Frameworks for Market Thinking

FrameworksFor Market Thinking

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Wednesday, June 20, 12

The average CMO tenure....

.... has grown to just over 28 months



Sales ChannelsProduct

Research

Customers Resources

Segments

Revenue

Social Competition

Leads

Pricing

Strategy

Market

Support

The Successful CMO must Align...

Promotion

Partners

ACROSS MANY ORGANIZATIONS AND FUNCTIONS



Need a Common Language



What is the Business Model?



Business Model Framework

Customer Segment

Relationships

Channels

ValueProposition

KeyActivities

KeyResources

KeyPartner(s)

Revenue StreamsCost Centers


Value Proposition Generation

OUR {COMPANY} PROVIDES A {DEFINED OFFERING(S)} TO HELP {CUSTOMER SEGMENT(S)} {SOLVE A PROBLEM} {WITH UNIQUE INNOVATION}

UNIQUE

PROVABLE

YOUR TERMSCOPYRIGHT DAVID PUGLIA ALL RIGHTS RESERVED


Peer Marketing...then and nowPEER MARKETING

SOCIAL MEDIA MARKETING



Inverted Funnel ThinkingCAMPAIGNS

RESPONSES

LEADS

PROSPECTS

SALESCAMPAIGNS

RESPONSES

LEADS

PROSPECTS

SALES



You Can’t “Buy” Industry Analysts

DESCRIBE YOUR BUSINESS MODEL AND PROVE IT!



Life Cycle Thinking



4 P’s RevisitedSTRATEGY

MARKETINGTECHNOLOGY


TAKE A ROLES AND RESPONSIBILITY INVENTORY


Competitive Framework

UNDERSTAND COMPETITOR’S MODEL

MULTI-DIMENSIONAL APPROACH



Launch Thinking

NO ONE CARES ABOUT YOUR WIDGET



Business Model(s)

The Successful CMO Aligns using Frameworks

WITH TRANSPARENCY AND UNDERSTANDING

Organizations

Marketing Plan



Frameworks for Market Thinking

Documents

Transcript of Frameworks for Market Thinking