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30:o55,5b:I[706955,["/_next/static/immutable/chunks/2-n6cukokbyww.js"],"IconMark"] 58:Tc995,30:oc995, Why you can't run a company on KPIs alone

Henrik van der Pol

CEO at Perdoo

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Why you can't run a company on KPIs alone

Key Takeaway: KPIs monitor business as usual. They don't drive change, close strategic gaps, or turn ambition into action. Companies that rely only on KPIs end up optimizing the present while their future quietly slips away. To actually move forward, you need a second type of goal alongside your KPIs: change goals.

If you ask most leadership teams what they use to track performance, the answer is almost always the same: KPIs. Revenue, churn, pipeline, conversion, NPS. A dashboard full of numbers that tells everyone how the business is doing. And for many organizations, that’s where goal-setting begins and ends.

KPIs are the most misunderstood tool in management. Not because people don’t know how to use them, but because they believe KPIs can do far more than they actually can.

KPIs are familiar, easy to set up, and they produce clean dashboards that make leadership feel in control. If revenue is growing, churn is low, and conversion rates look healthy, what more do you really need?

More than you think. And in my experience, this is exactly the kind of decision that seems reasonable in the moment but quietly costs organizations years of progress.

KPIs measure the present, not the future

A KPI is a tracking mechanism. It tells you whether your business as usual is healthy. Is your revenue where it needs to be? Is your NPS holding up? Is your support team responding fast enough? Are you keeping the lights on?

These are important questions. Every organization needs to answer them. But notice what they all have in common: they're backward-looking. A KPI is a report card on what's already happening. It doesn't tell you what to build next, what problem to solve, or how to move from where you are today to where you want to be a year from now.

I sometimes call KPIs "maintenance goals" or "business-as-usual goals" because that's exactly what they do. They help you maintain. They help you run the machine. What they can't do, by design, is change the machine.

And that's where a lot of companies get stuck.

You simply can't run companies anymore the way companies were run 2 or 3 decades ago, before markets moved at the speed they do now. It's not wrong, exactly. It's just slower than the environment you're competing in.

The moment you notice something is broken is usually too late

Say your customer support KPI shows average response time creeping up from 20 minutes to 45 minutes over the quarter. The KPI did its job: it surfaced a problem. But now what?

You need someone to figure out why it's happening. You need to decide what to do about it. You need to commit resources, define a plan, and actually execute that plan. The KPI itself doesn't do any of that. It just waves a red flag.

This is where KPI-only organizations start to break down. They see the red flag, everyone nods seriously, and then... nothing really happens. The team is already busy with their business as usual. Nobody has explicit ownership of fixing the problem. There's no deadline, no success criteria, no structure for coordinating the work. The red flag stays red for months, sometimes quarters, until someone finally gets frustrated enough to push through a fix.

Change goals (what we call OKRs, but you could use other frameworks like 4DX for this as well) exist precisely for this moment. An Objective says "we're going to fix this." Key Results define what success actually looks like. Initiatives map out the projects that will drive the change. And critically, it's all owned by a specific person or team with a specific timeline.

Without that structure, you have a dashboard full of warnings and no system for responding to them.

Goodhart's Law

Here's one of the less obvious problems with running on KPIs alone. Charles Goodhart's law states that "when a measure becomes a target, it ceases to be a good measure." In other words, the moment you start pushing people to hit a specific KPI number, they start gaming the metric instead of improving the underlying reality.

A Sales team under pressure to hit a "100 calls per day" KPI will start making fast, low-quality calls. A Support team told to hit "median response time under 15 minutes" will send unhelpful 2-line replies just to stop the clock. A Marketing team chasing "leads generated" will flood the pipeline with garbage leads that never convert.

In every case, the KPI looks great. The underlying business gets worse.

OKRs solve this by separating the outcome from the metric. Instead of making "response time" the goal, you set an Objective like "deliver a support experience customers rave about" with multiple Key Results that make it hard to game: CSAT score, first-contact resolution rate, volume of customer praise in surveys. Now the team has to actually improve the experience, not just speed up responses.

KPIs can't create focus

Most companies I've worked with track somewhere between 10 and 40 KPIs. Every department has their dashboard. Every executive has their favorite metrics. And when everything is measured, nothing gets prioritized.

A KPI system, by itself, can't answer the most important question a company needs to answer every quarter: what are the 3 or 4 things we absolutely must improve right now, above everything else?

That's the question OKRs answer. OKRs force you to pick your battles. They force leadership to say "this quarter, customer retention matters more than new sales" or "this quarter, we're going to fix our onboarding before we invest anywhere else." That kind of focus is impossible to achieve through a KPI dashboard alone, because dashboards are democratic. They give equal weight to every number on them.

Focus is a decision. And KPIs, by design, don't make decisions. They just report.

Without change goals, you're slowly losing ground

Here's the part that I think deserves the most attention from anyone considering dropping OKRs.

If you only track KPIs, you will become very good at maintaining the status quo. Your revenue will stay roughly where it was. Your churn will hover in a predictable range. Your team will get efficient at the work they already know how to do. From the outside, you'll look stable.

But while you're busy maintaining, your competitors are changing. They're running experiments. They're launching new products. They're improving processes, entering new markets, and making strategic bets. All of that is work that KPIs, on their own, cannot drive.

A recent industry analysis put this plainly: KPIs show where the business stands, but they don't create change. A company that measures a lot but improves too little will slowly lose ground to one that does both. And the loss is usually invisible quarter to quarter. You don't notice it until 3 years later, when you realize your competitor's product has gotten significantly better while yours has barely moved.

This isn't theoretical. Research on strategy consistently shows that 60 to 90% of strategic plans never fully launch, and while many blame execution, the underlying issue is often that companies never build the structure to translate strategic intent into actual change. KPIs measure the outcome of your strategy. Change goals drive it.

The "we already have KPIs, that's enough" trap

I've heard versions of this conversation many times: "We don't need another goal-setting framework. We already track our numbers, our team is focused, things are working fine."

My follow-up question is always the same. Pick any strategic priority your leadership team has publicly committed to this year. Maybe it's expanding into a new market, improving your product's AI capabilities, or fundamentally changing how you serve customers. Now tell me: which KPI is currently driving that work?

In almost every case, the answer is silence. Because KPIs don't drive strategic work. They measure operational health. Your strategic priorities live somewhere else entirely, usually in a slide deck, an email from the CEO, or a board presentation that people half-remember.

Without change goals tied explicitly to your strategy, your most important priorities are homeless. They have no owner, no timeline, no measurable definition of success. They exist only as intent, and intent doesn't execute itself.

What you actually give up when you drop OKRs

So let me be direct about what's at stake when an organization decides to run on KPIs only:

You lose the mechanism for translating strategy into action.
You lose the ability to focus the organization on a small number of priorities each quarter.
You lose the structure for fixing problems when KPIs turn unhealthy.
You lose the visibility that comes from everyone seeing the same change goals.
You lose the accountability that comes from every priority having a named owner.
You lose the feedback loops that let you course correct mid-quarter instead of mid-year.

That's a lot to give up in exchange for a simpler dashboard.

The good news is you don't have to choose between KPIs and OKRs. In fact, you shouldn't. KPIs tell you how your business is performing. OKRs drive the improvements that make it perform better. One without the other leaves you with half a system.

Running a company is both maintenance and change

Every real organization operates in 2 modes simultaneously. You have to keep the machine running, which is what KPIs help you do. And you have to keep making the machine better, which is what OKRs or any serious change-goal framework exists to do.

Dropping OKRs because "we already have KPIs" is like deciding you don't need a steering wheel because you already have a speedometer. One tells you how fast you're going. The other determines where you end up.

You need both. And if you walked away from OKRs because they felt like more work, my honest suggestion is to look at why the system wasn't working before you conclude the framework itself is the problem. Most of the time, the issue isn't OKRs. It's that OKRs were rolled out without executive buy-in, without clear ownership, or without being embedded into how the company actually operates.

Fix those things, and OKRs stop feeling like overhead and start feeling like the thing that finally makes your strategy happen.

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