{"slug":"strategy/business-strategy/76-quarterly-okrs","title":"76 — Quarterly OKRs","section":"strategy","sectionLabel":"Strategy","status":"unclassified","type":"document","path":"strategy/business-strategy/76-quarterly-okrs.mdx","bytes":4325,"description":null,"updated":null,"source":"integratewise/Integratewise-docs-wiki","content":"\nStatus: CANONICAL · Commercial OS\nOwner: Founder\nLast verified: 2026-07-21\nCadence: set in the last week of each quarter; scored publicly (internally) in the first week after; SWOT refresh runs alongside ([10](../02-category-market/10-swot-analysis.md)).\n\n---\n\n## Purpose\n\nThe quarterly operating contract: 3 objectives maximum, key results that are numbers, and the standing mission metrics that never rotate ([03 §the-mission-test](../01-foundation/03-mission.md)). Plus the current quarter's actual OKRs — this file always holds the live set.\n\n**Target audience:** Founder (self-contract); future team (the ritual they inherit); investors (operating discipline evidence).\n\n---\n\n## 1. The OKR Rules (sized for reality)\n\nMax 3 objectives, max 3 KRs each — a solo founder with 9 numbers is focused; with 20, decorated · KRs are outcomes, not activities (\"4 paying customers\" ✓, \"run 40 demos\" ✗ — activities live in the playbooks) · every KR maps to a phase-gate ([50 §2](../09-gtm/50-gtm-strategy.md)) or a mission metric · scoring: 0.0–1.0, target 0.7 (all 1.0s = sandbagged; all 0.3s = fantasy) · misses get one honest sentence of why, logged — the misses ledger is strategy input, not shame.\n\n**Standing mission metrics (reported every quarter, never rotated out — [03](../01-foundation/03-mission.md)):** time-to-context on workbench open · ATA/seat/wk · truth-ownership proofs (export capability, provider-swap capability, provenance coverage).\n\n## 2. Q3 2026 OKRs (live — the current contract)\n\n**O1 — Make the moment real: a CSM's day is measurably lighter on IntegrateWise.** _(The Strategic Build Plan's soul, quantified.)_\n\n- KR1: HubSpot → workbench end-to-end flow live: login → connect → hydrated accounts → three-beats morning, for every design-partner seat\n- KR2: 8 design partners onboarded ([45](../08-customer-success/45-onboarding-playbook.md) run 8 times); ≥ 60% seat activation by each account's day 30\n- KR3: 10+ documented catches across the cohort with customer-confirmed evidence chains ([28](../05-value-pricing/28-customer-outcomes.md))\n\n**O2 — Prove the commercial motion end-to-end.**\n\n- KR1: 2 design partners converted to paying ([37 Play 4→5](../07-sales/37-sales-playbook.md) full cycle)\n- KR2: S1→S3 conversion ≥ 40% across ≥ 15 discoveries run ([74 §1](74-sales-metrics.md) instrumentation live)\n- KR3: baseline + success-plan completeness = 100% of active accounts (the renewal case starts now — [47 T−365](../08-customer-success/47-renewal-strategy.md))\n\n**O3 — Build the demand engine's foundation.**\n\n- KR1: 12 essays shipped (≥ 90% of weeks — [56 §2](../11-marketing/56-content-strategy.md)); newsletter ≥ 500 subscribers at ≥ 45% open\n- KR2: 2+ content-sourced discovery calls/week by quarter end ([57 §3](../11-marketing/57-founder-led-marketing.md))\n- KR3: pre-launch site live (Home + Manifesto + CS + Pricing + Security — [52 §4](../10-website/52-website-strategy.md)); POV page converting ≥ 3% of visitors\n\n## 3. Q4 2026 OKRs (drafted, confirmed at quarter turn — launch quarter [51](../09-gtm/51-launch-strategy.md), [77](77-annual-gtm-plan.md))\n\nO1 Launch: gate checklist 100% → public launch executed; 48h/30d targets ([51 §4]) · O2 Revenue: 4 paying, ~$40–60K ARR exit, POV win ≥ 60% · O3 Raise: seed process run at R3 evidence ([68 §1](../12-corporate/68-fundraising-story.md)); term sheet or documented-and-planned path by quarter end.\n\n## 4. The Quarterly Ritual (half-day, protected)\n\n1. Score last quarter (with the misses ledger) → 2. SWOT refresh ([10]) → 3. Phase-gate check ([50 §2]) — _gates override ambition: no next-phase OKRs while current-phase gates are open_ → 4. Draft next quarter (3×3 max) → 5. Sanity: does every KR trace to the mission test? → 6. Publish internally; update this file.\n\n**KPIs (of the system):** OKRs set before quarter starts 100% · scored within week 1 100% · average score 0.6–0.8 band · misses-ledger entries with strategy consequences (a miss that changed nothing was never a real KR).\n\n---\n\n**Related:** [77 Annual GTM Plan](77-annual-gtm-plan.md) · [50 GTM Strategy](../09-gtm/50-gtm-strategy.md) · [03 Mission](../01-foundation/03-mission.md) · [10 SWOT](../02-category-market/10-swot-analysis.md)\n"}