Unclassified

76 — Quarterly OKRs

Status: CANONICAL · Commercial OS
Owner: Founder
Last verified: 2026-07-21
Cadence: set in the last week of each quarter; scored publicly (internally) in the first week after; SWOT refresh runs alongside (10).

Purpose

The quarterly operating contract: 3 objectives maximum, key results that are numbers, and the standing mission metrics that never rotate (03 §the-mission-test). Plus the current quarter's actual OKRs — this file always holds the live set.

Target audience: Founder (self-contract); future team (the ritual they inherit); investors (operating discipline evidence).

1. The OKR Rules (sized for reality)

Max 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) 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.

Standing mission metrics (reported every quarter, never rotated out — 03): time-to-context on workbench open · ATA/seat/wk · truth-ownership proofs (export capability, provider-swap capability, provenance coverage).

2. Q3 2026 OKRs (live — the current contract)

O1 — Make the moment real: a CSM's day is measurably lighter on IntegrateWise. (The Strategic Build Plan's soul, quantified.)

  • KR1: HubSpot → workbench end-to-end flow live: login → connect → hydrated accounts → three-beats morning, for every design-partner seat
  • KR2: 8 design partners onboarded (45 run 8 times); ≥ 60% seat activation by each account's day 30
  • KR3: 10+ documented catches across the cohort with customer-confirmed evidence chains (28)

O2 — Prove the commercial motion end-to-end.

  • KR1: 2 design partners converted to paying (37 Play 4→5 full cycle)
  • KR2: S1→S3 conversion ≥ 40% across ≥ 15 discoveries run (74 §1 instrumentation live)
  • KR3: baseline + success-plan completeness = 100% of active accounts (the renewal case starts now — 47 T−365)

O3 — Build the demand engine's foundation.

  • KR1: 12 essays shipped (≥ 90% of weeks — 56 §2); newsletter ≥ 500 subscribers at ≥ 45% open
  • KR2: 2+ content-sourced discovery calls/week by quarter end (57 §3)
  • KR3: pre-launch site live (Home + Manifesto + CS + Pricing + Security — 52 §4); POV page converting ≥ 3% of visitors

3. Q4 2026 OKRs (drafted, confirmed at quarter turn — launch quarter 51, 77)

O1 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); term sheet or documented-and-planned path by quarter end.

4. The Quarterly Ritual (half-day, protected)

  1. 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.

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).

Related: 77 Annual GTM Plan · 50 GTM Strategy · 03 Mission · 10 SWOT