Once a big rock is identified, it needs to be defined.

“We are cloud first, while also targeting the three core personas within accounts that will unlock opportunity, and ultimately scaling the business at a rapid pace. “Our big rocks are really straightforward ,” according to Smith. I think that shared mission has been a cornerstone of the success we've achieved so far. It makes us a much more aligned and higher performing organization.”Ĭhristian’s big ‘rocks’ for this year include a clear focus on being cloud first, targeting the three core personas within accounts that will unlock opportunity, and scaling the business at a rapid pace. We are all in the boat together and we have to believe what we're doing matters. “It’s important our revenue team is in agreement and aligned. “We try to connect those big priorities to what we call our noble purpose, which is the impact that we can have on our customers and on their employees, their customers, and their constituents,” he continues. I try to keep it to three to four priorities that allow us to be very focused, very connected, and very aligned.” “Splunk’s executive team is very, very specific about what I call our big rocks – that is, the three or four things that we must do as a team to execute on the strategy and be successful. “Our common purpose has enabled our success throughout our transformation,” says Smith. And we are deeply committed to investing in continued innovation, sales insights, and enablement.”Īt the top of the list is the ability of the leadership to instill a common purpose across all customer-facing employees by aligning the engagement model, incentive system, and measurements with corporate growth priorities. Our revenue team is also incentivized for high levels of teamwork and collaboration. “Most importantly, we have a strong common purpose across sales, marketing, and customer support organizations. “Our transformation success is based on three essential elements that are aligned to our corporate growth priorities,” says Smith. And generating superior returns on their investments in sales insights and enablement.Incentivizing high levels of teamwork and collaboration across the revenue team.Establishing a strong common purpose across sales, marketing, and customer support organizations.I asked him how his revenue team is able to do it.Īccording to Smith, their success at growing while transforming stemmed from a variety of factors: Splunk grew cloud ARR by 75% in its recently announced fiscal third quarter 2022 results to achieve its first billion-dollar cloud ARR quarter, and projected cloud ARR will reach $2 billion by the end of the next fiscal year. Whatever Smith’s team is doing must be working. Overall, our recurring revenue is increasing in a similar manner and our growth is exceeding those organizations when they were our size.” For example, Salesforce, Workday, and ServiceNow. That said, it’s also important to measure success based on peer SaaS companies of a similar size and scale. “That specifically manifests itself in recurring revenue growth, which we consider our North Star. “It’s vital to produce the right kind of profit that shareholders appreciate,” he continues. “Top line growth is a key pillar in our business transformation and it’s critical to maintaining market momentum and building a durable company that continues to deliver exceptional innovation.” “We are an innovative, high growth company with a significant total addressable market,” says Smith.

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