Some CEOs and Marketing Managers may wonder what should be included in a marketing plan. Here’s a summary to get you started, and it can double as your table of contents in your plan. Included are some tips that include strategy frameworks designed to take your plan to the next level.
- Write this last, include the main takeaways from each of your major sections.
3Cs Analysis: Company, Competition, Customers
The Market and Customers: market needs, growth trends (total addressable market, serviceable available market, serviceable obtainable market) demographics. Is there a requirement for market research?
- Customer Persona (B2B or B2C)
- Demographics and buying behavior
- Market segments (accessibility, size, profitability)
Company: SWOT analysis, Mission, Vision, Product/service offering, Positioning
- Company strategic discussion (McKinsey 7S Framework) and alignment between business strategy and marketing strategy
Competition: direct and indirect competitive analysis including features, pricing, positioning, branding, customer targets, products, distribution, and competitive advantages and disadvantages (strengths and weaknesses)
- Porter’s 5 Forces analysis
- Competitive vs Collaborative market strategy
- Porter’s Value Chain analysis
- May include Root Cause analysis of issues and “forcefield analysis”
- Sales, profitability, market share
- Market share, sales, brand awareness, beat the competition, first to market, product launch, defend market, market-entry, diversification, or other objectives?
- SMART objectives (specific, measurable, achievable, relevant, time-bound)
- Is there a requirement for market research?
Segmentation Strategy (Target market strategy)
- Which market segments to approach, in which order, and why?
Brand Management Discussion
- Brand equity development, brand revitalization, and other branding activities
- Product design and features
- Product roadmap
- Pricing strategy: skimming, low-cost leadership, freemium, willingness-to-pay (WTP pricing), price discrimination, value-based pricing, time-based pricing, market penetration, loss-leader, psychological pricing, competitive pricing, and other strategies
- Is there a requirement for market research on pricing, price elasticity, and demand forecasting?
- Creative Campaign Thematics
- Identity Collateral / Print including Business Cards/Identity/email nameplates
- Advertising (TV, Radio, PPC/Adwords, Sponsorships)
- Media Planning and Buying
- Social Media (earned/organic, paid)
- Youtube and influencer Marketing, Viral marketing
- Public Relations (earned/sponsored articles)
- Email and Direct Response
- Outdoor/transit/Out of Home (OOH)
- Service (People)
- Event marketing (Webinars/online, Traditional)
- Guerilla marketing and other tactics
- Is there a requirement for promotional/creative market research? (a/b/N testing/focus groups? prior to ad spending?)
- Sales Strategy and process
- Sales CRM
- Sales Collateral (PDFs/Print/Folders)
- Sales funnel analysis
- Incentivization and compensation plan, KPIs and metrics
- Packaging (for FMCG)
- Processes (for service-oriented, professional and quality-driven firms)
- Physical Evidence (for online firms)
Linking Expenses to SMART Objectives
Return on Marketing Objective (ROMI) and other KPIs/Metrics (reach, impressions, CPA, CPL, CPS, CLV)
Controls and Project Timeline
Roles and responsibilities
Implementation plan and controls
Marketing organization, structure
Gantt Chart (Timeline)
Risk and Risk Management
Risks and Contingency plans
The expected value of risks and scenario analysis
Al Leong is Head of Marketing for Amazix, CEO of S4FEChain, and Founder of TGE Marketing & Advisory. He’s a former advisor for Nomisma, StartupTV, HashChi/Crip.to, former Chief Marketing Officer of BitCover (Assured Networks), and formerly VP Marketing and Business Development for 2 other blockchain firms. He earned a Bachelor of Commerce in Marketing from UBC; an MBA in Global Management, Strategy Consulting and Technology Innovation from the University of Toronto; and a Certificate in Managing Complex Product Development Projects from MIT, Sloan School of Management. He has consulted for clients and projects including Adobe, Apple, IBM, Motorola, Disney, CG Blockchain/Blockchain Terminal, E&Y, IDC/IDG Canada, Microsoft, Ogilvy & Mather/Direct, Siemens, Sony, the BC Legislative Assembly (Government) and the US Department of Defense. He is available for consultation and can be reached at firstname.lastname@example.org.