Consolidated Metrics Framework

Parking lot for metrics integration across the playbook.

Status: Analysis complete. Metrics are dispersed across 15+ documents and need consolidation.

Executive Summary

The playbook defines metrics in multiple places but lacks:

A single source of truth for all metrics
Clear data source mapping
Dashboard specifications for different audiences
Instrumentation priorities

This document consolidates all metrics and proposes an integrated framework.

1. North Star Metrics by Phase

┌─────────────────────────────────────────────────────────────────┐
│                    METRICS PYRAMID                              │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│                      12+ MONTHS                                 │
│                    ┌───────────┐                                │
│                    │ COVERAGE  │                                │
│                    │ Unique    │                                │
│                    │ Accounts  │                                │
│                    └─────┬─────┘                                │
│                          │                                      │
│                    6-9 MONTHS                                   │
│               ┌──────────────────┐                              │
│               │   ATTACH RATES   │                              │
│               │   SKU + Use Case │                              │
│               │   Expansion      │                              │
│               └────────┬─────────┘                              │
│                        │                                        │
│                   3-6 MONTHS                                    │
│          ┌─────────────────────────┐                            │
│          │    STRATEGIC WINS       │                            │
│          │    Decisive account     │                            │
│          │    wins proving value   │                            │
│          └─────────────────────────┘                            │
│                                                                 │
│  Earlier phases MUST succeed for later phases to be meaningful  │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Phase	North Star	Definition	Target	Source Doc
P1 (M1-3)	Strategic Wins	Decisive account wins with Apps delivering clear business value	3-5 wins	09_strategic_inputs, 10_action_plan
P2 (M4-6)	Attach Rates	SKU and use case attach driven by Apps	Baseline + improvement	09_strategic_inputs, 10_action_plan
P3 (M7-12)	Coverage	Unique accounts with production Apps deployed	50+ accounts	09_strategic_inputs, 10_action_plan

2. Motion-Specific Metrics

Different metrics apply to different customer profiles and adoption motions.

Motion	Primary Metrics	Secondary Metrics	Customer Profile	Source Doc
Quality	Strategic Wins, Retention Rate	Active Users per App, Business Value Documented	Enterprise, Regulated	01_icp_and_targeting
Quantity	Coverage, Apps Created	Active Developers, Self-serve Completion	Digital Native	01_icp_and_targeting

Motion-Phase Alignment

Phase	Primary Motion	Key Metric
P1 (Prove It)	Quality	Strategic Wins
P2 (Scale It)	Both	Attach Rates
P3 (Expand It)	Quantity	Coverage

3. Complete Metrics Inventory

3.1 Hypothesis Validation Metrics

Hypothesis	Metric	Target	Data Source	Current Status	Source Doc
H1: Tip of Spear	Attach rate (% expand to other SKUs)	TBD	SFDC + Telemetry	⬜ Not collected	08_hypotheses
H1	Time-to-expansion (days)	TBD	Telemetry	⬜ Not collected	08_hypotheses
H1	Influenced ACV	TBD	Finance	⬜ Not collected	08_hypotheses
H2: Ecosystem Moat	Win rate vs hyperscalers	TBD	SFDC	⬜ Not collected	08_hypotheses
H2	Multi-product correlation	Positive	Telemetry	⬜ Not collected	08_hypotheses
H3: FE Enablement	FE confidence score	+20% improvement	FE Survey	⬜ Not collected	08_hypotheses
H3	Apps conversations per FE	TBD	Activity Tracking	⬜ Not collected	08_hypotheses
H3	Win rate: Enabled vs non-enabled FE	Enabled > non-enabled	SFDC + Training	⬜ Not collected	08_hypotheses
H4: Archetypes	% of wins in 3 archetypes	80%+	SFDC Analysis	⬜ Not collected	08_hypotheses
H4	Revenue by archetype	Measurable split	SFDC	⬜ Not collected	08_hypotheses
H5: SI vs FDE	SI time-to-value vs internal	SI ≤ internal	Project Tracking	⬜ Not collected	08_hypotheses
H5	SI-sourced pipeline	TBD	SFDC	⬜ Not collected	08_hypotheses
H5	SI customer satisfaction	≥ internal	CSAT	⬜ Not collected	08_hypotheses
H6: Metrics Align BUs	BU leader acceptance	3+ SVP/VPs	Stakeholder Feedback	⬜ Not collected	08_hypotheses
H6	Finance approval	Approved	Finance Team	⬜ Not submitted	08_hypotheses
H7: Net-New Focus	Win rate: Net-new vs migration	Net-new > migration	SFDC	⬜ Not collected	08_hypotheses
H7	CSAT: Net-new vs migration	Net-new > migration	CSAT	⬜ Not collected	08_hypotheses
H8: Quality vs Quantity	Retention by motion type	Motion-matched > mismatched	Telemetry	⬜ Not collected	08_hypotheses
H8	Active users per app by segment	TBD	Telemetry	⬜ Not collected	08_hypotheses

3.2 Field Gap Metrics

Category	Metric	Target	Data Source	Current Status	Source Doc
Enablement	Training completion rate	80%+	LMS	⬜ Not tracked	04_field_enablement
Enablement	FE confidence survey (baseline)	Establish baseline	Survey	⬜ Not collected	04_field_enablement
Enablement	FE confidence survey (post)	+20% vs baseline	Survey	⬜ Not collected	04_field_enablement
Signal Capture	Signals captured per week	10+	Signal Log	⬜ 0	07_signal_capture
Signal Capture	PM features influenced	2+	PM Feedback	⬜ 0	07_signal_capture
Signal Capture	Signal-to-escalation time	<7 days	Signal Log	⬜ N/A	07_signal_capture
Signal Capture	Field NPS on signal process	>7	Survey	⬜ N/A	07_signal_capture
Incentives	Signal capture submissions	TBD	SFDC	⬜ Not tracked	05_field_incentives

3.3 Product Gap Metrics

Category	Metric	Target	Data Source	Current Status	Source Doc
Loss Analysis	Loss capture rate	80%+	Loss Registry	⬜ 0%	04_loss_analysis
Loss Analysis	PM features influenced by loss data	2+	PM Feedback	⬜ 0	04_loss_analysis
Loss Analysis	Recovered deals	3+	SFDC	⬜ 0	04_loss_analysis
Loss Analysis	Churn rate reduction	-20%	Telemetry	⬜ TBD	04_loss_analysis
Use Case Tracking	Use cases in registry	50+	Registry	⬜ 0	01_use_case_tracking
Use Case Tracking	Classification accuracy	90%+	Registry	⬜ N/A	01_use_case_tracking
Use Case Tracking	New patterns identified	1-2	Registry	⬜ 0	01_use_case_tracking
Feature Adoption	Features with DBU tracking	All core	Telemetry	⬜ None	02_feature_adoption
Feature Adoption	Features with CSAT tracking	Top 5	CSAT Survey	⬜ None	02_feature_adoption

3.4 Phase Key Results (Action Plan)

Phase	KR	Target	Measurement	Source Doc
P1	KR1	3-5 strategic wins	Win narratives	01_action_plan
P1	KR2	FE enablement complete	Training completion	01_action_plan
P1	KR3	Council launched	Weekly cadence	01_action_plan
P1	KR4	3+ BU leader alignment	Sponsorship	01_action_plan
P1	KR5	Quality motion piloted	3 lighthouse accounts	01_action_plan
P2	KR1	Attach tracking live	Dashboard	01_action_plan
P2	KR2	Playbook v1 published	Field adoption	01_action_plan
P2	KR3	5+ additional wins	Win narratives	01_action_plan
P2	KR4	PM influence demonstrated	Features prioritized	01_action_plan
P2	KR5	Both motions piloted	Retention improvement	01_action_plan
P3	KR1	50+ unique accounts	Telemetry	01_action_plan
P3	KR2	Attach rate improvement	Dashboard	01_action_plan
P3	KR3	SI pilot complete	1-2 SIs engaged	01_action_plan
P3	KR4	Playbook v2 published	Field adoption	01_action_plan

4. Data Sources Matrix

4.1 Data Source Overview

Data Source	Description	Owner	Availability
SFDC	Deals, pipeline, competitive, win/loss	Sales Ops	✅ Available
Product Telemetry	App creation, usage, features, retention	PM/Analytics	⚠️ Partial
Field Signal Log	Qualitative feedback, blockers	Adoption Architect	⬜ To create
FE Surveys	Confidence, enablement effectiveness	Enablement	⬜ To create
PS Engagement Data	Deep implementation details	PS	⚠️ Partial
Finance	Revenue, influenced ACV	Finance	⚠️ Requires ask
LMS	Training completion	Enablement	✅ Available
CSAT Survey	Customer satisfaction by feature	CS	⚠️ Partial

4.2 Metric-to-Source Mapping

Metric Category	SFDC	Telemetry	Signal Log	Survey	Finance	LMS
Strategic Wins	✅		✅
Attach Rates	✅	✅			✅
Coverage		✅
FE Confidence				✅
Training Completion						✅
Loss Analysis	✅		✅
Feature Adoption		✅		✅
Retention		✅
Influenced Revenue	✅				✅

4.3 Data Availability Status

Status	Metrics Count	Examples
✅ Available	5	Training completion, SFDC pipeline
⚠️ Partial	8	Telemetry (some), CSAT (some features)
⬜ Not Collected	25+	Most hypothesis validation metrics
❌ Not Instrumented	10+	Attach rate, influenced ACV

5. Dashboard Specifications

5.1 GTM Leaders Dashboard

Audience: SVPs, VPs of Field Engineering Frequency: Monthly (newsletter) + Quarterly (exec readout)

┌─────────────────────────────────────────────────────────────────┐
│                    GTM LEADERS DASHBOARD                        │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   ┌─────────────────┐  ┌─────────────────┐  ┌────────────────┐ │
│   │ STRATEGIC WINS  │  │  ATTACH RATE    │  │   COVERAGE     │ │
│   │                 │  │                 │  │                │ │
│   │   3 / 5 target  │  │   TBD%          │  │  15 / 50       │ │
│   │   ████████░░    │  │   Baseline TBD  │  │  accounts      │ │
│   └─────────────────┘  └─────────────────┘  └────────────────┘ │
│                                                                 │
│   ┌─────────────────────────────────────────────────────────┐  │
│   │ PIPELINE HEALTH                                          │  │
│   │ ────────────────                                         │  │
│   │ Apps Opportunities: XX    Conversion Rate: XX%           │  │
│   │ Lighthouse Progress: X/15  Avg Deal Size: $XXK           │  │
│   └─────────────────────────────────────────────────────────┘  │
│                                                                 │
│   ┌─────────────────────────────────────────────────────────┐  │
│   │ FE ENABLEMENT                                            │  │
│   │ ───────────────                                          │  │
│   │ Training Completion: XX%   Confidence Score: XX (+X%)    │  │
│   │ Apps Conversations: XX/FE  Win Rate Enabled: XX%         │  │
│   └─────────────────────────────────────────────────────────┘  │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Metric	Source	Update Frequency
Strategic Wins	SFDC + Signal Log	Weekly
Attach Rate	SFDC + Telemetry	Monthly
Coverage	Telemetry	Monthly
Pipeline Health	SFDC	Weekly
FE Enablement	LMS + Survey	Monthly

5.2 PM Dashboard

Audience: Product Management Frequency: Weekly (Council) + Quarterly (PM Feedback Synthesis)

┌─────────────────────────────────────────────────────────────────┐
│                    PM DASHBOARD                                 │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   ┌─────────────────────────────────────────────────────────┐  │
│   │ TOP BLOCKERS BY DEAL IMPACT                              │  │
│   │ ──────────────────────────                               │  │
│   │ 1. Security (public URLs)     $XXM ACV at risk    🔴     │  │
│   │ 2. Cost (fixed pricing)       $XXM ACV blocked    🔴     │  │
│   │ 3. Horizontal scaling         $XXM limited        🟡     │  │
│   └─────────────────────────────────────────────────────────┘  │
│                                                                 │
│   ┌──────────────────────┐  ┌────────────────────────────────┐ │
│   │ LOSS ANALYSIS        │  │ FEATURE ADOPTION               │ │
│   │ ─────────────        │  │ ────────────────               │ │
│   │ Total Losses: XX     │  │ Lakebase:    ███████░ 70%      │ │
│   │ Product Gap: XX      │  │ Model Serve: ████░░░░ 40%      │ │
│   │ Competitive: XX      │  │ App Spaces:  ██░░░░░░ 20%      │ │
│   │ ACV Lost: $XXM       │  │ Unity Cat:   █████████ 90%     │ │
│   └──────────────────────┘  └────────────────────────────────┘ │
│                                                                 │
│   ┌─────────────────────────────────────────────────────────┐  │
│   │ SIGNAL TREND                                             │  │
│   │ ────────────                                             │  │
│   │ Signals This Week: XX    Escalated: XX    Resolved: XX   │  │
│   │ Top Categories: Security (XX), Cost (XX), Scaling (XX)   │  │
│   └─────────────────────────────────────────────────────────┘  │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Metric	Source	Update Frequency
Top Blockers	Signal Log + Loss Registry	Weekly
Loss Analysis	Loss Registry	Monthly
Feature Adoption	Telemetry	Monthly
Signal Trend	Signal Log	Weekly

5.3 Adoption Architect Dashboard

Audience: Adoption Architect Team Frequency: Weekly (operational) + Monthly (review)

┌─────────────────────────────────────────────────────────────────┐
│                    ADOPTION ARCHITECT DASHBOARD                 │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   ┌─────────────────────────────────────────────────────────┐  │
│   │ HYPOTHESIS VALIDATION STATUS                             │  │
│   │ ───────────────────────────                              │  │
│   │ H1 Tip of Spear    ⬜ Not tested   Decision: Month 6     │  │
│   │ H2 Ecosystem Moat  ⬜ Not tested   Decision: Month 9     │  │
│   │ H3 FE Enablement   🟡 In progress Decision: Month 3     │  │
│   │ H4 Archetypes      ⬜ Not tested   Decision: Month 6     │  │
│   │ H5 SI vs FDE       ⬜ Not tested   Decision: Month 9     │  │
│   │ H6 Metrics Align   🟡 In progress Decision: Month 3     │  │
│   │ H7 Net-New Focus   ⬜ Not tested   Decision: Month 6     │  │
│   │ H8 Quality/Qty     ⬜ Not tested   Decision: Month 6     │  │
│   └─────────────────────────────────────────────────────────┘  │
│                                                                 │
│   ┌──────────────────────┐  ┌────────────────────────────────┐ │
│   │ LIGHTHOUSE PROGRESS  │  │ DELIVERABLE BURNDOWN           │ │
│   │ ───────────────────  │  │ ────────────────────           │ │
│   │ Total: 15            │  │ P1 Field: 3/9 complete         │ │
│   │ Engaged: 5           │  │ P1 Product: 1/7 complete       │ │
│   │ Deep-dive: 3         │  │ P2 Field: 0/4 complete         │ │
│   │ Win: 1               │  │ P2 Product: 0/3 complete       │ │
│   └──────────────────────┘  └────────────────────────────────┘ │
│                                                                 │
│   ┌─────────────────────────────────────────────────────────┐  │
│   │ WEEKLY METRICS                                           │  │
│   │ ──────────────                                           │  │
│   │ Council Attendance: XX%   Signals Captured: XX           │  │
│   │ Actions Closed: XX/XX     PM Escalations: XX             │  │
│   └─────────────────────────────────────────────────────────┘  │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Metric	Source	Update Frequency
Hypothesis Status	Traceability Matrix	Monthly
Lighthouse Progress	Signal Log + SFDC	Weekly
Deliverable Burndown	Action Plan Tracker	Weekly
Weekly Metrics	Various	Weekly

6. Metrics Categories Summary

6.1 Leading vs Lagging Indicators

Type	Metrics	Purpose
Leading	FE confidence, Training completion, Signals captured, Lighthouse engaged	Predict future outcomes
Lagging	Strategic wins, Attach rate, Coverage, Revenue	Measure actual results

6.2 Metrics by Objective

Objective	Metrics	Owner
Prove Apps Value	Strategic wins, Win narratives, Business value documented	Adoption Architect
Enable Field	FE confidence, Training completion, Apps conversations	Enablement
Influence Product	Signals captured, PM features influenced, Gap resolution	Adoption Architect
Scale Adoption	Attach rate, Coverage, Active developers	Field + Analytics
Retain Customers	Retention rate, Active users per app, Churn rate	CS + Analytics

6.3 Metrics by Audience Need

Audience	Key Question	Metrics Needed
GTM Leaders	“Is Apps moving the needle?”	Strategic wins, Attach rate, Pipeline
PM	“What’s blocking adoption?”	Top blockers, Loss analysis, Feature adoption
Adoption Architect	“Are our hypotheses correct?”	Hypothesis validation metrics, Lighthouse progress
FE	“How do I sell Apps?”	Win rate by approach, Best practices, Qualification signals
Finance	“What’s Apps worth?”	Influenced ACV, Revenue attribution

7. Integration Recommendations

7.1 Priority Actions

Priority	Action	Owner	Timeline
🔴 1	Create FE confidence survey instrument	Adoption Architect	Week 1-2
🔴 2	Define attach rate calculation with Finance	Adoption Architect	Week 2-4
🔴 3	Launch Signal Log tracking	Adoption Architect	Week 1
🟡 4	Instrument strategic win tracking in SFDC	Sales Ops	Month 1
🟡 5	Build loss analysis registry	Adoption Architect	Month 1
🟢 6	Create dashboards (GTM, PM, AA)	Analytics + AA	Month 2-3

7.2 Data Gaps to Address

Gap	Impact	Resolution	Owner
Attach rate not defined	Can’t validate H1	Finance alignment	AA + Finance
FE confidence not measured	Can’t validate H3	Create survey	AA + Enablement
Telemetry incomplete	Can’t measure retention, usage	PM instrumentation	PM
Influenced ACV not calculated	Can’t prove tip-of-spear	Finance methodology	AA + Finance

7.3 Metrics to Add to Action Plan

These metrics need explicit tracking deliverables in the action plan:

Metric	Current State	Recommended Action	Phase
FE confidence baseline	Not in action plan	Add survey W2	P1 M1
Attach rate definition	Mentioned but vague	Add Finance alignment W4	P1 M1
Signal capture launch	Not formalized	Add Signal Log launch W1	P1 M1
Dashboard creation	Not scheduled	Add dashboard sprint M2	P1 M2

8. Metrics Collection Cadence

Cadence	Metrics	Forum
Weekly	Signals captured, Lighthouse progress, Actions closed	Apps Adoption Council
Monthly	Strategic wins, FE confidence, Loss analysis, Pipeline	BU+1 Newsletter
Quarterly	Attach rate, Hypothesis status, Coverage, PM influence	Exec Readout
Annual	Full metrics review, Target setting	FY Planning

Next Steps

Prioritize which metrics to instrument first (FE survey, attach rate)
Align with Finance on attach rate / influenced ACV methodology
Build Signal Log as operational foundation
Create dashboard mockups for validation with stakeholders
Add metrics instrumentation to action plan deliverables

Last Updated: January 2026

Databricks Apps Adoption Playbook

Field vs Product framework for driving adoption