SMART
Business
Growth
Goals
2 / 8
01
Grow
net
revenue
35%
year
over
year
Metric
:
Recognised
net
revenue
versus
the
FY
2025
baseline
,
measured
monthly
.
REVENUE
OWNER
·
CEO
DUE
·
DEC
31, 2026
02
Add
240
net
new
customers
Metric
:
Net
new
paying
customers
,
a
20-
per
-
month
average
,
at
a
blended
CAC
at
or
below
$
420.
ACQUISITION
OWNER
·
VP
SALES
DUE
·
DEC
31, 2026
03
Lift
net
revenue
retention
to
110%
Metric
:
NRR
on
the
monthly
cohort
—
expansion
minus
contraction
and
churn
over
starting
MRR
.
RETENTION
OWNER
·
VP
CUSTOMER
SUCCESS
DUE
·
DEC
31, 2026
04
Cut
annual
logo
churn
to
10%
Metric
:
Accounts
cancelled
in
the
period
divided
by
accounts
at
period
start
;
first
-90-
day
churn
under
4%.
RETENTION
OWNER
·
HEAD
OF
CUSTOMER
SUCCESS
DUE
·
DEC
31, 2026
05
Enter
two
new
markets
for
15%
of
revenue
Metric
:
Revenue
booked
from
two
newly
opened
markets
or
segments
,
with
CAC
payback
under
14
months
.
EXPANSION
OWNER
·
HEAD
OF
GROWTH
DUE
·
DEC
31, 2026
06
Launch
two
new
offerings
worth
20%
of
Q
4
revenue
Metric
:
Q
4
revenue
attributable
to
offerings
released
in
2026;
add
-
on
attached
to
25%
of
eligible
accounts
.
PRODUCT
OWNER
·
VP
PRODUCT
DUE
·
DEC
31, 2026
07
Raise
gross
margin
to
66%
Metric
: (
Revenue
−
cost
of
delivery
) ÷
revenue
,
including
hosting
,
third
-
party
licences
,
and
support
.
MARGIN
OWNER
·
HEAD
OF
OPERATIONS
DUE
·
DEC
31, 2026
3 / 8
08
Sign
five
channel
partners
driving
12%
of
new
customers
Metric
:
Live
partners
with
signed
agreements
and
a
named
manager
;
partner
-
sourced
CAC
at
or
below
$
300.
CHANNEL
OWNER
·
HEAD
OF
PARTNERSHIPS
DUE
·
DEC
31, 2026
09
Grow
qualified
inbound
leads
to
320
per
month
Metric
:
Marketing
-
qualified
leads
scored
against
the
ICP
definition
;
organic
traffic
up
60%.
DEMAND
OWNER
·
HEAD
OF
MARKETING
DUE
·
DEC
31, 2026
10
Reach
a
12%
operating
margin
with
six
months
of
runway
Metric
:
Operating
profit
÷
revenue
,
measured
monthly
,
with
cash
runway
never
below
six
months
.
PROFITABILITY
OWNER
·
CEO
&
FINANCE
LEAD
DUE
·
DEC
31, 2026
4 / 8
2.
SMART
Breakdown
of
Each
Goal
Each
goal
is
restated
against
the
five
SMART
tests
—
Specific
,
Measurable
,
Achievable
,
Relevant
,
Time
-
bound
—
so
that
the
metric
,
the
method
,
and
the
deadline
are
unambiguous
to
whoever
owns
it
.
1.
Grow
net
revenue
35%
year
over
year
OWNER
·
CEO
·
DUE
DEC
31, 2026
S
Specific
.
Recognised
net
revenue
across
all
product
lines
and
regions
,
excluding
pass
-
through
costs
and
one
-
off
credits
.
M
Measurable
.
35%
growth
against
the
trailing
-
twelve
-
month
FY
2025
baseline
,
reported
monthly
in
the
management
dashboard
.
A
Achievable
.
Carried
by
the
nine
supporting
goals
below
—
acquisition
,
retention
,
expansion
,
pricing
,
and
channel
—
with
no
single
lever
required
to
deliver
more
than
twelve
points
of
growth
.
R
Relevant
.
Revenue
growth
funds
the
FY
2027
hiring
plan
and
underpins
the
12%
operating
-
margin
goal
.
T
Time
-
bound
.
Quarterly
checkpoints
at
+6% (
Mar
31), +13% (
Jun
30), +24% (
Sep
30),
and
+35% (
Dec
31).
2.
Add
240
net
new
customers
OWNER
·
VP
SALES
·
DUE
DEC
31, 2026
S
Specific
.
Net
new
paying
customers
,
counted
at
the
first
full
month
of
billing
,
across
direct
,
inbound
,
and
partner
channels
.
M
Measurable
.
240
net
new
customers
for
the
year
—
an
average
of
20
per
month
—
with
blended
customer
acquisition
cost
held
at
or
below
$
420.
A
Achievable
.
The
current
funnel
converts
2.8%
of
qualified
leads
at
roughly
$
390
CAC
;
two
account
executives
hired
in
Q
1
plus
the
inbound
growth
in
Goal
9
support
the
monthly
ramp
.
R
Relevant
.
Acquisition
is
the
primary
engine
for
Goal
1
and
reduces
concentration
risk
in
the
top
ten
accounts
.
T
Time
-
bound
.
45
cumulative
by
Mar
31 · 105
by
Jun
30 · 175
by
Sep
30 · 240
by
Dec
31.
5 / 8
3.
Lift
net
revenue
retention
to
110%
OWNER
·
VP
CUSTOMER
SUCCESS
·
DUE
DEC
31, 2026
S
Specific
.
Net
revenue
retention
measured
on
the
monthly
cohort
:
starting
MRR
plus
expansion
,
minus
contraction
and
churn
,
divided
by
starting
MRR
.
M
Measurable
.
110%
by
Q
4,
with
at
least
$
58
k
of
added
monthly
recurring
revenue
from
expansion
and
100
accounts
upgraded
to
a
tiered
or
multi
-
year
plan
.
A
Achievable
.
62%
of
accounts
hold
at
least
one
unused
module
;
a
planned
packaging
refresh
plus
a
success
playbook
for
the
top
80
accounts
makes
the
target
reachable
without
new
logo
growth
.
R
Relevant
.
Expansion
revenue
is
the
lowest
-
cost
growth
available
and
lifts
both
margin
and
enterprise
value
.
T
Time
-
bound
.
98%
by
Mar
31 · 103%
by
Jun
30 · 107%
by
Sep
30 · 110%
by
Dec
31.
4.
Cut
annual
logo
churn
to
10%
OWNER
·
HEAD
OF
CUSTOMER
SUCCESS
·
DUE
DEC
31, 2026
S
Specific
.
Logo
churn
:
accounts
cancelled
in
the
period
divided
by
accounts
at
period
start
,
excluding
payment
suspensions
resolved
within
30
days
.
M
Measurable
.
10%
annualised
,
with
first
-90-
day
churn
below
4%
and
at
least
70%
of
at
-
risk
accounts
retained
after
a
success
plan
is
opened
.
A
Achievable
.
Exit
interviews
identified
onboarding
(41%)
and
reporting
gaps
(27%)
as
the
leading
causes
;
both
have
funded
fixes
in
the
H
1
roadmap
.
R
Relevant
.
Every
point
of
retained
revenue
compounds
—
a
fall
from
18%
to
10%
churn
is
worth
roughly
eight
points
of
growth
at
current
deal
sizes
.
T
Time
-
bound
.
15%
by
Mar
31 · 13%
by
Jun
30 · 11%
by
Sep
30 · 10%
by
Dec
31.
5.
Enter
two
new
markets
for
15%
of
revenue
OWNER
·
HEAD
OF
GROWTH
·
DUE
DEC
31, 2026
S
Specific
.
Two
named
markets
or
segments
selected
by
February
28 —
the
shortlist
is
mid
-
market
manufacturing
and
independent
healthcare
practices
—
each
with
its
own
landing
page
,
pricing
sheet
,
and
reference
customers
.
M
Measurable
.
15%
of
FY
2026
revenue
from
the
two
new
markets
,
at
least
40
new
accounts
,
and
CAC
payback
under
14
months
.
A
Achievable
.
The
product
needs
onboarding
localisation
and
one
compliance
feature
;
both
are
scoped
and
funded
in
Q
1.
R
Relevant
.
The
top
three
segments
currently
represent
71%
of
revenue
—
expansion
reduces
that
concentration
.
T
Time
-
bound
.
Markets
named
by
Feb
28 · 8%
of
revenue
by
Jun
30 · 12%
by
Sep
30 · 15%
by
Dec
31.
6 / 8
6.
Launch
two
new
offerings
worth
20%
of
Q
4
revenue
OWNER
·
VP
PRODUCT
·
DUE
DEC
31, 2026
S
Specific
.
Two
launches
—
a
self
-
serve
tier
and
an
analytics
add
-
on
—
each
with
finalised
pricing
,
packaging
,
and
support
documentation
.
M
Measurable
.
20%
of
Q
4
revenue
from
offerings
released
in
2026; 300
self
-
serve
signups
per
month
;
the
add
-
on
attached
to
25%
of
eligible
accounts
.
A
Achievable
.
Engineering
capacity
opens
after
the
Q
1
platform
migration
,
and
the
analytics
add
-
on
reuses
the
existing
data
pipeline
rather
than
building
a
new
one
.
R
Relevant
.
A
self
-
serve
entry
point
widens
the
top
of
the
funnel
and
raises
average
revenue
per
account
without
raising
acquisition
cost
.
T
Time
-
bound
.
Self
-
serve
beta
Jun
30 ·
analytics
add
-
on
generally
available
Sep
30 · 20%
of
revenue
Dec
31.
7.
Raise
gross
margin
to
66%
OWNER
·
HEAD
OF
OPERATIONS
·
DUE
DEC
31, 2026
S
Specific
.
Gross
margin
:
revenue
minus
cost
of
delivery
,
where
cost
of
delivery
includes
hosting
,
third
-
party
licences
,
and
support
headcount
.
M
Measurable
.
66%
by
Q
4,
hosting
cost
per
account
down
22%,
and
a
5–7%
price
increase
applied
to
renewals
from
July
1.
A
Achievable
.
Vendor
renegotiation
alone
is
worth
about
three
points
;
moving
60%
of
workloads
to
reserved
capacity
is
worth
roughly
four
more
.
R
Relevant
.
Margin
improvement
funds
research
and
development
without
additional
capital
and
protects
the
operating
-
profit
goal
.
T
Time
-
bound
.
60%
by
Mar
31 · 62%
by
Jun
30 · 64%
by
Sep
30 · 66%
by
Dec
31.
8.
Sign
five
channel
partners
driving
12%
of
new
customers
OWNER
·
HEAD
OF
PARTNERSHIPS
·
DUE
DEC
31, 2026
S
Specific
.
Formal
reseller
,
referral
,
or
integration
partners
with
a
signed
agreement
,
a
co
-
marketing
plan
,
and
a
named
partner
manager
.
M
Measurable
.
Five
partners
live
, 12%
of
net
new
customers
partner
-
sourced
,
partner
CAC
at
or
below
$
300,
and
at
least
two
partners
producing
20
or
more
customers
each
.
A
Achievable
.
Two
integration
partners
already
co
-
market
informally
;
the
programme
terms
and
partner
portal
ship
in
Q
1.
R
Relevant
.
Partners
lower
acquisition
cost
and
shorten
sales
cycles
in
the
two
expansion
markets
named
in
Goal
5.
T
Time
-
bound
.
Programme
live
Mar
31 · 2
partners
by
Jun
30 · 4
by
Sep
30 · 5
by
Dec
31.
7 / 8
9.
Grow
qualified
inbound
leads
to
320
per
month
OWNER
·
HEAD
OF
MARKETING
·
DUE
DEC
31, 2026
S
Specific
.
Marketing
-
qualified
leads
scored
against
the
published
ideal
-
customer
profile
,
with
organic
sessions
tracked
separately
in
analytics
.
M
Measurable
.
320
qualified
leads
per
month
by
Q
4,
organic
traffic
up
60%, 12
published
customer
stories
,
and
category
share
of
voice
up
15
points
.
A
Achievable
.
The
content
engine
already
produces
eight
assets
a
month
;
one
additional
writer
and
a
monthly
webinar
cadence
carry
the
increase
.
R
Relevant
.
Inbound
is
the
lowest
-
cost
source
for
Goals
2
and
5
and
insulates
the
plan
from
paid
-
channel
cost
inflation
.
T
Time
-
bound
.
190
per
month
by
Mar
31 · 240
by
Jun
30 · 285
by
Sep
30 · 320
by
Dec
31.
10.
Reach
a
12%
operating
margin
with
six
months
of
runway
OWNER
·
CEO
&
FINANCE
LEAD
·
DUE
DEC
31, 2026
S
Specific
.
Operating
profit
—
revenue
minus
operating
expenses
—
measured
monthly
on
the
management
accounts
,
with
runway
defined
as
cash
divided
by
average
monthly
net
burn
.
M
Measurable
.
12%
operating
margin
in
Q
4,
runway
at
or
above
six
months
in
every
month
,
days
sales
outstanding
under
38,
and
expense
growth
held
below
revenue
growth
.
A
Achievable
.
Margin
stands
at
4%
today
;
the
pricing
,
margin
,
and
channel
goals
contribute
roughly
ten
points
of
the
improvement
between
them
.
R
Relevant
.
Profitable
growth
removes
dependence
on
external
funding
for
the
FY
2027
hiring
plan
.
T
Time
-
bound
.
5%
margin
by
Mar
31 · 8%
by
Jun
30 · 10%
by
Sep
30 · 12%
by
Dec
31.
8 / 8
