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We don't have a clear North Star metric

By
Mukund Kabra

A north star metric should measure the value customers get, not just revenue. Pick the one number that rises when customers succeed, check that it predicts revenue in your data, and link every team's goals to it.

Category:
Measurement
Reading time:
2
min read
Published on:
October 24, 2026
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Measurement
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We don't have a clear North Star metric

We don't have a clear North Star metric

Problem

Every team chases a different number.

Marketing wants leads, product wants feature usage, sales wants pipeline, and leadership wants revenue. Each goal makes sense alone, but together they pull in different directions.

Without one shared measure, nobody can tell whether the company as a whole is getting better.

Insight

The right north star measures value delivered, not value captured.

Revenue is a result. The best north star metrics track the moment customers get what they came for: orders completed, reports run, bookings made. When that number grows, revenue follows.

It has to be simple enough for every team to influence and to understand.

How we approach it

We find the one number that best tracks customer value.

  1. We list candidate metrics and test which ones predict retention and revenue in your data.
  2. We pick one and break it into the inputs each team controls.
  3. We set targets and a review rhythm around it.

Every team can see how its work moves the number that matters most.

Tags:  
Tracking Implementation Audit; Event Taxonomy; Tag Governance; Implementation Qa; Tracking Plan; Schema Design
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