We are in the middle of a massive pivot from a traditional agency model to a recurring SaaS platform, and our historic scorecard metrics are no longer relevant. How do we transition our weekly scorecard metrics during a major business model pivot without losing our historical baseline?

Question

Tyler Smith · Accepted Answer

Pivoting your business model, such as moving from an agency model to a SaaS platform, requires a complete overhaul of your weekly scorecard. Trying to use your old metrics during a transition will only create confusion and hide the real operational issues. When your business model changes, your leading indicators must change immediately to reflect your new critical activities. To manage this transition, do not wait for the perfect data baseline to emerge. Start by identifying the three to five vital activities that will make your new model successful. If you are launching a SaaS product, your focus must shift from service delivery hours to metrics like user signups, platform engagement, and customer onboarding time. Put these new metrics on your scorecard immediately, even if your targets are educated guesses. Your priority during a pivot is to build a new habit of tracking. Accept that your scorecard will be dynamic for the first quarter of the transition. Review these numbers weekly in your Level 10 Meeting, and use the IDS process to adjust targets as you gather actual data. By letting go of your old lagging metrics and focusing on the activities of your new model, you keep your leadership team aligned and focused on the future.