KPI Framework — GAIN Stage 02

Strategy Canvas · Objectives → KPIs → Initiatives

The chain that connects ambition to action.

Each strategic objective is broken into 2–4 measurable KPIs — with both leading and lagging indicators — and each KPI is attached to an initiative with an owner, budget, and timeline. No KPI exists without a cause.

Objective

KPIs

Key initiatives

Status

Grow revenue to ₹1,000 Cr by FY28

Revenue vs plan · New customer acquisition

Revenue per account · Pipeline conversion

Leading

Enterprise sales expansion · Upsell programme

Pricing architecture review · Channel partnerships

Monitor

Achieve 18% EBITDA margin by FY27

EBITDA margin · Cost-to-revenue ratio

Gross margin · Vendor cost index

Lagging

Grade reclassification programme

Vendor renegotiation · Opex reduction roadmap

At risk

Reduce attrition below 12%

Attrition rate · Employee engagement score

Capability gap closure rate

Leading

Retention programme · L&D investment

Manager effectiveness uplift

Critical

Achieve 98% on-time delivery

On-time delivery rate · SLA compliance

Process quality score

Lagging

Operations playbook · Automation roadmap

Quality management system

On track

Executive KPI Scorecard · Q2 FY26

All strategic KPIs. One view.

Organised across four dimensions — Financial, Customer, Operations, and People. Every KPI shows actual vs target, directional trend, and RAG status. Reviewed in every MOS cycle.

Financial2 gaps

Revenue vs plan₹412 Cr₹430 Cr

EBITDA margin13.3%18.0%

Free cash flow₹22 Cr₹75 Cr

Cost-to-revenue73.8%<72%

Customer1 gap

New acquisition152150/qtr

Revenue per account₹10.8L₹12.0L

Client retention87%92%

NPS score4255

Operations2 critical

On-time delivery97.2%98%

Cost reduction4.1%10%

Automation ROI1.4×2.0×

Process quality4.4/54.5

People2 critical

Attrition rate14.2%<12%

Revenue per FTE₹41.2L₹50L

Skill readiness60/10080

Engagement62%75%

7 of 16 KPIs below threshold— 4 critical (EBITDA, FCF, Attrition, Engagement) require board-level action before end of Q2. The MOS escalation protocol is pre-agreed for each.

Strategy Canvas Template

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Functional Plans → Financial Forecasts

The integration moment.

Revenue, Workforce, Governance, and Cost plans roll into projected Income Statement, Balance Sheet, and Cash Flow. This closes the loop between strategy and finance.

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