CMO Solution | Marketing Solutions | Agility | Accuracy

Channel Program Strategy

CMO Solution Channel Program Strategy helps companies architect a channel growth strategy and design an effective program to support it. The best practice approach to building a channel strategy focuses on developing a clear route to market plan that is an extension of the core business strategy. Fundamental to a successful channel is the CMO Channel Acceleration™ program which consists of a comprehensive route audit, program assessment, revenue map, capacity plan, profitability model , perfect partner profile, and an ecosystem framework designed to help companies develop clear go-to-market route strategies to monetize and leverage partner relationships and ecosystems.

The CMO Solution to Channel Programs

Profile (Define partner profile)

Define perfect partner profile and route to market makeup to meet company’s margin and strategy requirements.

Capacity (Design channel capacity)

Define the key success metrics and win strategy and overlay profitability, profile and program models.

Program (Architect program and routes)

Design profitability model and program to effectively recruit, on board and enable channel partners.

Strategic Partners

CMO Solution Strategic Partner Strategies help companies design routes, ecosystems, financial and operational models to recruit and monetize strategic partners. The best practice approach to building a strategic partner strategy centers around the monetization of partner ecosystems that reinforce the corporate or product strategy. Fundamental to a strategic partner strategy is the CMO Profitable Partnerships™ program which is designed to help companies architect route, program and partner models to identify and rank the partnerships most aligned with strategy and revenue objectives and deliver recommendations for synergistic go-to-market strategies that ultimately form the basis for mutually beneficial partnership.

The CMO Solution to Strategic Partnerships

Profile (Analyze partner ecosystem)

A competitive and environmental audit to establish a baseline for partner ranking and recruitment.

Ecosystem (Develop partnership strategy)

Identify and rank strategic partner candidates, define success metrics and go-to-market strategy.

Program (Educate and train internal resources)

Deliver the strategy, content and resources required for the company to recruit and onboard key partners.

Social Media Strategy

CMO Solution Social Media programs provides companies the strategy, policy, enablement and measurement model to effectively apply social media vehicles to customer acquisition, retention, expansion and advocacy. The best practice approach to building a social media program is to develop an integrated communication, collaboration and content framework that produces consistent and productive dialogue with customers. Fundamental to social media strategy is the CMO Integrated Social Marketing™ program to develop a cross functional plan based on precision customer profiles, personalized content, strategic media routes and well defined relationship goals to ensure a company wide strategy that is targeted, controlled and measurable.

The CMO Solution to Social Marketing

Profile (Customer insight)

Define customer profiles, relationship goals and optimal media routes for targeted, collaborative communication.

Relationship (Define collaboration strategy)

Identify mutual relationship objectives and communication requirements as the baseline for collaboration strategy.

Program (Coordinated social media program)

Architect the editorial schedule, content, policy and metrics to ensure program continuity and organizational alignment.

International Market Plan

CMO Solution International Market programs help companies streamline the entry and penetration into new markets. The best practice approach to expanding internationally moves past strategic replication and is defined based on a multi variable analysis that includes the company’s financial resources, strategic partners, product or solution attributes and product lifecycle maturity. Fundamental to successful international expansion is the CMO Global Market Expansion™ program helps companies build a flexible go-to-market plan to suit the unique nature of each global market and leverages a comprehensive market model, customer needs analysis, sales model, route strategy, entry mode assessment and legal and logistical review.

The CMO Solution to International Markets

Analyze (Comprehensive Market analysis)

Identification and ranking of target expansion markets. Model market dynamics as the basis for the strategic expansion plan.

Measure (Establish core success metrics)

Define the key objectives and performance indicators for each market that account for the product, situation and competitive landscape.

Plan (Integrated expansion plan)

Identification and ranking of target expansion markets. Definition of implementation and execution plan for success.

Route to Market Optimization

CMO Solution Route to Market Optimization programs help companies to model and maximize the sales routes and channels accessible to the organization. The best practice approach to optimizing routes goes further than a standard direct vs. indirect analysis to model optimal route allocation, investment and sales performance based on a multi dimensional framework. Fundamental to a successful route strategy is the CMO Market Routes™ program that takes a holistic approach including capacity, coverage, profitability, brand and competitive advantage sustainability as the baselines for selecting routes and allocating focus and investment to align the right routes with the right products in the right markets.

The CMO Solution to Market Routes

Route Audit (Evaluate route performance)

Objective analysis and ranking of current and historical route to market performance to set a baseline for the plan.

Coverage (Establish capacity needs)

Model what success looks like in terms of route metrics, geographical, market and solution coverage to serve as a strategic guideline.

Operations (Develop an operational plan)

Creation of operational framework to track, measure and report on route performance and optimize allocation of resources.

CMO Perspectives

The CMO Solutions

Market Acceleration Solutions