Fanfoundry Sales & Marketing Plan For The CRO Template

draft

Sales & Marketing

Development Plan

For the Chief Revenue

Officer

1

Contact:

Ed Alexander

(781) 492-7638

fanfoundry@gmail.comcustomer loyalty, minted daily

The interactive framework on the

next page shows a comprehensive

Sales & Marketing Development

Plan for a typical profit enterprise.

For demonstration purposes, a few

subtopics in the two right-side

quadrants are color-shaded (light

red, yellow or green) according to

the Legend to demonstrate how the

use of “traffic signals” as a color

scheme might aid interpretation.

Introduction

2

Navigation tip:

You can view this

slide deck in

sequence, or click

on main topics,

tabs and arrows to

jump around

quickly

Get your own

If you think this tool

would be useful for

your own planning,

development, training

and review purposes,

click here

to skip to the end for

instructions on how to

get this file as a native

MS PowerPoint file

(.ppt) that you can

“flesh out” and tailor to

your heart’s content.

Sales &

Marketing

Development

Plan

Quota/Domain Math

Territory Management

Sales Incentive Plans

Sales Process

Account Development

Customer Asset Management

Deployment

Funnel

Rapid Deployment Direct

Co-Led

Staff Augmentation

Renewals

LOB Penetration

Corp.Penetration

Partner

Satisfaction

Referenceability

Maintenance Renewal

Existing Business

Community

Brand Promise & Mission

Total Accessible Market

Segment

Title with Pains

Top Targets

3rd Party Landscapes

Differentiators

Barriers

The Big Picture

Market Segmentation

Ideal Customer Profile

Competitive Landscape

Value PropositionPositioning

Messaging

Lead Generation

Marketing Cloud

Content

Communities

PR / Analysts

Analytics

Models & Metrics

Action Chains

Reporting

Advertising

Direct Marketing

Telemarketing

House & Outside Events

Partner Marketing

White Papers

Collateral

ROI Tools

Blog Articles

Customer Testimonials

Directors & Advisers

Clients & Partners

Employees & Members

Public, Pro & Industry

Promotional

Transactional

Resource Plan

PR Plan

Speaking Engagements

Blogging

Industry Analysts

Financial Analysts/VC

Sales and

Distribution

Strategy

Strategic

Marketing

Framework

Customer

Development

Program

Integrated

Marketing

Plan

Legend

Active

Developing

Planned/Inactive

Not Included

Project ManagementSchedules and Milestones

People, Process, Resources

Partner Strategy

Qualification

Sales Process Development

Sales Tools

Ecosystem

Co-marketing

System Integrator

Technology

3

Click main

topic s & tabs

to view

subtopics

Web Properties

Pricing Model

Perpetual

Term

Transactional

Outside

Inside

eStore

Direct Sales

Sales Pipeline

Sales Management

Distribution Evolution Model

What follows is a breakdown of all topical

areas in each quadrant, with space

available for elaboration on each topic.

4

Sales & Distribution Strategy

5

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Distribution Evolution Model

Pricing Model

Direct Sales

Partner Strategy

Sales Pipeline

Sales Management

6

Distribution Evolution Model

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Sales &

Distribution

Strategy

Pricing Models• Perpetual

• Term

• Transaction based

• Asset based

7

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Sales &

Distribution

Strategy

Direct Sales• Outside

• Inside

• eStore

8

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Sales &

Distribution

Strategy

Partner Strategy• Ecosystem (Reseller, Partner, etc.)

• Co-marketing

• System Integrator

• Technology

9

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Sales &

Distribution

Strategy

Sales Pipeline• Qualification Criteria

• Sales Process Development

• Sales Tools

10

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Sales &

Distribution

Strategy

Sales Management• Quota / Domain Math

• Territory Management

• Incentive Plans

• Process (suspect > prospect > close)

11

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Sales &

Distribution

Strategy

Customer Development Program

12

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Project Management

Deployment Funnel

Account Development

Customer Asset Management

Project Management • Schedules & Milestones

• People

• Processes

• Resources

13

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Customer

Development

Deployment Funnel• Direct

Rapid Deployment

need: FAQ, process doc

• Partner

Co-Led -

Staff Augmentation

Need: implementation partner

14

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Customer

Development

Account Development• Renewals

• Line of Business Penetration

• Corporate Penetration

15

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Customer

Development

Customer Asset Management• Satisfaction

• Referenceability

• Maintenance Renewal

• Existing Business

• Communities

16

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Customer

Development

Strategic Marketing Framework

17

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The Big Picture – Raison d’etre

Market Segmentation

Ideal Customer Profiles

Competitive Landscape

Value Proposition

The Big Picture – Raison d’etre • Brand Promise

• Mission

18

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Strategic

Marketing

Framework

19

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Strategic

Marketing

Framework

Market Segmentation• Total Accessible Market

20

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Strategic

Marketing

Framework

Ideal Customer Profiles (duplicate & complete one of these slides for each segment)

• Segment

• Title with Pains

• Top Targets

21

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Strategic

Marketing

Framework

Competitive Landscape (SWOT)• 3rd Party Landscape

• Differentiators

• Barriers

22

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Strategic

Marketing

Framework

Value Proposition• Positioning

• Messaging

Integrated Marketing Plan

23

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Lead Generation

Marketing Funnel

Sales Tools

Communities

Web Properties

PR / Analysts

Lead Generation• Advertising

• Direct Marketing

• Telemarketing

• House & Outside Events –

• Partner Marketing

24

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Integrated

Marketing

Plan

Marketing Cloud• Analytics

• Models & Metrics

• Action Chains

• Reporting

25

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Integrated

Marketing

Plan

Content• White Papers

• Collaterals

• ROI Tools

• Portal

• Customer Testimonials

26

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Integrated

Marketing

Plan

Communities• Directors & Advisers

• Clients & Partners

• Employees & Members

• Public, Pro & Industry

27

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Integrated

Marketing

Plan

Web Properties• Promotional -

• Transactional –

• Resource Plan -

28

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Integrated

Marketing

Plan

PR / Analysts• PR Plan

• Speaking Engagements

• Blogging

• Industry Analysts

• Financial Analysts / VC

29

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Integrated

Marketing

Plan

30

Get a free copy of this template as a native

Powerpoint (.ppt) file that you can use in

planning, developing and reviewing your

own sales and marketing programs.

Great for training, too!

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or contact:

Ed Alexander

+1 (781) 492-7638 EST (UTC-4)

fanfoundry@gmail.com

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