we attempt to reach out. By doing the groundwork of validating account data and gauging initial intent, we can ensure the organizations that we reach out to [benefit from deeper discussions](https://fleetdm.com/handbook/company/go-to-market-operations#proof-of-value-pov) around making Fleet a practical solution. ## Warm-up actions @@ -272,7 +265,7 @@ Use the following steps to send Fleet's vendor collateral to a prospect or custo > πŸ§‘β€πŸš€ Attention Fleeties: > -> Can't find what you're looking for in Google Drive? 🧐 Reach out in the [πŸ¦„ #g-unicorns Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR) for help. Any collateral documents (e.g. SOC2, Pen test, etc.) you send to a prospect or customer should be downloaded from the [πŸ—ƒοΈ Vendor collateral folder](https://drive.google.com/drive/folders/18_Q7Q9Qwu7a8uFyHIS9QZo7iVA0B9YED?usp=drive_link) in Google Drive. If it's not in the "πŸ—ƒοΈ Vendor collateral folder", it's not ready to be sent out. +> Can't find what you're looking for in Google Drive? 🧐 Reach out in the [πŸš‚ :help-gtm-ops Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR) for help. Any collateral documents (e.g. SOC2, Pen test, etc.) you send to a prospect or customer should be downloaded from the [πŸ—ƒοΈ Vendor collateral folder](https://drive.google.com/drive/folders/18_Q7Q9Qwu7a8uFyHIS9QZo7iVA0B9YED?usp=drive_link) in Google Drive. If it's not in the "πŸ—ƒοΈ Vendor collateral folder", it's not ready to be sent out. ### Vendor questionnaires @@ -282,4 +275,4 @@ Occasionally, prospective customers will ask us to complete a questionnaire. In - + diff --git a/handbook/company/open-positions.yml b/handbook/company/open-positions.yml index 9dc0456a71..79b2e696d8 100644 --- a/handbook/company/open-positions.yml +++ b/handbook/company/open-positions.yml @@ -1,8 +1,8 @@ # Example Open position entry: # - jobTitle: -# department: -# hiringManagerName: -# hiringManagerLinkedInUrl: +# department: +# hiringManagerName: +# hiringManagerLinkedInUrl: # hiringManagerGithubUsername: # onTargetEarnings: (Optional) A range of on target earnings for this role. If provided, this will replace the default range ('$48,000 - $480,000') on the page for this position. # responsibilities: | @@ -10,7 +10,7 @@ # experience: | # Add markdown content to this field. ################################################ -# +# # - jobTitle: πŸš€ Customer Support Engineer # department: Sales # hiringManagerName: Zay Hanlon @@ -18,174 +18,200 @@ # hiringManagerLinkedInUrl: https://www.linkedin.com/in/zayhanlon/ # onTargetEarnings: '$75,000 - $150,000' # responsibilities: | -# - πŸ‹πŸ» Train under our customer support and engineering team to learn the ins and outs of Fleet, frequently asked customer questions, develop an understanding of our troubleshooting guide, and learn how to search through documentation and Fleet repo. -# - πŸš€ Deploy Fleet on your own to better understand the customer experience and how the product works. +# - πŸ‹πŸ» Train under our customer support and engineering team to learn the ins and outs of Fleet, frequently asked customer questions, develop an understanding of our troubleshooting guide, and learn how to search through documentation and Fleet repo. +# - πŸš€ Deploy Fleet on your own to better understand the customer experience and how the product works. # - ⏫ Work hand-in-hand with the customer success team by participating in calls with customers to discuss any support issues they may have. # - πŸ₯‡ Be the first line of defense in customer Slack channels for any reported problems, how-to questions, feature request intake, and bug report filling. # - 🎯 Strong attention to detail and can act as an encyclopedia of knowledge about how Fleet works - our customers represent a wide range of needs across many different use cases. Be adaptable to learning new things quickly and then share this knowledge with others. # - πŸ’‘ Excellent communication and collaboration skills, with the ability to work closely with customer success, engineering, and product teams. # - πŸ‘₯ A customer-centric mindset, focusing on delivering value and a positive user experience. # experience: | -# - πŸ¦‰ Experience: 2-3 years of work experience supporting Windows, Linux, or MacOS devices and MDM solutions like Jamf, Kandji, InTune, WS1, etc. Experience with AWS, SQL, Redis, Terraform, and osquery. +# - πŸ¦‰ Experience: 2-3 years of work experience supporting Windows, Linux, or MacOS devices and MDM solutions like Jamf, Kandji, InTune, WS1, etc. Experience with AWS, SQL, Redis, Terraform, and osquery. # - πŸ› οΈ Communication: You are outgoing, customer-facing, and enjoy problem-solving while assisting external stakeholders. # - 🟣 Openness: You are flexible and open to new ideas and ways of working. # - πŸ’­ Required: IT background, experience with device management solutions like Fleet, Intune, Jamf Pro, Workspace One, etc. # - πŸ’– An excellent understanding of macOS, Windows, Linux core services like Autopilot, ABM/ASM, MDM, ADE, APNs, syslog, etc. -# - ✍️ Familiarity with SQLite, shell scripting, Python, Powershell, and using the terminal to execute commands or run scripts is a bonus. +# - ✍️ Familiarity with SQLite, shell scripting, Python, Powershell, and using the terminal to execute commands or run scripts is a bonus. # - πŸ§‘β€πŸ”¬ Experience working with enterprise customers to help resolve complex technical issues. - -#- jobTitle: πŸ‹ Enterprise Customer Success Manager - # department: Customers - #hiringManagerName: Zay Hanlon - #hiringManagerGithubUsername: zayhanlon - #hiringManagerLinkedInUrl: https://www.linkedin.com/in/zayhanlon/ - #onTargetEarnings: '$130,000 - $160,000' - #responsibilities: | - #- ⏫ Own post-sales relationships with a portfolio of our customers and be responsible for advocating for their desired outcomes. - #- πŸ“£ Manage multiple Enterprise customer deployments and escalations simultaneously. - #- 🌑️ Work as a projcct manager alongside the customer and internal teams to establish an onboarding plan and define success criteria for new customers. - #- πŸͺ΄ Promote product adoption, referencability, and customer advocacy with key customer stakeholders. - #- πŸ•΄οΈ Utilize systems and tools to analyze pipeline and opportunity data for renewals and expansions, and keep all information up to date for leadership reporting. - #- πŸš€ Work collaboratively with product and engineering teams to facilitate feature development based on customer asks. - #- πŸ“ˆ Proactively engage with customers to identify potential health risk indicators and remove blockers to success and retention. - #- πŸ’‘ Excellent time management, communication and collaboration skills, with the ability to partner with various stakeholders to ensure customer key objectives for migration are top of mind. - #- πŸ§ͺ Extensive experience with Slack, Salesforce, Google Suite, and GitHub. - #experience: | - # - πŸ’­ Customer success management background supporting solutions IT/MDM solutions like Fleet, Intune, Workspace One, etc. - # - πŸ’– You know how to manage your time and priorities between customer escalations, customer renewals and expansions, and other day-to-day responsibilities. - # - ✍🏽 You have the ability to effectively influence key stakeholders, from senior executives to day-to-day engineering contacts, and drive Fleet's value with them. - # - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. - # - πŸ§‘β€πŸ”¬ Experience working with Enterprise customers to coordinate resolution of complex technical issues and project manage intricate deployment initiatives. - # - 🀝 Collaboration: You work best in a team-based environment. You are decisive with the ability to shift gears between thinking and doing. - # - πŸ¦‰ 5+ years of work experience managing relationships with enterprise customers in the device management space. Experience with executing and tracking results tied to customer escalations, customer renewals, and customer expansion opportunities. - # - πŸ› οΈ You are outgoing, enjoy being customer facing, and have a passion for problem solving while assisting external stakeholders. - # - βž• Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines and open source projects. Experience working with IT, SRE, CPE, or SecOps teams. +- jobTitle: πŸ‹ Enterprise Customer Success Manager + department: Customers + hiringManagerName: Zay Hanlon + hiringManagerGithubUsername: zayhanlon + hiringManagerLinkedInUrl: https://www.linkedin.com/in/zayhanlon/ + onTargetEarnings: "$130,000 - $160,000" + responsibilities: | + - ⏫ Own post-sales relationships with a portfolio of our customers and be responsible for advocating for their desired outcomes. + - πŸ“£ Manage multiple Enterprise customer deployments and escalations simultaneously. + - 🌑️ Work as a projcct manager alongside the customer and internal teams to establish an onboarding plan and define success criteria for new customers. + - πŸͺ΄ Promote product adoption, referencability, and customer advocacy with key customer stakeholders. + - πŸ•΄οΈ Utilize systems and tools to analyze pipeline and opportunity data for renewals and expansions, and keep all information up to date for leadership reporting. + - πŸš€ Work collaboratively with product and engineering teams to facilitate feature development based on customer asks. + - πŸ“ˆ Proactively engage with customers to identify potential health risk indicators and remove blockers to success and retention. + - πŸ’‘ Excellent time management, communication and collaboration skills, with the ability to partner with various stakeholders to ensure customer key objectives for migration are top of mind. + - πŸ§ͺ Extensive experience with Slack, Salesforce, Google Suite, and GitHub. + experience: | + - πŸ’­ Customer success management background supporting solutions IT/MDM solutions like Fleet, Intune, Workspace One, etc. + - πŸ’– You know how to manage your time and priorities between customer escalations, customer renewals and expansions, and other day-to-day responsibilities. + - ✍🏽 You have the ability to effectively influence key stakeholders, from senior executives to day-to-day engineering contacts, and drive Fleet's value with them. + - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. + - πŸ§‘β€πŸ”¬ Experience working with Enterprise customers to coordinate resolution of complex technical issues and project manage intricate deployment initiatives. + - 🀝 Collaboration: You work best in a team-based environment. You are decisive with the ability to shift gears between thinking and doing. + - πŸ¦‰ 5+ years of work experience managing relationships with enterprise customers in the device management space. Experience with executing and tracking results tied to customer escalations, customer renewals, and customer expansion opportunities. + - πŸ› οΈ You are outgoing, enjoy being customer facing, and have a passion for problem solving while assisting external stakeholders. + - βž• Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines and open source projects. Experience working with IT, SRE, CPE, or SecOps teams. - jobTitle: πŸš€ Software Engineer department: Engineering hiringManagerName: Luke Heath hiringManagerGithubUsername: LukeHeath hiringManagerLinkedInUrl: https://www.linkedin.com/in/lukeheath/ - onTargetEarnings: '$80,000 - $225,000+' + onTargetEarnings: "$80,000 - $225,000+" responsibilities: | - - πŸ§‘β€πŸ”¬ Design, develop, test, and maintain a state-of-the-art Golang application that includes robust APIs to support mobile and desktop clients. - - πŸ›  Write code and tests, build prototypes, resolve issues, and profile and analyze bottlenecks. - - πŸ’­ Manage and optimize scalable distributed systems in the cloud. - - 🀝 Collaborate closely with product managers to understand requirements and translate them into actionable specifications. - - πŸš€ Actively participate in all engineering scrum meetings, including sprint planning, daily standups, sprint demos, sprint retrospectives, and estimation sessions. - - 🌟 Contribute to the overall success of your [product group](https://fleetdm.com/handbook/company/product-groups#current-product-groups) by ensuring users receive valuable new features . + - πŸ§‘β€πŸ”¬ Design, develop, test, and maintain a state-of-the-art Golang application that includes robust APIs to support mobile and desktop clients. + - πŸ›  Write code and tests, build prototypes, resolve issues, and profile and analyze bottlenecks. + - πŸ’­ Manage and optimize scalable distributed systems in the cloud. + - 🀝 Collaborate closely with product managers to understand requirements and translate them into actionable specifications. + - πŸš€ Actively participate in all engineering scrum meetings, including sprint planning, daily standups, sprint demos, sprint retrospectives, and estimation sessions. + - 🌟 Contribute to the overall success of your [product group](https://fleetdm.com/handbook/company/product-groups#current-product-groups) by ensuring users receive valuable new features . experience: | - - πŸ’­ 3-5 years of experience in backend/SaaS development. - - πŸ¦‰ Proficient in backend development. You practice OOP design and are comfortable in a lean software development environment. - - πŸ¦‰ Translate requirements into well-designed and functional software. - - 🀝 Communicate regularly with stakeholders, project managers, quality assurance teams, and other developers regarding progress on long-term technology roadmap. - - πŸ§ͺ Collaborate with QA team for testing software features. - - πŸƒβ€β™‚οΈ Familiarity with agile development processes and scrum methodologies. - - πŸ› οΈ Produce quality code, raising the bar for team performance and speed. - - πŸ“– Mentor junior team members. - - 🀝 Collaboration: You work best in a participatory, team-based environment. - - πŸš€ Prototype-first: You embrace speed and failure as we iterate towards the right solution. You have hands-on experience in creating low and high-fidelity prototypes. You’re comfortable accepting suboptimal designs in favor of iteration. - - 🧬 Simplicity: You love complex questions and use your work to simplify that complexity for users. - - πŸ› οΈ Technical: You understand the software development processes. You understand that software quality matters. - - 🟣 Openness: You are flexible and open to new ideas and ways of working. - - βž• Bonus: Cybersecurity or IT background. - + - πŸ’­ 3-5 years of experience in backend/SaaS development. + - πŸ¦‰ Proficient in backend development. You practice OOP design and are comfortable in a lean software development environment. + - πŸ¦‰ Translate requirements into well-designed and functional software. + - 🀝 Communicate regularly with stakeholders, project managers, quality assurance teams, and other developers regarding progress on long-term technology roadmap. + - πŸ§ͺ Collaborate with QA team for testing software features. + - πŸƒβ€β™‚οΈ Familiarity with agile development processes and scrum methodologies. + - πŸ› οΈ Produce quality code, raising the bar for team performance and speed. + - πŸ“– Mentor junior team members. + - 🀝 Collaboration: You work best in a participatory, team-based environment. + - πŸš€ Prototype-first: You embrace speed and failure as we iterate towards the right solution. You have hands-on experience in creating low and high-fidelity prototypes. You’re comfortable accepting suboptimal designs in favor of iteration. + - 🧬 Simplicity: You love complex questions and use your work to simplify that complexity for users. + - πŸ› οΈ Technical: You understand the software development processes. You understand that software quality matters. + - 🟣 Openness: You are flexible and open to new ideas and ways of working. + - βž• Bonus: Cybersecurity or IT background. #- jobTitle: 🌐 Solutions Consultant - # department: IT & Enablement - # hiringManagerName: Allen Houchins - # hiringManagerLinkedInUrl: https://www.linkedin.com/in/allenhouchins/ - # hiringManagerGithubUsername: allenhouchins - # onTargetEarnings: '$135,000 - $175,000' - # responsibilities: | - # - ⏫ Work hand-in-hand with the Sales team by participating in calls with potential customers to show them a demonstration of Fleet in action. - # - πŸ“– You’ll provide commentary, detailed technical explanations, examples from your experience, and answer customer questions based on your experience managing Apple, Windows, and Linux devices with MDM and other tools (osquery). - # - πŸƒβ€β™‚οΈ Provide internal technical training, and participate in sales enablement activities to ensure our team is prepared to explain how Fleet works, where we fit in the Security and IT ecosystem, and how we can solve problems with our customers. - # experience: | - # - πŸ¦‰ 3+ years of experience in a technical sales role (Solutions Consultant, Sales Engineer, Solutions Architect, Technical Account Manager, etc) in the device management or cybersecurity space. - # - πŸ§‘β€πŸ”¬ Experience working with Enterprise customers to help resolve complex technical issues. - # - πŸ’­ Cybersecurity or IT background, experience with device management solutions like Fleet, Intune, Jamf Pro, Workspace One, etc. in addition to EDR platforms like Crowdstrike, SentinelOne, CarbonBlack, etc. - # - βž• Familiarity with GitOps workflows and steps to contribute code in open source projects. - # - πŸ› οΈ Has deployed infrastructure via some form of CI tooling to at least one of the big cloud platforms and lived to tell the tale. - # - πŸ’– An excellent understanding of macOS, Windows, Linux and core services like Autopilot, ABM/ASM, MDM, ADE, APNs, syslog, etc. - # - ✍️ Familiarity with SQLite, shell scripting, Python, Powershell, and using Terminal to execute commands or run scripts. - # - 🎯 Strong attention to detail and can act as an encyclopedia of knowledge about how Fleet works - our potential customers represent a wide range of needs across many different use cases. Be adaptable to learning new things quickly and then share this knowledge with others. - # - πŸ’‘ Excellent communication and collaboration skills, with the ability to work closely with sales, engineering, and product teams. - # - 🌐 Coordinate with our Customer Success team to assist with any technical questions during renewal discussions. You’ll be a resource for existing customers too. - # - πŸ‘₯ A customer-centric mindset, focusing on delivering value and a positive user experience. - # - 🀝 Collaboration: You work best in a participatory, team-based environment. - # - 🟣 Openness: You are flexible and open to new ideas and ways of working. - # - βž• Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines/Torq, and open source tools. Experience working alongside IT, SRE, CPE, or SecOps teams. - - +# department: IT & Enablement +# hiringManagerName: Allen Houchins +# hiringManagerLinkedInUrl: https://www.linkedin.com/in/allenhouchins/ +# hiringManagerGithubUsername: allenhouchins +# onTargetEarnings: '$135,000 - $175,000' +# responsibilities: | +# - ⏫ Work hand-in-hand with the Sales team by participating in calls with potential customers to show them a demonstration of Fleet in action. +# - πŸ“– You’ll provide commentary, detailed technical explanations, examples from your experience, and answer customer questions based on your experience managing Apple, Windows, and Linux devices with MDM and other tools (osquery). +# - πŸƒβ€β™‚οΈ Provide internal technical training, and participate in sales enablement activities to ensure our team is prepared to explain how Fleet works, where we fit in the Security and IT ecosystem, and how we can solve problems with our customers. +# experience: | +# - πŸ¦‰ 3+ years of experience in a technical sales role (Solutions Consultant, Sales Engineer, Solutions Architect, Technical Account Manager, etc) in the device management or cybersecurity space. +# - πŸ§‘β€πŸ”¬ Experience working with Enterprise customers to help resolve complex technical issues. +# - πŸ’­ Cybersecurity or IT background, experience with device management solutions like Fleet, Intune, Jamf Pro, Workspace One, etc. in addition to EDR platforms like Crowdstrike, SentinelOne, CarbonBlack, etc. +# - βž• Familiarity with GitOps workflows and steps to contribute code in open source projects. +# - πŸ› οΈ Has deployed infrastructure via some form of CI tooling to at least one of the big cloud platforms and lived to tell the tale. +# - πŸ’– An excellent understanding of macOS, Windows, Linux and core services like Autopilot, ABM/ASM, MDM, ADE, APNs, syslog, etc. +# - ✍️ Familiarity with SQLite, shell scripting, Python, Powershell, and using Terminal to execute commands or run scripts. +# - 🎯 Strong attention to detail and can act as an encyclopedia of knowledge about how Fleet works - our potential customers represent a wide range of needs across many different use cases. Be adaptable to learning new things quickly and then share this knowledge with others. +# - πŸ’‘ Excellent communication and collaboration skills, with the ability to work closely with sales, engineering, and product teams. +# - 🌐 Coordinate with our Customer Success team to assist with any technical questions during renewal discussions. You’ll be a resource for existing customers too. +# - πŸ‘₯ A customer-centric mindset, focusing on delivering value and a positive user experience. +# - 🀝 Collaboration: You work best in a participatory, team-based environment. +# - 🟣 Openness: You are flexible and open to new ideas and ways of working. +# - βž• Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines/Torq, and open source tools. Experience working alongside IT, SRE, CPE, or SecOps teams. #- jobTitle: πŸ‹ Solutions Specialist - # department: Sales - #hiringManagerName: Alex Mitchell - #hiringManagerLinkedInUrl: https://www.linkedin.com/in/alexandercmitchell/ - #hiringManagerGithubUsername: alexmitchelliii - #onTargetEarnings: '$95,000 - $150,000' - #responsibilities: | - # - 🎯 Partner with Sales and Marketing to support campaigns and outreach efforts aimed at growing pipeline and hitting goals. - # - πŸ›©οΈ Connect with customersβ€”online or occasionally in personβ€”to better understand their goals and recommend Fleet solutions that fit. - # - πŸ“ˆ Use available tools and guidance to analyze prospect needs and identify helpful trends or signals. - #- ❔ Follow processes to qualify and progress opportunities to best help prospects solve problems. - #- πŸ“£ Represent Fleet at events, on social media, and in conversations with prospects to build awareness and trust. - #- πŸ–₯️ Help present and demonstrate the value of Fleet’s open-source software to mid-sized organizations, supporting win-win commercial conversations. - #- 🀝 Support and gradually take ownership of the sales process for customers with 300–700 employees, working closely with senior team members as you grow. - #- ⏫ Build and maintain relationships with customers, partnering with Customer Success to spot opportunities for expansion. - #- πŸ•΄οΈ Use Salesforce and other tools to track your work, organize your pipeline, and support team visibility. - #- 🦒 Share customer feedback with Product, Design, and Engineering teams to help improve our product. - #- πŸ§ͺ Contribute to ongoing improvements in our playbooks, handbook, and sales processes. - #- πŸ§‘β€πŸ”¬ Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#go-to-market-groups), and other handbook pages. - # experience: | - # - πŸ–₯️ 2-3 years of IT and/or security experience, ideally with MDM responsibility. - # - πŸ¦‰ 1–2 years of experience in a customer-facing or sales-related role, or strong interest in moving into technical sales. - # - πŸ’¬ Excellent communication skills and the ability to build rapport quickly with both technical and non-technical people. - # - πŸ”§ Strong technical curiosityβ€”you love figuring out how things work and helping others do the same. - # - πŸ’­ Interest or experience with Fleet, osquery, MDM, endpoint security, or working with IT/security teams. - # - πŸ§‘β€πŸ’» Familiarity with tools like Slack, Google Workspace, or CRM systems (like Salesforce) is helpful, but not required. - # - πŸš€ You’re a motivated self-starter, eager to grow your skills in a fast-paced, supportive environment. - # - 🀝 Comfortable talking to a wide range of stakeholders, from engineers to executives. - # - ⏩ Thrive in a complex, fast-paced, results-driven environment with the ability to pivot to organizational changes easily. - # - πŸ’­ You know how to manage your time and priorities between leads, complex sales opportunities, difficult escalations, challenging procurement processes, and other day-to-day responsibilities with the utmost care and organization. - # - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. - # - βž• Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines/Torq, and open source tools. Experience working alongside IT, SRE, CPE, or SecOps teams. +# department: Sales +#hiringManagerName: Alex Mitchell +#hiringManagerLinkedInUrl: https://www.linkedin.com/in/alexandercmitchell/ +#hiringManagerGithubUsername: alexmitchelliii +#onTargetEarnings: '$95,000 - $150,000' +#responsibilities: | +# - 🎯 Partner with Sales and Marketing to support campaigns and outreach efforts aimed at growing pipeline and hitting goals. +# - πŸ›©οΈ Connect with customersβ€”online or occasionally in personβ€”to better understand their goals and recommend Fleet solutions that fit. +# - πŸ“ˆ Use available tools and guidance to analyze prospect needs and identify helpful trends or signals. +#- ❔ Follow processes to qualify and progress opportunities to best help prospects solve problems. +#- πŸ“£ Represent Fleet at events, on social media, and in conversations with prospects to build awareness and trust. +#- πŸ–₯️ Help present and demonstrate the value of Fleet’s open-source software to mid-sized organizations, supporting win-win commercial conversations. +#- 🀝 Support and gradually take ownership of the sales process for customers with 300–700 employees, working closely with senior team members as you grow. +#- ⏫ Build and maintain relationships with customers, partnering with Customer Success to spot opportunities for expansion. +#- πŸ•΄οΈ Use Salesforce and other tools to track your work, organize your pipeline, and support team visibility. +#- 🦒 Share customer feedback with Product, Design, and Engineering teams to help improve our product. +#- πŸ§ͺ Contribute to ongoing improvements in our playbooks, handbook, and sales processes. +#- πŸ§‘β€πŸ”¬ Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions), and other handbook pages. +# experience: | +# - πŸ–₯️ 2-3 years of IT and/or security experience, ideally with MDM responsibility. +# - πŸ¦‰ 1–2 years of experience in a customer-facing or sales-related role, or strong interest in moving into technical sales. +# - πŸ’¬ Excellent communication skills and the ability to build rapport quickly with both technical and non-technical people. +# - πŸ”§ Strong technical curiosityβ€”you love figuring out how things work and helping others do the same. +# - πŸ’­ Interest or experience with Fleet, osquery, MDM, endpoint security, or working with IT/security teams. +# - πŸ§‘β€πŸ’» Familiarity with tools like Slack, Google Workspace, or CRM systems (like Salesforce) is helpful, but not required. +# - πŸš€ You’re a motivated self-starter, eager to grow your skills in a fast-paced, supportive environment. +# - 🀝 Comfortable talking to a wide range of stakeholders, from engineers to executives. +# - ⏩ Thrive in a complex, fast-paced, results-driven environment with the ability to pivot to organizational changes easily. +# - πŸ’­ You know how to manage your time and priorities between leads, complex sales opportunities, difficult escalations, challenging procurement processes, and other day-to-day responsibilities with the utmost care and organization. +# - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. +# - βž• Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines/Torq, and open source tools. Experience working alongside IT, SRE, CPE, or SecOps teams. - jobTitle: πŸ‹ Account Executive department: Sales hiringManagerName: Chaz MacLaughlin hiringManagerLinkedInUrl: https://www.linkedin.com/in/chazmaclaughlin/ hiringManagerGithubUsername: chazmac6 - onTargetEarnings: '$200,000 - $350,000' + onTargetEarnings: "$200,000 - $350,000" responsibilities: | - - πŸ–₯️ Present and demonstrate the value of Fleet's products, services, and upgrades to help current and future customers find win-win commercial agreements. - - 🎯 Direct and participate in prospecting target companies, identifying key decision makers and influencers, leading when assigned/necessary/appropriate to help anticipate market trends and identify new opportunities for growth. - - πŸ›©οΈ Meet current and future customers where they are, literaly. Be proactive about meeting face to face to help understand them as people. - - 🧠 Work with Solutions Consultants to understand where prospects are technically, and remove any blockers to providing value to the organizations that work with Fleet. - - πŸ“ˆ Use available data to identify opportunities and trends with individual prospects. - - πŸ“£ Actively promote Fleet's product and services on social media and at in-person events and meetups. - - ⏫ Develop and own the relationships with Fleet's current and future customers, working closely with Customer Success to identify opportunities where Fleet can add value inside our current customer base. - - ❔ Follow MEDDPPICC process to qualify and progress opportunities to best help prospects solve problems. - - πŸ•΄οΈ Utilize systems and tools such as Salesforce to analyze pipeline and opportunity data and keep all information up to date for leadership reporting. - - 🦒 Work with the Product Design, Customer Success, and Engineering teams to facilitate feature development based on customer asks. - - 🀝 Collaborate with the marketing team to help execute and track marketing campaigns, in order to achieve quarterly pipeline and revenue targets. - - πŸ§‘β€πŸ”¬ Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#go-to-market-groups), and other handbook pages. + - πŸ–₯️ Present and demonstrate the value of Fleet's products, services, and upgrades to help current and future customers find win-win commercial agreements. + - 🎯 Direct and participate in prospecting target companies, identifying key decision makers and influencers, leading when assigned/necessary/appropriate to help anticipate market trends and identify new opportunities for growth. + - πŸ›©οΈ Meet current and future customers where they are, literaly. Be proactive about meeting face to face to help understand them as people. + - 🧠 Work with Solutions Consultants to understand where prospects are technically, and remove any blockers to providing value to the organizations that work with Fleet. + - πŸ“ˆ Use available data to identify opportunities and trends with individual prospects. + - πŸ“£ Actively promote Fleet's product and services on social media and at in-person events and meetups. + - ⏫ Develop and own the relationships with Fleet's current and future customers, working closely with Customer Success to identify opportunities where Fleet can add value inside our current customer base. + - ❔ Follow MEDDPPICC process to qualify and progress opportunities to best help prospects solve problems. + - πŸ•΄οΈ Utilize systems and tools such as Salesforce to analyze pipeline and opportunity data and keep all information up to date for leadership reporting. + - 🦒 Work with the Product Design, Customer Success, and Engineering teams to facilitate feature development based on customer asks. + - 🀝 Collaborate with the marketing team to help execute and track marketing campaigns, in order to achieve quarterly pipeline and revenue targets. + - πŸ§‘β€πŸ”¬ Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions), and other handbook pages. experience: | - - πŸ¦‰ 5+ years of experience selling to enterprise customers. - - πŸ“£ Have excellent communication and interpersonal skills. - - πŸš€ Detail-oriented, highly organized, and able to move quickly to solve complex problems using boring solutions. - - πŸ§‘β€πŸ’» Love technology and can explain how things work in detail. - - πŸ§ͺ Experience with Slack, Salesforce, Google Suite, GitHub, and other tools in an all-remote setting. - - ⏩ Thrive in a complex, fast-paced, results-driven environment with the ability to pivot to organizational changes easily. - - πŸ“ˆ Shift gears between thinking and doing quickly to partner with various teams and stakeholders to drive sales. - - πŸ’­ You know how to manage your time and priorities between leads, complex sales opportunities, difficult escalations, challenging procurement processes, and other day-to-day responsibilities with the utmost care and organization. - - ✍ You have a strong understanding of the enterprise procurement process and the ability to effectively influence key stakeholders, from senior executives to day-to-day engineering contacts, and discuss the potential ROI of using Fleet to solve real problems in their organization. - - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. - - βž• Bonus: Direct experience with Fleet, MDM, osquery or SQL query writing, and working with Client Platform Engineering, SRE, or Security Engineering teams. - + - πŸ¦‰ 5+ years of experience selling to enterprise customers. + - πŸ“£ Have excellent communication and interpersonal skills. + - πŸš€ Detail-oriented, highly organized, and able to move quickly to solve complex problems using boring solutions. + - πŸ§‘β€πŸ’» Love technology and can explain how things work in detail. + - πŸ§ͺ Experience with Slack, Salesforce, Google Suite, GitHub, and other tools in an all-remote setting. + - ⏩ Thrive in a complex, fast-paced, results-driven environment with the ability to pivot to organizational changes easily. + - πŸ“ˆ Shift gears between thinking and doing quickly to partner with various teams and stakeholders to drive sales. + - πŸ’­ You know how to manage your time and priorities between leads, complex sales opportunities, difficult escalations, challenging procurement processes, and other day-to-day responsibilities with the utmost care and organization. + - ✍ You have a strong understanding of the enterprise procurement process and the ability to effectively influence key stakeholders, from senior executives to day-to-day engineering contacts, and discuss the potential ROI of using Fleet to solve real problems in their organization. + - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. + - βž• Bonus: Direct experience with Fleet, MDM, osquery or SQL query writing, and working with Client Platform Engineering, SRE, or Security Engineering teams. +- jobTitle: πŸ’Έ GTM Systems Architect + department: Finance + hiringManagerName: Tina Ong + hiringManagerLinkedInUrl: https://www.linkedin.com/in/chazmaclaughlin/ + hiringManagerGithubUsername: chazmac6 + onTargetEarnings: + responsibilities: | + - πŸ–₯️ Present and demonstrate the value of Fleet's products, services, and upgrades to help current and future customers find win-win commercial agreements. + - 🎯 Direct and participate in prospecting target companies, identifying key decision makers and influencers, leading when assigned/necessary/appropriate to help anticipate market trends and identify new opportunities for growth. + - πŸ›©οΈ Meet current and future customers where they are, literaly. Be proactive about meeting face to face to help understand them as people. + - 🧠 Work with Solutions Consultants to understand where prospects are technically, and remove any blockers to providing value to the organizations that work with Fleet. + - πŸ“ˆ Use available data to identify opportunities and trends with individual prospects. + - πŸ“£ Actively promote Fleet's product and services on social media and at in-person events and meetups. + - ⏫ Develop and own the relationships with Fleet's current and future customers, working closely with Customer Success to identify opportunities where Fleet can add value inside our current customer base. + - ❔ Follow MEDDPPICC process to qualify and progress opportunities to best help prospects solve problems. + - πŸ•΄οΈ Utilize systems and tools such as Salesforce to analyze pipeline and opportunity data and keep all information up to date for leadership reporting. + - 🦒 Work with the Product Design, Customer Success, and Engineering teams to facilitate feature development based on customer asks. + - 🀝 Collaborate with the marketing team to help execute and track marketing campaigns, in order to achieve quarterly pipeline and revenue targets. + - πŸ§‘β€πŸ”¬ Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions), and other handbook pages. + experience: | + - πŸ¦‰ 5+ years of experience selling to enterprise customers. + - πŸ“£ Have excellent communication and interpersonal skills. + - πŸš€ Detail-oriented, highly organized, and able to move quickly to solve complex problems using boring solutions. + - πŸ§‘β€πŸ’» Love technology and can explain how things work in detail. + - πŸ§ͺ Experience with Slack, Salesforce, Google Suite, GitHub, and other tools in an all-remote setting. + - ⏩ Thrive in a complex, fast-paced, results-driven environment with the ability to pivot to organizational changes easily. + - πŸ“ˆ Shift gears between thinking and doing quickly to partner with various teams and stakeholders to drive sales. + - πŸ’­ You know how to manage your time and priorities between leads, complex sales opportunities, difficult escalations, challenging procurement processes, and other day-to-day responsibilities with the utmost care and organization. + - ✍ You have a strong understanding of the enterprise procurement process and the ability to effectively influence key stakeholders, from senior executives to day-to-day engineering contacts, and discuss the potential ROI of using Fleet to solve real problems in their organization. + - 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet. + - βž• Bonus: Direct experience with Fleet, MDM, osquery or SQL query writing, and working with Client Platform Engineering, SRE, or Security Engineering teams. # - jobTitle: πŸš€ Quality Assurance Engineer # department: Engineering @@ -215,7 +241,6 @@ # - 🟣 Openness: You are flexible and open to new ideas and ways of working. # - βž• Bonus: Cybersecurity or IT background. - # - jobTitle: πŸ”Ž Quality Analyst # department: Engineering # hiringManagerName: George Karr @@ -239,58 +264,33 @@ # - πŸ”„ Comfortable regularly repeating structured manual testing processes, regression testing, and feature validation. # - βž• Bonus: Hands-on experience testing across multiple operating systems and devices (macOS, Windows, Android, iOS, iPadOS). - #- jobTitle: πŸ’» IT Support Administrator - # department: IT & Enablement - # hiringManagerName: Allen Houchins - # hiringManagerGithubUsername: allenhouchins - # hiringManagerLinkedInUrl: https://www.linkedin.com/in/allenhouchins/ - # onTargetEarnings: '$80,000 - $130,000' - # responsibilities: | - # - πŸ–₯️ Provide technical support to Fleet team members, troubleshooting hardware, software, and account access issues in a timely and professional manner. - # - πŸ“¦ Manage hardware procurement, inventory, and distribution for company-issued equipment including laptops, YubiKeys, and other IT assets. - # - πŸ” Provision and manage user accounts across various SaaS platforms (Google Workspace, Slack, Zoom, etc.) for new hires and role changes. - # - πŸ› οΈ Maintain and optimize IT infrastructure, tools, and systems to ensure smooth operations for a fully remote team. - # - πŸ“‹ Process incoming and outgoing equipment, ensuring devices are properly configured, enrolled in device management, and securely shipped to team members. - # - πŸ”„ Manage software licenses and subscriptions, including generating reports and performing audits to optimize costs. - # - πŸš€ Support onboarding new team members by provisioning necessary tools and ensuring they have all required equipment on day one. - # - πŸ“Š Track and manage IT assets in Fleet's device management system, maintaining accurate inventory records. - # - πŸ’‘ Document IT processes and procedures in the handbook, ensuring knowledge is shared and processes are repeatable. - # - 🀝 Collaborate with the IT & Enablement team to improve internal tooling, automation, and workflows. - # - 🧹 Handle offboarding processes, including account deprovisioning, equipment recovery, and access revocation. - # - 🌐 Assist with domain registrations, SaaS tool evaluations, and vendor management as requested. - # experience: | - # - πŸ’Ό 3-5 years of experience in IT administration, help desk support, or similar technical support role. - # - πŸ–₯️ Strong technical skills with macOS, Windows, and Linux operating systems. - # - 🍎 Experience with Apple Business Manager (ABM) and Apple Device Enrollment (ADE) for device procurement and management. - # - πŸ” Experience with identity and access management, including provisioning accounts in Google Workspace, Slack, and other SaaS platforms. - # - πŸ“¦ Familiarity with hardware procurement, inventory management, and asset tracking systems. - # - πŸ’¬ Excellent communication and customer service skills, with the ability to explain technical concepts to non-technical users. - # - 🎯 Strong attention to detail and organizational skills, with the ability to manage multiple tasks and priorities effectively. - # - πŸ“– Experience documenting processes and procedures in a clear, concise manner. - # - πŸš€ Self-motivated and proactive, able to work independently in a fully remote environment. - # - βž• Bonus: Experience with Fleet, osquery, or other open-source IT tools. Familiarity with automation tools and scripting (Bash, PowerShell). Experience working in GitHub, with git, or in a code repository. - - -- jobTitle: πŸš€ Marketing Campaign Manager - department: Marketing - hiringManagerName: Ashish Kuthiala - hiringManagerGithubUsername: akuthiala - hiringManagerLinkedInUrl: https://www.linkedin.com/in/ashishkuthiala/ - onTargetEarnings: '$150,000 - $190,000' - responsibilities: | - - πŸ“’ Plan and execute integrated marketing campaigns: You will own the strategy and execution of digital campaigns and programs designed to generate high-quality leads and set meetings for the sales team. - - 🀝 Partner with Sales: Collaborate closely with the sales organization to ensure campaign alignment with revenue goals, focusing on generating pipeline and driving conversion. - - πŸŽͺ Manage in-person events for the campaigns you manage: Lead the charge on Fleet’s presence in the field. This includes planning and executing a range of events, from large-scale industry conferences to focused field events and intimate workshops. - - πŸ’» Orchestrate digital experiences for the campaigns you manage: Run webinars, virtual events, and email nurture programs that engage our community and prospects. - - πŸ“Š Measure and optimize for the campaigns you manage: Track the performance of campaigns and events rigorously. You will use data to analyze ROI, report on success metrics (MQLs, SQLs, Meetings Booked), and refine strategies for future initiatives. - - πŸ›  Content coordination for the campaigns you manage: Work with the content and product marketing teams to ensure we have the right messaging and assets to support your campaigns and events. - experience: | - - πŸ¦‰ Experienced campaigner: 4+ years of experience in B2B marketing, specifically in campaign management or field marketing roles. - - 🎯 Results-oriented: You are driven by numbers. You understand how to map marketing activities to sales outcomes (meetings, pipeline, revenue). - - πŸŽͺ Event pro: You have a proven track record of managing logistics and strategy for both third-party conferences and hosted field events. - - πŸ“£ Excellent communicator: Strong written and verbal communication skills. You can write compelling copy for emails and landing pages, and you are comfortable coordinating with vendors and internal teams. - - πŸš€ Detail-criented: You can manage complex projects with many moving parts (like a conference sponsorship) without letting details slip through the cracks. - - πŸ§ͺ Tool proficient: Experience with marketing automation platforms (e.g., HubSpot, Marketo) and CRMs (Salesforce). Familiarity with tools like GitHub, Slack, and Google Suite is a plus. - - ⏩ Adaptable: You thrive in a fast-paced, all-remote environment and can pivot quickly when priorities change. - +# department: IT & Enablement +# hiringManagerName: Allen Houchins +# hiringManagerGithubUsername: allenhouchins +# hiringManagerLinkedInUrl: https://www.linkedin.com/in/allenhouchins/ +# onTargetEarnings: '$80,000 - $130,000' +# responsibilities: | +# - πŸ–₯️ Provide technical support to Fleet team members, troubleshooting hardware, software, and account access issues in a timely and professional manner. +# - πŸ“¦ Manage hardware procurement, inventory, and distribution for company-issued equipment including laptops, YubiKeys, and other IT assets. +# - πŸ” Provision and manage user accounts across various SaaS platforms (Google Workspace, Slack, Zoom, etc.) for new hires and role changes. +# - πŸ› οΈ Maintain and optimize IT infrastructure, tools, and systems to ensure smooth operations for a fully remote team. +# - πŸ“‹ Process incoming and outgoing equipment, ensuring devices are properly configured, enrolled in device management, and securely shipped to team members. +# - πŸ”„ Manage software licenses and subscriptions, including generating reports and performing audits to optimize costs. +# - πŸš€ Support onboarding new team members by provisioning necessary tools and ensuring they have all required equipment on day one. +# - πŸ“Š Track and manage IT assets in Fleet's device management system, maintaining accurate inventory records. +# - πŸ’‘ Document IT processes and procedures in the handbook, ensuring knowledge is shared and processes are repeatable. +# - 🀝 Collaborate with the IT & Enablement team to improve internal tooling, automation, and workflows. +# - 🧹 Handle offboarding processes, including account deprovisioning, equipment recovery, and access revocation. +# - 🌐 Assist with domain registrations, SaaS tool evaluations, and vendor management as requested. +# experience: | +# - πŸ’Ό 3-5 years of experience in IT administration, help desk support, or similar technical support role. +# - πŸ–₯️ Strong technical skills with macOS, Windows, and Linux operating systems. +# - 🍎 Experience with Apple Business Manager (ABM) and Apple Device Enrollment (ADE) for device procurement and management. +# - πŸ” Experience with identity and access management, including provisioning accounts in Google Workspace, Slack, and other SaaS platforms. +# - πŸ“¦ Familiarity with hardware procurement, inventory management, and asset tracking systems. +# - πŸ’¬ Excellent communication and customer service skills, with the ability to explain technical concepts to non-technical users. +# - 🎯 Strong attention to detail and organizational skills, with the ability to manage multiple tasks and priorities effectively. +# - πŸ“– Experience documenting processes and procedures in a clear, concise manner. +# - πŸš€ Self-motivated and proactive, able to work independently in a fully remote environment. +# - βž• Bonus: Experience with Fleet, osquery, or other open-source IT tools. Familiarity with automation tools and scripting (Bash, PowerShell). Experience working in GitHub, with git, or in a code repository. diff --git a/handbook/company/product-groups.md b/handbook/company/product-groups.md index 23e1551c17..99b699ff7b 100644 --- a/handbook/company/product-groups.md +++ b/handbook/company/product-groups.md @@ -373,7 +373,7 @@ Anyone in the product group can initiate an air guitar session. 2. If the air guitar is prioritized, it's assigned to a Product Designer who brings it through the [drafting process](https://fleetdm.com/handbook/company/product-groups#drafting). However, keep in mind that these are conceptual and may or may not proceed to engineering. -3. When the wireframes are approved, assign the requester to the issue, at-mention them to let them know that the wireframes are ready, remove the `:product` label, and add the appropriate label(s) to move the issue to the requester's board (`:help-customers` for CSMs and `#g-unicorns` for AEs). The requester (CSM or AE) will then bring the wireframes to a call with the customer or prospect to collect feedback. It's up to the requester to record feedback and add Gong snippets to the issue. +3. When the wireframes are approved, assign the requester to the issue, at-mention them to let them know that the wireframes are ready, remove the `:product` label, and add the appropriate label(s) to move the issue to the requester's board (`:help-customers` for CSMs and `:help-gtm-ops` for AEs). The requester (CSM or AE) will then bring the wireframes to a call with the customer or prospect to collect feedback. It's up to the requester to record feedback and add Gong snippets to the issue. 4. After feedback has been added to the issue, the requester adds the `:product` label and assigns the issue to the Head of Product Design to determine an outcome: diff --git a/handbook/customer-success/README.md b/handbook/customer-success/README.md index a9e41251fb..84588090df 100644 --- a/handbook/customer-success/README.md +++ b/handbook/customer-success/README.md @@ -14,7 +14,7 @@ This handbook page details processes specific to working [with](#contact-us) and | Technical Evangelist | [Zach Wasserman](https://www.linkedin.com/in/zacharywasserman/) _([@zwass](https://github.com/zwass))_ | Manager of Customer Support and Solutions Architecture | [Dale Ribeiro](https://www.linkedin.com/in/daleribeiro/) _([@ddribeiro](https://github.com/ddribeiro))_ | Customer Solutions Architect (CSA) | [Jake Stenger](https://www.linkedin.com/in/jakestenger) _([@jakestenger](https://github.com/jakestenger))_
[Adam Baali](https://uk.linkedin.com/in/adambaali) _([@AdamBaali](https://github.com/AdamBaali))_
Steven Palmesano _([@spalmesano0](https://github.com/spalmesano0))_
[Kitzy](https://linkedin.com/in/kitzy) _([@kitzy](https://github.com/kitzy))_ -| Customer Success Manager (CSM) | _See [πŸ¦„ Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#current-gtm-groups) +| Customer Success Manager (CSM) | _See [πŸ¦„ Go-To-Market groups](https://fleetdm.com/handbook/company/current-gtm-motions#current-gtm-groups) | Customer Support Engineer (CSE) | [Kathy Satterlee](https://www.linkedin.com/in/ksatter/) _([@ksatter](https://github.com/ksatter))_
[Mason Buettner](https://www.linkedin.com/in/mason-buettner-b72959175/) _([@mason-buettner](https://github.com/mason-buettner))_
Ben Edwards _([@edwardsb](https://github.com/edwardsb))_
[Gray Williams](https://linkedin.com/in/gwilliamsuk) _([@grayw](https://github.com/grayw))_ ## Contact us @@ -281,7 +281,7 @@ All infrastructure alarms (fleetdm.com and Managed Cloud) will go to #help-p1. W When Fleet [prioritizes](https://fleetdm.com/handbook/company/product-groups#feature-fest) a new customer request, the Product Designer (PD) files a user story that's brought through [drafting](https://fleetdm.com/handbook/product-design#drafting). -After the user story is released, the PD will ask the appropriate Customer Success Manager (CSM) to bring the released improvements to the customer for feedback. When this happens, PD assigns the CSM and adds the `#g-unicorns` label. +After the user story is released, the PD will ask the appropriate Customer Success Manager (CSM) to bring the released improvements to the customer for feedback. When this happens, PD assigns the CSM and adds the `:help-customers` label. If the improvements meet the customer's needs, the request issue is closed with a comment that @ mentions the PD. If the improvements are missing something in order to meet the customer's needs, the CSM adds feedback as comment (Gong snippet, Slack thread, or meetings notes), @ mention the PD, and unsassign themselves from the request issue. @@ -326,7 +326,7 @@ When a user requests that we delete all data we have stored about them, their da The following stubs are included only to make links backward compatible. ##### Customer support service level agreements (SLAs) -Please see πŸ“–[handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos](https://fleetdm.com/handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos). +Please see πŸ“–[handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos](https://fleetdm.com/handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos). ##### Runbooks Please see [Handbook/customer-success#respond-to-messages-and-alerts](https://www.fleetdm.com/handbook/customer-success#respond-to-messages-and-alerts) diff --git a/handbook/customer-success/customer-success.rituals.yml b/handbook/customer-success/customer-success.rituals.yml index 31686f81af..51f6ba57a8 100644 --- a/handbook/customer-success/customer-success.rituals.yml +++ b/handbook/customer-success/customer-success.rituals.yml @@ -1,73 +1,63 @@ -- - task: "Prioritize for next sprint" # Title that will actually show in rituals table +- task: "Prioritize for next sprint" # Title that will actually show in rituals table startedOn: "2023-09-04" # Needs to align with frequency e.g. if frequency is every thrid Thursday startedOn === any third thursday frequency: "Triweekly" # must be supported by description: "Using your departmental kanban board, prioritize and finalize next sprint's goals for your team by draging the appropriate issues to the top of the 'Not yet' column." # example of a longer thing: description: "[Prioritizing next sprint](https://fleetdm.com/handbook/company/communication)" moreInfoUrl: "https://fleetdm.com/handbook/company/why-this-way#why-make-work-visible" #URL used to highlight "description:" test in table dri: "zayhanlon" # DRI for ritual (assignee if autoIssue) (TODO display GitHub proflie pic instead of name or title) - autoIssue: # Enables automation of GitHub issues - labels: [ ":help-customers" ] # label to be applied to issue + autoIssue: # Enables automation of GitHub issues + labels: [":help-customers"] # label to be applied to issue repo: "confidential" -- - task: "Process new requests" - startedOn: "2023-09-04" - frequency: "Daily" - description: "Prioritize all new requests including issues and PRs within one business day." - moreInfoUrl: "https://fleetdm.com/handbook/company/communications#process-new-requests" - dri: "zayhanlon" -- - task: "Overnight customer feedback" +- task: "Process new requests" + startedOn: "2023-09-04" + frequency: "Daily" + description: "Prioritize all new requests including issues and PRs within one business day." + moreInfoUrl: "https://fleetdm.com/handbook/company/communications#process-new-requests" + dri: "zayhanlon" +- task: "Overnight customer feedback" startedOn: "2024-02-08" - frequency: "Daily" - description: "Respond to messages and alerts" - moreInfoUrl: "https://fleetdm.com/handbook/customer-success#respond-to-messages-and-alerts" - dri: "ddribeiro" -- - task: "Monitor customer Slack channels " + frequency: "Daily" + description: "Respond to messages and alerts" + moreInfoUrl: "https://fleetdm.com/handbook/customer-success#respond-to-messages-and-alerts" + dri: "ddribeiro" +- task: "Monitor customer Slack channels " startedOn: "2024-02-08" - frequency: "Daily" - description: "Continuously monitor Slack for customer feedback, feature requests, reported bugs, etc., and respond in less than an hour." - moreInfoUrl: "https://fleetdm.com/handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos" # TODO: add responsibility on customer-success readme - dri: "ddribeiro" -- - task: "Follow-up on unresolved customer questions and concerns" + frequency: "Daily" + description: "Continuously monitor Slack for customer feedback, feature requests, reported bugs, etc., and respond in less than an hour." + moreInfoUrl: "https://fleetdm.com/handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos" # TODO: add responsibility on customer-success readme + dri: "ddribeiro" +- task: "Follow-up on unresolved customer questions and concerns" startedOn: "2024-02-08" - frequency: "Daily" - description: "Follow-up with and tag appropriate personnel on customer issues and bugs in progress and items that remain unresolved." - moreInfoUrl: "https://fleetdm.com/handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos" # TODO: add responsibility on customer-success readme - dri: "ddribeiro" -- - task: "Prepare for customer voice" - startedOn: "2024-02-23" - frequency: "Weekly" - description: "Prepare and review the health and latest updates from Fleet's key customers and active proof of concepts (POCs)." + frequency: "Daily" + description: "Follow-up with and tag appropriate personnel on customer issues and bugs in progress and items that remain unresolved." + moreInfoUrl: "https://fleetdm.com/handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos" # TODO: add responsibility on customer-success readme + dri: "ddribeiro" +- task: "Prepare for customer voice" + startedOn: "2024-02-23" + frequency: "Weekly" + description: "Prepare and review the health and latest updates from Fleet's key customers and active proof of concepts (POCs)." moreInfoUrl: "" # TODO: add responsibility on customer-success readme starting point == "Prepare and review the health and latest updates from Fleet's key customers and active proof of concepts (POCs), plus other active support items related to community support, community engagement efforts, contact form or chat requests, self-service customers, outages, and more." dri: "zayhanlon" -- - task: "Prepare customer requests for feature fest" - startedOn: "2024-02-12" - frequency: "Triweekly" - description: "Check-in before the πŸ—£οΈ Product Feature Requests meeting to make sure that all information necessary has been gathered before presenting customer requests and feedback to the Product team." +- task: "Prepare customer requests for feature fest" + startedOn: "2024-02-12" + frequency: "Triweekly" + description: "Check-in before the πŸ—£οΈ Product Feature Requests meeting to make sure that all information necessary has been gathered before presenting customer requests and feedback to the Product team." moreInfoUrl: "" # TODO: add responsibility on customer-success readme starting point == "Prepare and review the health and latest updates from Fleet's key customers and active proof of concepts (POCs), plus other active support items related to community support, community engagement efforts, contact form or chat requests, self-service customers, outages, and more." dri: "zayhanlon" -- - task: "Present customer requests at feature fest" - startedOn: "2024-02-15" - frequency: "Triweekly" - description: "Present and advocate for requests and ideas brought to Fleet's attention by customers that are interesting from a product perspective." +- task: "Present customer requests at feature fest" + startedOn: "2024-02-15" + frequency: "Triweekly" + description: "Present and advocate for requests and ideas brought to Fleet's attention by customers that are interesting from a product perspective." moreInfoUrl: "" # TODO: add responsibility on customer-success readme starting point == "Prepare and review the health and latest updates from Fleet's key customers and active proof of concepts (POCs), plus other active support items related to community support, community engagement efforts, contact form or chat requests, self-service customers, outages, and more." dri: "zayhanlon" -- - task: "Communicate release notes to stakeholders" - startedOn: "2024-02-21" - frequency: "Triweekly" - description: "Update customers on new features and resolved bugs in an upcoming release." +- task: "Communicate release notes to stakeholders" + startedOn: "2024-02-21" + frequency: "Triweekly" + description: "Update customers on new features and resolved bugs in an upcoming release." moreInfoUrl: "" # TODO: add responsibility on customer-success readme starting point == "Prepare and review the health and latest updates from Fleet's key customers and active proof of concepts (POCs), plus other active support items related to community support, community engagement efforts, contact form or chat requests, self-service customers, outages, and more." dri: "patagonia121" -- - task: "Upgrade Managed Cloud" - startedOn: "2024-02-08" - frequency: "Weekly" - description: "Upgrade each Managed Cloud instance to the latest version of Fleet" - moreInfoUrl: "https://github.com/fleetdm/fleet/releases" - dri: "rfairburn" +- task: "Upgrade Managed Cloud" + startedOn: "2024-02-08" + frequency: "Weekly" + description: "Upgrade each Managed Cloud instance to the latest version of Fleet" + moreInfoUrl: "https://github.com/fleetdm/fleet/releases" + dri: "rfairburn" diff --git a/handbook/finance/README.md b/handbook/finance/README.md index 540ccad8ba..575684432f 100644 --- a/handbook/finance/README.md +++ b/handbook/finance/README.md @@ -17,7 +17,7 @@ This handbook page details processes specific to working [with](#contact-us) and - Please **use issue comments and GitHub mentions** to communicate follow-ups or answer questions related to your request. - Any Fleet team member can [view the kanban board](https://github.com/orgs/fleetdm/projects/80) for this department, including pending tasks and the status of new requests. -> To **make a request** of the GTM Ops team, [create an issue](https://github.com/fleetdm/confidential/issues/new?assignees=&labels=%3Agtm-ops&projects=&template=1-custom-request.md&title=) and a team member will get back to you within one business day (If urgent, mention [Sam Pfluger](https://fleetdm.slack.com/team/U05CS07KASK) in the [#g-unicorns](https://fleetdm.slack.com/archives/C08BTMFTUCR) Slack channel). +> To **make a request** of the GTM Ops team, [create an issue](https://github.com/fleetdm/confidential/issues/new?assignees=&labels=%3Ahelp-gtm-ops&projects=&template=1-custom-request.md&title=) and a team member will get back to you within one business day (If urgent, mention [Sam Pfluger](https://fleetdm.slack.com/team/U05CS07KASK) in the [:help-gtm-ops](https://fleetdm.slack.com/archives/C08BTMFTUCR) Slack channel). > - Any Fleet team member can [view the kanban board](https://github.com/orgs/fleetdm/projects/100/views/1) for this department, including pending tasks and the status of new requests. > - Please **use issue comments and GitHub mentions** to communicate follow-ups or answer questions related to your request. diff --git a/handbook/finance/finance.rituals.yml b/handbook/finance/finance.rituals.yml index dc8d413c6c..6318e4dc20 100644 --- a/handbook/finance/finance.rituals.yml +++ b/handbook/finance/finance.rituals.yml @@ -1,215 +1,190 @@ -- - task: "Communicate the status of customer financial actions" - startedOn: "2024-02-12" +- task: "Communicate the status of customer financial actions" + startedOn: "2024-02-12" frequency: "Weekly" - description: "At the start of every week, check the Salesforce reports for past due invoices, non-invoiced opportunities, and past due renewals. Report findings to in the `#g-sales` channel." + description: "At the start of every week, check the Salesforce reports for past due invoices, non-invoiced opportunities, and past due renewals. Report findings to in the `#g-sales` channel." moreInfoUrl: "https://fleetdm.com/handbook/finance#communicate-the-status-of-customer-financial-actions" - dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] + dri: "rfoo2015" + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "AP invoice monitoring" - startedOn: "2024-04-01" +- task: "AP invoice monitoring" + startedOn: "2024-04-01" frequency: "Weekly" - description: "Look for new accounts payable invoices and make sure that Fleet's suppliers are paid." + description: "Look for new accounts payable invoices and make sure that Fleet's suppliers are paid." moreInfoUrl: "https://fleetdm.com/handbook/finance#process-a-new-vendor-invoice" dri: "rfoo2015" -- - task: "Complete Finance KPI inputs" - startedOn: "2024-02-16" +- task: "Complete Finance KPI inputs" + startedOn: "2024-02-16" frequency: "Weekly" - description: "Create the weekly team KPI issue, complete the finance update." + description: "Create the weekly team KPI issue, complete the finance update." moreInfoUrl: "https://fleetdm.com/handbook/finance#update-weekly-kpis" dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "Vanta check" +- task: "Vanta check" startedOn: "2025-06-09" frequency: "Weekly" description: "Every Monday, log in to Vanta and create GitHub issues for any tests that are due or need remediation in the next 3 weeks." moreInfoUrl: "https://fleetdm.com/handbook/finance#monitor-compliance-tests" dri: "rfoo2015" autoIssue: - labels: [ ":help-finance" ] + labels: [":help-finance"] repo: "confidential" -- - task: "Key review prep" +- task: "Key review prep" startedOn: "2024-02-14" frequency: "Triweekly" description: "Prepare for this sprint's Key review meeting." moreInfoUrl: "https://fleetdm.com/handbook/company/leadership#key-reviews" dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "Prioritize for next sprint" # Title that will actually show in rituals table +- task: "Prioritize for next sprint" # Title that will actually show in rituals table startedOn: "2023-08-09" # Needs to align with frequency e.g. if frequency is every thrid Thursday startedOn === any third thursday frequency: "Triweekly" # must be supported by https://github.com/fleetdm/fleet/blob/dbbb501358e226fa3fdf48865175efe3334c826c/website/scripts/build-static-content.js description: "Using your departmental kanban board, prioritize and finalize next sprint's goals for your team by draging the appropriate issues to the top of the 'Not yet' column." # example of a longer thing moreInfoUrl: "https://fleetdm.com/handbook/company/why-this-way#why-make-work-visible" #URL used to highlight "description:" test in table dri: "rfoo2015" # DRI for ritual (assignee if autoIssue) (TODO display GitHub proflie pic instead of name or title) - autoIssue: # Enables automation of GitHub issues - labels: [ ":help-finance" ] # label to be applied to issue + autoIssue: # Enables automation of GitHub issues + labels: [":help-finance"] # label to be applied to issue repo: "confidential" # The GitHub repo that issues will be created in -- - task: "Run US commission payroll" +- task: "Run US commission payroll" startedOn: "2024-01-31" frequency: "Monthly" description: "Verify closed-won deal amounts, use commission calculators to determine commissions owed, and process payroll." moreInfoUrl: "https://fleetdm.com/handbook/finance#run-us-commission-payroll" dri: "rfoo2015" autoIssue: - labels: [ ":help-people" ] + labels: [":help-people"] repo: "confidential" -- - task: "Run bonus payroll" +- task: "Run bonus payroll" startedOn: "2024-01-31" frequency: "Quarterly" description: "Verify completion of any objective or outcome based bonus plans, and process payroll." moreInfoUrl: "https://fleetdm.com/handbook/finance#run-us-commission-payroll" # TODO update linked process and add a new process that captures MBO payment - dri: "rfoo2015" -- - task: "Monthly accounting" - startedOn: "2024-02-28" - frequency: "Monthly" - description: "Create the monthly close GitHub issue and walk through the steps. This process includes fulfilling the monthly reporting requirement for SVB." - moreInfoUrl: "https://fleetdm.com/handbook/finance#process-monthly-accounting" - dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] - repo: "confidential" -- - task: "Monthly mail review" # TODO tie this to a responsibility - startedOn: "2024-04-15" - frequency: "Monthly" - description: "Review and clear mail incurring storage fees" - moreInfoUrl: null dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] - repo: "confidential" -- - task: "Review state filings for the previous quarter" - startedOn: "2024-07-19" +- task: "Monthly accounting" + startedOn: "2024-02-28" + frequency: "Monthly" + description: "Create the monthly close GitHub issue and walk through the steps. This process includes fulfilling the monthly reporting requirement for SVB." + moreInfoUrl: "https://fleetdm.com/handbook/finance#process-monthly-accounting" + dri: "rfoo2015" + autoIssue: + labels: [":help-finance"] + repo: "confidential" +- task: "Monthly mail review" # TODO tie this to a responsibility + startedOn: "2024-04-15" + frequency: "Monthly" + description: "Review and clear mail incurring storage fees" + moreInfoUrl: null + dri: "rfoo2015" + autoIssue: + labels: [":help-finance"] + repo: "confidential" +- task: "Review state filings for the previous quarter" + startedOn: "2024-07-19" frequency: "Quarterly" - description: "Verify that state filings have been successfully submitted for the previous quarter" + description: "Verify that state filings have been successfully submitted for the previous quarter" moreInfoUrl: "https://fleetdm.com/handbook/finance#review-state-employment-tax-filings-for-the-previous-quarter" - dri: "rfoo2015" -- - task: "Investor reporting" - startedOn: "2024-03-31" + dri: "rfoo2015" +- task: "Investor reporting" + startedOn: "2024-03-31" frequency: "Quarterly" - description: "Provide updated metrics for CRV in Chronograph." + description: "Provide updated metrics for CRV in Chronograph." moreInfoUrl: "https://fleetdm.com/handbook/finance#report-quarterly-numbers-in-chronograph" dri: "rfoo2015" -- - task: "Quartlery finance check" - startedOn: "2024-03-31" +- task: "Quartlery finance check" + startedOn: "2024-03-31" frequency: "Quarterly" - description: "Every quarter, we check Quickbooks Online (QBO) for discrepancies and follow up with accounting providers for any quirks found." + description: "Every quarter, we check Quickbooks Online (QBO) for discrepancies and follow up with accounting providers for any quirks found." moreInfoUrl: "https://fleetdm.com/handbook/finance#check-finances-for-quirks" dri: "rfoo2015" -- - task: "Quarterly grants" +- task: "Quarterly grants" startedOn: "2024-02-01" frequency: "Quarterly" description: "Create the equity grants GitHub issue and walk through the steps." moreInfoUrl: "https://fleetdm.com/handbook/finance#grant-equity" dri: "rfoo2015" -- - task: "Deliver annual report for venture line" - startedOn: "2024-12-01" +- task: "Deliver annual report for venture line" + startedOn: "2024-12-01" frequency: "Annually" - description: "Within 60 days of the new year, provide financial statements to SVB, along with board-approved projections for the new year" + description: "Within 60 days of the new year, provide financial statements to SVB, along with board-approved projections for the new year" moreInfoUrl: "https://fleetdm.com/handbook/finance#deliver-annual-report-for-venture-line" dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "Tax preparation" # TODO tie this to a responsibility - startedOn: "2024-02-01" +- task: "Tax preparation" # TODO tie this to a responsibility + startedOn: "2024-02-01" frequency: "Annually" - description: "Provide information to tax team with Deloitte and assist with filing and paying state and federal returns" - moreInfoUrl: + description: "Provide information to tax team with Deloitte and assist with filing and paying state and federal returns" + moreInfoUrl: dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "Check GitHub/GitLab terms" +- task: "Check GitHub/GitLab terms" startedOn: "2023-10-24" frequency: "Annually" description: "Check GitHub's terms to make sure the β€œinbound=outbound” clause is unchanged." moreInfoUrl: "https://fleetdm.com/handbook/finance#check-github-terms" dri: "hollidayn" - autoIssue: - labels: [ ":help-finance" ] + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "Trademark review" +- task: "Trademark review" startedOn: "2025-10-24" frequency: "Quarterly" description: "Review status of current Fleet trademark registrations internationally and discuss necessity of current and future registrations." - moreInfoUrl: + moreInfoUrl: dri: "hollidayn" -- - task: "Monthly operating review" # TODO tie this to a responsibility +- task: "Monthly operating review" # TODO tie this to a responsibility startedOn: "2025-09-01" frequency: "Monthly" description: "CEO + CFO + Head of People review operating model." - moreInfoUrl: + moreInfoUrl: dri: "rfoo2015" -- - task: "Prepare for OCV meeting" +- task: "Prepare for OCV meeting" startedOn: "2025-11-14" frequency: "Weekly" description: "The CFO follows the steps to prepare for the OCV meeting." moreInfoUrl: "https://fleetdm.com/handbook/finance#prepare-for-ocv-meeting" dri: "rfoo2015" - autoIssue: - labels: [ ":help-finance" ] + autoIssue: + labels: [":help-finance"] repo: "confidential" -- - task: "Complete GTM KPIs" - startedOn: "2024-08-30" +- task: "Complete GTM KPIs" + startedOn: "2024-08-30" frequency: "Weekly" description: "Complete GTM KPIs for this week" - moreInfoUrl: + moreInfoUrl: dri: "sampfluger88" - autoIssue: - labels: [ ":gtm-ops" ] + autoIssue: + labels: [":help-gtm-ops"] repo: "fleet" -- - task: "Confirm closed lost is happening within 30 days" +- task: "Confirm closed lost is happening within 30 days" startedOn: "2025-01-25" frequency: "Weekly" description: "Check Salesforce for opportunities 30 days or older and escalate to sales manager who will follow up with prospect and return the deal to marketing via resting and changing the owner" moreInfoUrl: "https://fleetdm.com/handbook/sales#review-salesforce-opportunities" dri: "Sampfluger88" - autoIssue: - labels: [ ":gtm-ops", ":help-gtm-ops" ] + autoIssue: + labels: [":help-gtm-ops"] repo: "confidential" -- - task: "Measure intent signals" +- task: "Measure intent signals" startedOn: "2024-08-09" frequency: "Daily" description: "Using the instructions in the [πŸ¦„βš‘οΈπŸŒ Go-To-Market strategy doc](https://github.com/fleetdm/confidential/blob/main/go-to-market-strategy.md#daily), measure intent signals." moreInfoUrl: "https://fleetdm.com/handbook/marketing#measure-intent-signals" dri: "Sampfluger88" -- - task: "Manage duplicates in CRM" +- task: "Manage duplicates in CRM" startedOn: "2025-08-08" frequency: "Daily" description: "Daily, clean up any duplicate accounts." moreInfoUrl: "https://fleetdm.com/handbook/marketing#manage-duplicates-in-crm" dri: "Sampfluger88" -- - task: "Prepare board deck" +- task: "Prepare board deck" startedOn: "2023-09-25" frequency: "Quarterly" description: "Prepare slide deck for the next board meeting." diff --git a/handbook/it/README.md b/handbook/it/README.md index bc49aeaba1..2eb0e31f87 100644 --- a/handbook/it/README.md +++ b/handbook/it/README.md @@ -8,7 +8,7 @@ This page details processes specific to working [with](#contact-us) and [within] | Role | Contributor(s) |:----------------------------------------|:----------------------------------------------------------------------| | Head of IT & Solutions Consulting | [Allen Houchins](https://www.linkedin.com/in/allenhouchins/) _([@allenhouchins](https://github.com/allenhouchins))_ -| Solutions Consultant (SC) | _See [πŸ¦„ Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#current-gtm-groups)_ +| Solutions Consultant (SC) | _See [πŸš‚ Go-To-Market operations](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions)_ | IT Support Administrator | [Andrea Pepper](https://www.linkedin.com/in/lppepper/) _([@lppepper2](https://github.com/lppepper2))_ diff --git a/handbook/it/security.md b/handbook/it/security.md index 3b9a9a32b8..9b1424482c 100644 --- a/handbook/it/security.md +++ b/handbook/it/security.md @@ -870,7 +870,7 @@ Please also see [privacy](https://fleetdm.com/legal/privacy) ## Other questions -Other commonly asked questions of Fleet can be found in our [SIG Lite](https://docs.google.com/spreadsheets/d/1XiGv_M6w2pcfe9zWp-Q9ssXi2A-vnTgs/edit?usp=sharing&ouid=113668214024041155485&rtpof=true&sd=true) or in [recently answered questionnaires](https://drive.google.com/drive/folders/1lP_YX7lGWOofjOISdTd15gJax_pn0cjY?usp=drive_link). Other information sometimes asked about includes [customer support SLOs](https://fleetdm.com/handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos) and [release testing](https://fleetdm.com/handbook/company/product-groups#release-testing). Technical information can often be found in [Fleet docs](https://fleetdm.com/docs/get-started/why-fleet). +Other commonly asked questions of Fleet can be found in our [SIG Lite](https://docs.google.com/spreadsheets/d/1XiGv_M6w2pcfe9zWp-Q9ssXi2A-vnTgs/edit?usp=sharing&ouid=113668214024041155485&rtpof=true&sd=true) or in [recently answered questionnaires](https://drive.google.com/drive/folders/1lP_YX7lGWOofjOISdTd15gJax_pn0cjY?usp=drive_link). Other information sometimes asked about includes [customer support SLOs](https://fleetdm.com/handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos) and [release testing](https://fleetdm.com/handbook/company/product-groups#release-testing). Technical information can often be found in [Fleet docs](https://fleetdm.com/docs/get-started/why-fleet). ## Security policies diff --git a/handbook/product-design/README.md b/handbook/product-design/README.md index faa1fac1b6..d3e93e726c 100644 --- a/handbook/product-design/README.md +++ b/handbook/product-design/README.md @@ -30,7 +30,7 @@ The Head of Product Design (HPD) and a former IT admin review the new customer/p Only requests that meet the [criteria for prioritization](https://fleetdm.com/handbook/company/product-groups#criteria-for-prioritization) are unpacked. If a request doesn't meet the criteria, the HPD leaves the "Unpacked" checkbox in the feature request issue unchecked and removes the request from the drafting board. -If a customer/prospect request is missing a Gong snippet or requires additional information to understand the "why", the Head of Product Design will @ mention the relevant Customer Success Manager (CSM), assign them, and move the request to the [πŸ¦„ #g-unicorns](https://github.com/orgs/fleetdm/projects/81) board. +If a customer/prospect request is missing a Gong snippet or requires additional information to understand the "why", the Head of Product Design will @ mention the relevant Customer Success Manager (CSM), assign them, and move the request to the [🌦️ :help-customers](https://github.com/orgs/fleetdm/projects/79) board. ### Unpacking the how @@ -190,7 +190,7 @@ If the candidate passes all of these steps then continue with [hiring a new team Product Designers (PD) review the checkboxes in user stories we shipped but haven't closed. Are they done? If not notify relevant contributor to help get them done. If they're done, PD closes the story and notifies the requester in the original request with context on whether they think the request is fulfilled or still has some work left (more user stories to be drafted and shipped). [Up the requester](https://fleetdm.com/handbook/customer-success#communicate-feedback-on-prioritized-customer-requests) to close the original request and/or leave feedback. -If the original request is a customer request, the PD also assigns the relevant Customer Success Manager (CSM) and adds the `#g-unicorns` label to add the customer request to the [πŸ¦„ #g-unicorns board](https://github.com/orgs/fleetdm/projects/81). +If the original request is a customer request, the PD also assigns the relevant Customer Success Manager (CSM) and adds the `:help-customers` label to add the customer request to the [🌦️ :help-customers board](https://github.com/orgs/fleetdm/projects/79). ### Notify stakeholders when a user story is pushed to the next sprint diff --git a/handbook/sales/README.md b/handbook/sales/README.md index 4077e1ef6c..4b5228cd46 100644 --- a/handbook/sales/README.md +++ b/handbook/sales/README.md @@ -9,14 +9,14 @@ This handbook page details processes specific to working [with](#contact-us) and |:--------------------------------------|:------------------------------------------------------------------------------------------| | SVP of Gobal Sales | [Chaz MacLaughlin](https://www.linkedin.com/in/chazmaclaughlin/) _([@chazmac6](https://github.com/chazmac6))_ | Channel Manager, North America | [Eric Comeau](https://www.linkedin.com/in/escomeau/) _([@escomeau](https://github.com/escomeau))_ -| Account Executive (AE) | _See [πŸ¦„ Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#current-gtm-groups) -| Solutions Specialist | _See [πŸ¦„ Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-groups#current-gtm-groups) +| Account Executive (AE) | _See [πŸš‚ Go-To-Market operations](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions) +| Solutions Specialist | _See [πŸš‚ Go-To-Market operations](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions) ## Contact us -- To **make a request** of this department, [create an issue](https://github.com/fleetdm/confidential/issues/new?assignees=&labels=%23g-sales&projects=&template=1-custom-request.md&title=Request%3A+_______________________) and a team member will get back to you within one business day. (If urgent, mention a [team member](#team) in the [#g-sales](https://fleetdm.slack.com/archives/C030A767HQV) Slack channel.) - - Any Fleet team member can [view the kanban board](https://github.com/orgs/fleetdm/projects/74) for this department, including pending tasks and the status of new requests. +- To **make a request** of this department, [create an issue](https://github.com/fleetdm/confidential/issues/new?assignees=&labels=%3Ahelp-gtm-ops&projects=&template=1-custom-request.md&title=Request%3A+_______________________) and a team member will get back to you within one business day. (If urgent, mention a [team member](#team) in the [help-sales](https://fleetdm.slack.com/archives/C030A767HQV) Slack channel.) + - Any Fleet team member can [view the kanban board](https://github.com/orgs/fleetdm/projects/81) for this department, including pending tasks and the status of new requests. - Please **use issue comments and GitHub mentions** to communicate follow-ups or answer questions related to your request. @@ -29,7 +29,7 @@ The Sales department is directly responsible for attaining the revenue goals of Use the following steps to add an account to Salesforce if one doesn't exist already: 1. Obtain the company name, website, and LinkedIn company url of the account you would like to create and search Salesforce to be sure a duplicate, parent, or child account doesn't already exist. -2. If the account already exists, reach out to the [GTM Systems Architect](https://fleetdm.com/handbook/finance#team) in the [#g-unicorns Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR) with the account data and request the account be created and/or added to your patch. +2. If the account already exists, reach out to the [Head of GTM Architecture](https://fleetdm.com/handbook/finance#team) in the [:help-gtm-ops Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR) with the account data and request the account be created and/or added to your patch. ### Respond to a customer feature comparison request @@ -81,7 +81,7 @@ Once a week, during the "🀝❌ Closed (for now) opportunity review" meeting, t 1. Before the meeting, the [GTM Systems Architect](https://fleetdm.com/handbook/finance#team) will copy the goal from the gross new ARR goal from ["OCV GOH: Fleet" doc (confidential document)](https://docs.google.com/document/d/17VK0_pRrFGTqKCRfppIjUgfjdL012Ssirks8Jxk4SE4/edit?tab=t.0) and add it to the [🀝❌ Closed (for now) opportunity review (confidential doc)](https://docs.google.com/document/d/12cXSZAervdpAuOImN0Lx0B9n-uYND_tzmPbFr4gMwkU/edit?tab=t.0). 2. Before the meeting, the Executive Assistant will take a screenshot of the [Ξ© Open ops (Next 45 days) oppty list](https://fleetdm.lightning.force.com/lightning/o/Opportunity/list?filterName=Open_ops_Next_45_days) that includes the next 5+ deals set to close based on "Close date" and add it to the doc. 3. Using the ["Ξ© βˆ†ARR won + open pipeline (current Q)" Salesforce report](https://fleetdm.lightning.force.com/lightning/r/Report/00OUG0000019LuH2AU/view) (and adjusting the filters if needed), the Executive Assistant will calculate the progress toward the goal and "Amount left to close" and add it to the doc. -4. The CRO will paste a screenshot of the progress toward the goal and the actionable next steps from the [🀝❌ Closed (for now) opportunity review (confidential doc)](https://docs.google.com/document/d/12cXSZAervdpAuOImN0Lx0B9n-uYND_tzmPbFr4gMwkU/edit?tab=t.0) in the [#g-unicorns Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR). +4. The CRO will paste a screenshot of the progress toward the goal and the actionable next steps from the [🀝❌ Closed (for now) opportunity review (confidential doc)](https://docs.google.com/document/d/12cXSZAervdpAuOImN0Lx0B9n-uYND_tzmPbFr4gMwkU/edit?tab=t.0) in the [:help-gtm-ops Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR). ### Send a reseller subscription quote @@ -117,7 +117,7 @@ In order to be transparent, Fleet sends order forms within 30 days of opportunit Fleet uses "Non-Disclosure Agreements" (NDAs) to protect the company and the companies we collaborate with. Always offer to send Fleet's NDA and, whenever possible, default to using the company's version. To send an NDA to a customer, follow these steps: 1. If a customer has no objections to using Fleet's NDA, route the NDA to them for signature using the "πŸ™Š NDA (Non-disclosure agreement)" template in [DocuSign](https://apps.docusign.com/send/home). If a customer would like to review the NDA first, download a .docx of [Fleet's NDA](https://docs.google.com/document/d/1gQCrF3silBFG9dJgyCvpmLa6hPhX_T4V7pL3XAwgqEU/edit?usp=sharing) and send it to the customer. 2. If the customer has no objections, route the NDA using the template in DocuSign (do not upload and use the copy you emailed to the customer). -3. If the customer "redlines" (i.e. wants to change) the NDA, follow the [contract review process](https://fleetdm.com/handbook/company/go-to-market-groups#getting-a-contract-reviewed) so that Finance can look over any proposed changes and provide guidance on how to proceed. +3. If the customer "redlines" (i.e. wants to change) the NDA, follow the [contract review process](https://fleetdm.com/handbook/company/go-to-market-operations#getting-a-contract-reviewed) so that Finance can look over any proposed changes and provide guidance on how to proceed. ### Close a new customer deal @@ -164,7 +164,7 @@ The following stubs are included only to make links backward compatible. ##### Fleet Premium ##### Fleet Free ##### Emergency (P0) request communications -Please see [handbook/company/communications#customer-support-service-level-objectives-slos](https://fleetdm.com/handbook/company/go-to-market-groups#customer-support-service-level-objectives-slos) for all sections above. +Please see [handbook/company/communications#customer-support-service-level-objectives-slos](https://fleetdm.com/handbook/company/go-to-market-operations#customer-support-service-level-objectives-slos) for all sections above. ##### Submit a customer contract for legal review ##### Standard terms ##### Non-standard NDAs diff --git a/handbook/sales/sales.rituals.yml b/handbook/sales/sales.rituals.yml index 05b3685397..9a21ee5716 100644 --- a/handbook/sales/sales.rituals.yml +++ b/handbook/sales/sales.rituals.yml @@ -1,16 +1,14 @@ # https://github.com/fleetdm/fleet/pull/13084 -- - task: "Review Salesforce opportunities" +- task: "Review Salesforce opportunities" startedOn: "2024-12-02" frequency: "Weekly" description: "https://fleetdm.com/handbook/sales#review-salesforce-opportunities" moreInfoUrl: "https://fleetdm.com/handbook/sales#review-salesforce-opportunities" dri: "alexmitchelliii" -- - task: "Communicate Gross new ARR added" +- task: "Communicate Gross new ARR added" startedOn: "2025-07-18" frequency: "Weekly" - description: "Once a week, The CRO will paste a screenshot of the progress toward the goal and the actionable next steps from the [🀝❌ Closed (for now) opportunity review (confidential doc)](https://docs.google.com/document/d/12cXSZAervdpAuOImN0Lx0B9n-uYND_tzmPbFr4gMwkU/edit?tab=t.0) in the [#g-unicorns Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR)." + description: "Once a week, The CRO will paste a screenshot of the progress toward the goal and the actionable next steps from the [🀝❌ Closed (for now) opportunity review (confidential doc)](https://docs.google.com/document/d/12cXSZAervdpAuOImN0Lx0B9n-uYND_tzmPbFr4gMwkU/edit?tab=t.0) in the [help-gtm-ops Slack channel](https://fleetdm.slack.com/archives/C08BTMFTUCR)." moreInfoUrl: "https://fleetdm.com/handbook/sales#communicate-gross-new-arr-added" dri: "alexmitchelliii" autoIssue: # Enables automation of GitHub issues diff --git a/it-and-security/lib/macos/configuration-profiles/google-chrome-managed-bookmarks.mobileconfig b/it-and-security/lib/macos/configuration-profiles/google-chrome-managed-bookmarks.mobileconfig index e92fc19b59..85bf747159 100644 --- a/it-and-security/lib/macos/configuration-profiles/google-chrome-managed-bookmarks.mobileconfig +++ b/it-and-security/lib/macos/configuration-profiles/google-chrome-managed-bookmarks.mobileconfig @@ -92,15 +92,15 @@ name - πŸ¦„ Getting a contract reviewed (Handbook) + πŸš‚ Getting a contract reviewed (Handbook) url - https://fleetdm.com/handbook/company/go-to-market-groups#getting-a-contract-reviewed + https://fleetdm.com/handbook/company/go-to-market-operations#getting-a-contract-reviewed name - πŸ¦„ Getting a contract signed (Handbook) + πŸš‚ Getting a contract signed (Handbook) url - https://fleetdm.com/handbook/company/go-to-market-groups#getting-a-contract-signed + https://fleetdm.com/handbook/company/go-to-market-operations#getting-a-contract-signed name @@ -647,13 +647,13 @@ name - πŸ¦„ Go-To-Market groups (Handbook) + πŸš‚ Go-To-Market operations (Handbook) url - https://fleetdm.com/handbook/company/go-to-market-groups + https://fleetdm.com/handbook/company/go-to-market-operations name - πŸ¦„ Kanban board (#g-unicorns) + πŸš‚ Kanban board (:help-gtm-ops) url https://github.com/orgs/fleetdm/projects/81 diff --git a/website/config/custom.js b/website/config/custom.js index dd6ba45662..9a46190a23 100644 --- a/website/config/custom.js +++ b/website/config/custom.js @@ -183,7 +183,7 @@ module.exports.custom = { 'handbook/company/communications.md': 'mikermcneil', 'handbook/company/leadership.md': 'mikermcneil', 'handbook/it/security.md': 'allenhouchins', - 'handbook/company/go-to-market-groups.md': 'sampfluger88', + 'handbook/company/go-to-market-operations.md': 'sampfluger88', // 🫧 Other brandfronts 'README.md': 'mikermcneil',// Β« GitHub brandfront @@ -295,7 +295,7 @@ module.exports.custom = { 'handbook/company/open-positions.yml': ['sampfluger88', 'mikermcneil', 'ireedy'], 'handbook/company/communications.md': ['mikermcneil', 'sampfluger88'], 'handbook/company/writing.md': ['mike-j-thomas', 'mikermcneil', 'sampfluger88'], - 'handbook/company/go-to-market-groups.md': ['sampfluger88', 'mikermcneil'], + 'handbook/company/go-to-market-operations.md': ['sampfluger88', 'mikermcneil'], 'handbook/company/leadership.md': ['sampfluger88', 'mikermcneil', 'ireedy'], 'handbook/it': ['sampfluger88', 'mikermcneil', 'allenhouchins'], 'handbook/finance': ['sampfluger88', 'mikermcneil', 'rfoo2015'], diff --git a/website/config/routes.js b/website/config/routes.js index 56e7357837..15dfc946b7 100644 --- a/website/config/routes.js +++ b/website/config/routes.js @@ -744,6 +744,7 @@ module.exports.routes = { 'GET /handbook/communications': '/handbook/company/communications', 'GET /handbook/leadership': '/handbook/company/leadership', 'GET /handbook/product-groups': '/handbook/company/product-groups', + 'GET /handbook/company/go-to-market-groups': '/handbook/company/go-to-market-operations', 'GET /handbook/company/customer-solutions-architect': '/handbook/company/open-positions/customer-solutions-architect', 'GET /handbook/company/software-engineer': '/handbook/company/open-positions/software-engineer', 'GET /handbook/company/software-engineer-windows-go': '/handbook/company/open-positions/software-engineer-windows-go',