KPI Framework

A tiered set of measures that connects daily activity to business outcomes: one north-star metric, a few outcome KPIs, leading indicators and guardrails.

ID: MK-T0601
Tactic: Measurement & KPIs
Sub-techniques: 5
Type: Concept
Level: Intermediate
Time: Half day

Sub-techniques

ID	Name
MK-T0601.001	North-Star Metric
MK-T0601.002	Outcome KPIs
MK-T0601.003	Leading Indicators
MK-T0601.004	Guardrail Metrics
MK-T0601.005	Target Setting

Procedure

Choose one north-star metric tied to revenue.
Select three to five outcome KPIs and two to four leading indicators that move first.
Add one or two guardrails to prevent gaming.
Record the baseline, target, owner and data source for each measure.
Review leading indicators weekly and outcomes monthly.

Common mistakes

Mistake	Mitigation
Too many KPIs	Cap the scorecard at about ten measures
Vanity metrics such as followers	Every KPI must link to revenue or a leading indicator of it

Sub-technique details

MK-T0601.001

North-Star Metric

The single number that best reflects value delivered, such as qualified pipeline created per month.

MK-T0601.002

Outcome KPIs

Three to five business results, such as revenue, new customers and customer acquisition cost.

MK-T0601.003

Leading Indicators

Early signals that predict outcomes, such as qualified meetings booked.

MK-T0601.004

Guardrail Metrics

Measures that must not degrade while optimizing, such as lead quality or margin.

MK-T0601.005

Target Setting

Baselines, targets and review dates for each KPI.

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