Measurement Plan

Owner: Operations Status: draft Audience: leadership, operations, marketing, sales Related: Import Status

Purpose

Define how Nucleotto should measure whether the internal wiki improves commercial execution and internal delivery speed.

This plan tracks four KPIs:

1. inbound leads
2. time-to-onboard
3. time-to-proposal
4. content reuse rate

KPI scorecard

KPI	What it measures	Primary definition	Target direction
Inbound leads	Whether clearer messaging and reusable assets support top-of-funnel activity	Count of new qualified inbound leads created in the reporting week	Up
Time-to-onboard	Whether the wiki reduces internal ramp time	Median business days from start date to completion of the onboarding checklist	Down
Time-to-proposal	Whether reusable pages and templates reduce sales-cycle drag	Median business hours from qualified discovery complete to first proposal draft shared internally for review	Down
Content reuse rate	Whether the wiki becomes the default operating source	Percentage of tracked deliverables created from approved wiki templates or source blocks	Up

Metric definitions

Inbound leads

• Count leads created in CRM with source marked as inbound in the reporting window.
• Treat this as a lagging commercial indicator.
• Do not claim direct wiki attribution unless the source path explicitly references a wiki-derived asset.

Time-to-onboard

• Start: first working day for a new team member or newly assigned operator.
• End: completion of the internal onboarding checklist.
• Track the median, not the average.

Time-to-proposal

• Start: qualified discovery marked complete.
• End: first proposal draft ready for internal review.
• Measure in business hours.
• Exclude deals paused by missing buyer inputs.

Content reuse rate

• Numerator: deliverables created using an approved wiki template, linked wiki page, or copied approved source block.
• Denominator: total tracked deliverables in the same period.
• Count only deliverables with explicit source reference or tagging.

Minimum viable instrumentation

For this Docusaurus MVP, the recommended stack is:

• privacy-safe site analytics for page and search usage
• a shared spreadsheet or Airtable for onboarding and deliverable tracking
• CRM property updates for discovery and proposal timestamps
• mandatory source tagging in proposal and deck templates

Weekly cadence

Every Friday:

• export CRM lead and proposal timestamp data
• update the onboarding tracker
• update the deliverable tracker with source usage
• pull wiki analytics for the last 7 days

Governance

• Marketing owns content reuse rate reporting.
• Sales or the commercial lead owns inbound leads and time-to-proposal hygiene.
• Operations owns time-to-onboard tracking.
• The wiki owner owns analytics implementation and page taxonomy.

No metric should be reported externally without CEO or board approval.

Decision rules

• If content reuse rate stays low, fix navigation, templates, or page quality before adding more content.
• If usage rises but time-to-proposal does not improve, the content is being consumed but not operationalised.
• If time-to-onboard improves without strong page usage, verify that the checklist itself did not change for unrelated reasons.