From 5d02a60704cba2e5fcd525a0ad1f9064ba4f484f Mon Sep 17 00:00:00 2001 From: Dave Mount Date: Wed, 27 Dec 2023 18:02:24 -0800 Subject: [PATCH 1/2] docs: refresh goals for 2024 --- docs/.vitepress/config.ts | 19 ++---------- docs/company/goals/annual2023.md | 6 ++-- docs/company/goals/annual2024.md | 27 +++++++++++++++++ docs/company/goals/index.md | 44 ---------------------------- docs/company/goals/nov-dec2023.md | 2 +- docs/company/index.md | 3 +- docs/company/operating-procedures.md | 18 ------------ docs/sales/index.md | 33 ++------------------- docs/sales/targets-end2023.md | 26 ++++++++++++++++ 9 files changed, 63 insertions(+), 115 deletions(-) create mode 100644 docs/company/goals/annual2024.md delete mode 100644 docs/company/goals/index.md delete mode 100644 docs/company/operating-procedures.md create mode 100644 docs/sales/targets-end2023.md diff --git a/docs/.vitepress/config.ts b/docs/.vitepress/config.ts index cf80758..b559afa 100644 --- a/docs/.vitepress/config.ts +++ b/docs/.vitepress/config.ts @@ -29,27 +29,12 @@ export default withMermaid( { text: 'About Koor', link: '/company/' }, { text: 'Culture', link: '/company/culture' }, { text: 'Communication', link: '/company/communication' }, - { - text: 'Operating Procedures', - link: '/company/operating-procedures', - }, { text: 'Company Holidays', link: '/company/holiday-policy' }, { text: 'Goals', - link: '/company/goals/', items: [ - { - text: '2023', - link: '/company/goals/annual2023', - }, - { - text: 'July-Aug 2023', - link: '/company/goals/july-aug2023', - }, - { - text: 'Nov-Dec 2023', - link: '/company/goals/nov-dec2023', - }, + { text: '2024', link: '/company/goals/annual2024' }, + { text: '2023', link: '/company/goals/annual2023' }, ], }, { diff --git a/docs/company/goals/annual2023.md b/docs/company/goals/annual2023.md index 13c33cb..237f6f2 100644 --- a/docs/company/goals/annual2023.md +++ b/docs/company/goals/annual2023.md @@ -16,6 +16,8 @@ Accumulate $1,000,000 ARR through software subscriptions Make Koor software so useful that everyone with Rook Ceph has it installed somewhere. -# 2024 +# Short-term goals from 2023 -Coming soon... +- [June](june2023) +- [July-August](july-aug2023) +- [November-December](nov-dec2023) diff --git a/docs/company/goals/annual2024.md b/docs/company/goals/annual2024.md new file mode 100644 index 0000000..3bda3c1 --- /dev/null +++ b/docs/company/goals/annual2024.md @@ -0,0 +1,27 @@ +--- +title: Goals for 2024 +--- + +# 2024 Annual Goals + +## 1. Grow annual renevue to $1MM or more + +Do this to have a chance to get Series A funding. + +## 2. Aquire 50 or more new customers + +- 40 or more with under 50 nodes + - average deal size: $6,250 +- 10 (20%) enterprise-scale customers with 50+ storage nodes + - average deal size: $75k + +# 2024 Q1 Goals + +These must align with the annual goals and with our updated business strategy. + +1. Offer Ceph managed services instead of Data Control Center + a. Koor sets up and operates Ceph storage on behalf of customers who want to outsource data storage. + b. Revise website and contracts to promote this offering. + c. Run awareness campaign to tell the world about it. + d. Feature additional services to see what interests customer. +2. Acquire 10 new customers in Q1, including 1 at enterprise scale (50+ nodes). diff --git a/docs/company/goals/index.md b/docs/company/goals/index.md deleted file mode 100644 index 3e6cd81..0000000 --- a/docs/company/goals/index.md +++ /dev/null @@ -1,44 +0,0 @@ ---- -title: Koor Company Goals ---- - -# Goals - -## Framing - -Koor serves those who are inclined to handle their own data storage. Koor strives to simplify the operation of Rook and Ceph, adding tools and enhancements to the open source solutions. - -Koor Technologies, Inc., is a small but mighty start-up. We need to earn the right to grow by solving problems that are critical to customers. - -## Stages - -We can identify stages we need to get through to realize the company vision. - -### 1. Establish KSD as a viable product - -Customers need to see obvious value in spending their time and money to deploy KSD to manage their data storage. In this stage, the Koor team is focused on adding value to Ceph and Rook open source projects, as well as expanding the proprietary capabilities of KSD. - -The Koor team also needs to help customers and prospects understand what KSD can do for them. A prospect who visits the Koor website should want to register to give KSD a try. Some of these prospects will need help with their existing Rook / Ceph implementation. We can sell them a Pro subscription, which comes with a system assessment. We can help with additional consulting as needed. - -The experience with customers will show us gaps that we can address via enhancements to KSD. We will prioritize these improvements, turning KSD into an obvious must-have tool for managing data storage. - -The primary goals of this stage are: - -1. to convert every Rook user to a KSD user, and -2. to grow the usage of KSD/Rook overall by attracting anyone who is thinking about data storage for the first time or regrouping from an unsuccessful outsourcing experience. - -### 2. Empower data storage professionals - -This stage is about growth via enterprise sales of KSD Enterprise. Larger organizations tend to have their own data storage teams, or at least members of an IT team who specialize in data management. We want to empower those teams to act as a service provider to their internal users, other departments in their organization. The better KSD Enterprise works for them, the better job security they will have. - -The goal is for KSD Enterprise to become the defacto tool for do-it-yourself data teams. - -### 3. Unleash Koor's DaaS offering - -This stage is about Koor offering a Data-as-a-Service solution using KSD Enterprise to empower Koor's service team. Let's call it Koor DaaS for now. For Koor DaaS to be competitive with the big players (Akamai, AWS, et al), it has to handle security (including authorization and encryption), auto-scaling, replication, disaster recovery, and stringent SLAs. - -There's a lot to get right, so it makes sense for this to be in a later stage of growth, once KSD Enterprise works and we have the resources to scale the team further. - -### 4. World domination (at least of the data storage arena) - -Of course, this is the ultimate destination, until the eventual collapse and ruin of the empire, as all things go. diff --git a/docs/company/goals/nov-dec2023.md b/docs/company/goals/nov-dec2023.md index 091db9e..053ef5b 100644 --- a/docs/company/goals/nov-dec2023.md +++ b/docs/company/goals/nov-dec2023.md @@ -15,4 +15,4 @@ title: Goals thru the end of 2023 ## Adoption / Sales - Show a positive trend in adoption -- Meet or exceed [sales targets](/sales/) +- Meet or exceed [sales targets](/sales/targets-end2023) diff --git a/docs/company/index.md b/docs/company/index.md index 8fa76c0..8e5f3dc 100644 --- a/docs/company/index.md +++ b/docs/company/index.md @@ -92,7 +92,6 @@ We love open source. In fact, Koor is one of the maintainers of the [Rook](https [Culture](culture) [Communication](communication) -[Operating Procedures](operating-procedures) -[Goals](goals/) +[Goals](goals/annual2024) [Employees](employees/) [Company Holidays](holiday-policy) diff --git a/docs/company/operating-procedures.md b/docs/company/operating-procedures.md deleted file mode 100644 index 2a2ff08..0000000 --- a/docs/company/operating-procedures.md +++ /dev/null @@ -1,18 +0,0 @@ ---- -title: Operating Procedures ---- - -# Operating Procedures - -## Policies - - -## Code of Conduct - - -## Company goal setting - - -## Spending company money - - diff --git a/docs/sales/index.md b/docs/sales/index.md index e671170..a43f9d2 100644 --- a/docs/sales/index.md +++ b/docs/sales/index.md @@ -6,35 +6,6 @@ title: Sales The only way Koor will stay in business is to generate enough revenue to cover our costs and fuel our growth. That's what sales is all about. -Our sales strategy is simple. Offer customers help with their self-managed data storage. That help comes in two forms: our software that makes it easier to set up and operate Rook Ceph data storage, and support from storage experts. +Our sales strategy is simple. Offer customers data storage using Ceph plus whatever additional software helps us manage the service at scale. Each customer gets their own storage cluster, and we take care of it for them. -Both kinds of support are available for free, allowing prospective customers to sample our wares. Anyone can register for a free, unlimited-time trial of Koor Data Control Center for up to 4 storage nodes. Also, we answer questions that people send us. Our knowledge base is also freely available and full of good advice. - -Ultimately, sales is about finding customers in need of help and showing them how Koor can be their partner in running their data storage. - -## Targets - -Our sales targets are tied to the survival of Koor. What is outlined here is the minimum needed to keep going. On the upside, the sky is the limit, so to speak, so sell as much as possible. After that, we can think about going into orbit. - -### Entry scale - -Anyone who purchases up to 10 license for Koor Pro Bundle is considered an entry-level customer. The size is really a measure of their data storage than their enterprise. For instance, this could be for a small company that manages a modest Ceph cluster, or it might be for a larger organization that uses Ceph as one of its data solutions. - -### Enterprise scale - -Any storage cluster larger than 10 nodes should be considered enterprise scale. - -At the lower end of the range, we can work out per-node discounts and identify appropriate levels of support. Medium scale enterprise is 10 to 100 nodes. This is something Koor can take on at any time. Anything beyond 100 nodes is consider large scale enterprise. - -Ceph can scale to petabytes (PB) of storage, which would run on thousands of storage nodes. Organizations with this amount of storage might need dedicated 24/7 emergency support, system design expertise, and on-going maintenance. Some will need help training their employees on the particulars of Ceph and running at massive scale. While this would be new for Koor, this is exactly the kind of challenge we need to master. - -### Milestones - -Stated targets must be attained by the milestone date. More is better, and we will add future targets as we go. Missing any target will be cause for soul searching. - -1. 11 January 2024 - 3 new customers; 1 enterprise-scale deal -2. 14 March 2024 - 10 new customers; 2 enterprise-scale deals - -## Bonus plan - -There is no bonus plan at this time. +More to come... diff --git a/docs/sales/targets-end2023.md b/docs/sales/targets-end2023.md new file mode 100644 index 0000000..367a2b6 --- /dev/null +++ b/docs/sales/targets-end2023.md @@ -0,0 +1,26 @@ +--- +title: Sales Target from 2023 +--- + +# 2023 Sales Targets + +Our sales targets are tied to the survival of Koor. What is outlined here is the minimum needed to keep going. On the upside, the sky is the limit, so to speak, so sell as much as possible. After that, we can think about going into orbit. + +### Entry scale + +Anyone who purchases up to 10 license for Koor Pro Bundle is considered an entry-level customer. The size is really a measure of their data storage than their enterprise. For instance, this could be for a small company that manages a modest Ceph cluster, or it might be for a larger organization that uses Ceph as one of its data solutions. + +### Enterprise scale + +Any storage cluster larger than 10 nodes should be considered enterprise scale. + +At the lower end of the range, we can work out per-node discounts and identify appropriate levels of support. Medium scale enterprise is 10 to 100 nodes. This is something Koor can take on at any time. Anything beyond 100 nodes is consider large scale enterprise. + +Ceph can scale to petabytes (PB) of storage, which would run on thousands of storage nodes. Organizations with this amount of storage might need dedicated 24/7 emergency support, system design expertise, and on-going maintenance. Some will need help training their employees on the particulars of Ceph and running at massive scale. While this would be new for Koor, this is exactly the kind of challenge we need to master. + +### Milestones + +Stated targets must be attained by the milestone date. More is better, and we will add future targets as we go. Missing any target will be cause for soul searching. + +1. 11 January 2024 - 3 new customers; 1 enterprise-scale deal +2. 14 March 2024 - 10 new customers; 2 enterprise-scale deals From eb495a26e5b6d0b167cf0efdf37866d2ab0005ac Mon Sep 17 00:00:00 2001 From: Dave Mount Date: Wed, 27 Dec 2023 19:44:03 -0800 Subject: [PATCH 2/2] fix: broken link, plus improve wording --- docs/.vitepress/theme/custom.css | 1 + docs/company/goals/annual2024.md | 42 +++++++++++++++++++++----------- docs/index.md | 2 +- 3 files changed, 30 insertions(+), 15 deletions(-) diff --git a/docs/.vitepress/theme/custom.css b/docs/.vitepress/theme/custom.css index 4c107ed..806a6ce 100644 --- a/docs/.vitepress/theme/custom.css +++ b/docs/.vitepress/theme/custom.css @@ -12,6 +12,7 @@ h1 { color: #9e809a; text-align: center; + margin-top: 3rem; } h2 { color: #19dda5; diff --git a/docs/company/goals/annual2024.md b/docs/company/goals/annual2024.md index 3bda3c1..9cbb755 100644 --- a/docs/company/goals/annual2024.md +++ b/docs/company/goals/annual2024.md @@ -4,24 +4,38 @@ title: Goals for 2024 # 2024 Annual Goals -## 1. Grow annual renevue to $1MM or more +## 1. Grow annual revenue to $1MM -Do this to have a chance to get Series A funding. +- Do this to have a chance to get Series A funding. +- The sooner the better. -## 2. Aquire 50 or more new customers +## 2. Aquire 100 new customers, including 10 enterprise customers -- 40 or more with under 50 nodes - - average deal size: $6,250 -- 10 (20%) enterprise-scale customers with 50+ storage nodes - - average deal size: $75k +- Build social proof that our offering is trusted and popular. +- Demonstrate ability to handle operations at scale and to work with large customers. # 2024 Q1 Goals -These must align with the annual goals and with our updated business strategy. +Near-term goals based on our new strategy that support our annual goals. -1. Offer Ceph managed services instead of Data Control Center - a. Koor sets up and operates Ceph storage on behalf of customers who want to outsource data storage. - b. Revise website and contracts to promote this offering. - c. Run awareness campaign to tell the world about it. - d. Feature additional services to see what interests customer. -2. Acquire 10 new customers in Q1, including 1 at enterprise scale (50+ nodes). +## 1. Offer Ceph managed services instead of Data Control Center + +- Koor sets up and operates Ceph storage on behalf of customers who want to outsource data storage. +- Revise website, Stripe, and contracts to promote this offering and make it easy to purchase. +- Create a priority list of things to automate: provisioning, monitoring, notifications, etc. +- Run awareness campaign to tell the world about it. +- Feature additional services to see what interests customer. + - Encryption + - Adopt a Cluster - for when a customer wants to take it over and operate it themselves. + - Compliance - someday + - Migration - on / off + +## 2. Sell $100,000 in managed storage + +- Say we offer 5-node clusters as a base at $50/node/year and discount 2 months for a 1-year commitment, that would be $2,500 per sale. +- If we sell 40 of those, that's a way to reach our goal. + +## 3. Acquire 1 enterprise-scale customer (50+ nodes) + +- We need to attract at least one larger company to place on our marquee. +- This is orthoganal to the revenue goal. diff --git a/docs/index.md b/docs/index.md index 4fcc43c..8c21026 100644 --- a/docs/index.md +++ b/docs/index.md @@ -12,7 +12,7 @@ hero: actions: - theme: brand text: Company Goals - link: /company/goals/ + link: /company/goals/annual2024 - theme: alt text: Product Roadmap link: /engineering/product/product-roadmap