EXECUTION
“The longer you’re not taking action the more money you’re losing.” Carrie Wilkerson
Scale To International Markets (STIM)
Expanding into international markets can be a daunting task for any company. To achieve success in a new market or region, it's essential to develop a solid strategy. One approach to this is by creating a Scale To INTERNATIONAL Markets (STIM) plan. It's commercial-driven, fast and iterative by design. The STIM plans creates clarity and a common language around strategy and expand internationally. A STIM plan is a tactical action plan that outlines the necessary steps a company needs to take to achieve success in a new market. A STIM plan typically involves conducting thorough research on the target market, including the cultural, economic, and political factors that could affect business operations. It also involves developing a clear understanding of the local competition and the market demand for the company's products or services. The plan should also address legal and regulatory compliance requirements for the target market and create a timeline for launching the company's products or services. Additionally, a STIM plan should include a comprehensive marketing and sales strategy that caters to the unique needs and preferences of the target market. This could involve adapting the company's branding, messaging, and promotional activities to suit the local culture and language. By following a well-designed STIM plan, a company can minimize risks and increase its chances of success when entering new international markets.
Commercial Execution Plan (CEP)
A Commercial Execution Plan (CEP) is a sales-focused playbook that outlines the key strategies and tactics necessary to achieve a company's sales targets. The CEP must be aligned with the STIM plan as described in the above section. The CEP creates clarity and a common language around strategy, commerce and expanding internationally. The plan provides salespeople with a comprehensive set of guidelines and tools to help them maximize their effectiveness and close more deals. A CEP typically includes an overview of the company's sales goals, the products or services being sold, and the target market. It outlines the sales process, including the steps involved in prospecting, qualifying leads, and closing deals. It also includes detailed information on the company's sales team, their roles and responsibilities, and any relevant training or development programs. In addition to sales process and team information, a CEP also covers the tools and resources available to support the sales team. This may include information on marketing collateral, customer data, and sales enablement tools such as CRM software. The CEP should be regularly updated and refined to reflect changes in the market, the company's sales targets, and the competitive landscape. By providing a clear and comprehensive roadmap for sales success, a CEP can help salespeople stay focused, motivated, and aligned with the company's overall objectives.
Marketing Execution Plan (MEP)
A Marketing Execution Plan (MEP) is a detailed plan that outlines the specific tactics and actions necessary to achieve a company's marketing goals. The plan focuses exclusively on marketing activities and provides a roadmap for translating the company's marketing strategy into action. The MEP typically includes a detailed overview of the target market and customer personas, as well as an analysis of the competitive landscape. It outlines the key marketing channels and tactics that will be used to reach and engage with the target audience, such as social media, email marketing, advertising, and content marketing. In addition to the specific marketing tactics, a MEP also includes timelines, budgets, and resource allocation information. It outlines the roles and responsibilities of the marketing team and any external partners or agencies that will be involved in the execution of the plan. The MEP should be regularly reviewed and updated to reflect changes in the market and the company's marketing goals. It should be closely aligned with the overall business strategy and objectives and should be used to measure the effectiveness of the marketing activities and track progress towards achieving the company's targets. By providing a clear and actionable roadmap for marketing success, a MEP can help the marketing team stay focused, organized, and aligned with the company's overall objectives.
Retention Execution Plan (REP)
A Retention Execution Plan (REP) is a critical component of any expansion strategy. When investing heavily to expand into new regions, the cost of acquiring new customers can be prohibitively high. By developing a REP, businesses can minimize customer churn and ensure that their investment in new markets pays off in the long run. It's data-driven, fast and iterative by design. The REP creates clarity and a common language around strategy, commerce, marketing and how to retain current customers. A Retention Execution Plan (REP) is a detailed strategy for retaining customers and promoting loyalty. While marketing and branding efforts are crucial for attracting new customers, retaining existing customers is equally important for long-term business success. A REP focuses on creating a plan for keeping customers engaged and satisfied, ultimately leading to increased sales and customer advocacy. A REP typically includes an analysis of customer behavior, including patterns of purchasing and engagement. It also outlines strategies for building customer loyalty and retention, such as customer feedback programs, loyalty programs, and personalized customer experiences. The plan includes tactics for engaging customers through various channels, including email, social media, and in-person interactions. It also includes metrics for measuring customer satisfaction and retention, such as customer lifetime value and churn rates. In addition, a REP may include training programs for employees to ensure they have the skills and knowledge necessary to provide high-quality customer service and support. It may also involve partnerships with other companies or influencers to promote the brand and reach new audiences. By focusing on customer retention, businesses can not only maintain their current customer base but also generate new business through word-of-mouth referrals and positive customer reviews. The REP should be regularly reviewed and updated to reflect changes in customer behavior, market trends, and the company's overall business goals.
Sales Partner Network Execution (SPNE)
Sales Partner Network Execution (SPNE) is a strategic approach that businesses can use to expand their sales and marketing capabilities by leveraging the resources and expertise of partners. By building a network of trusted partners, businesses can scale quickly into new regions, increase sales and marketing opportunities, and ultimately increase profits and optimize cash flow. We bring our scaling-winning approach to the table. It's partner sales-driven, fast and iterative by design. The SPNE creates clarity and a common language around strategy, commerce, marketing and expanding internationally through a valuable partner sales network. A successful SPNE strategy requires careful planning and execution. The plan typically involves identifying and selecting partners that have complementary capabilities and expertise, and that share a common vision and values with the business. The plan also outlines the terms and conditions of the partnership, including revenue-sharing agreements, marketing and sales support, and performance metrics. The SPNE strategy should also include ongoing communication and collaboration between the business and its partners, as well as regular monitoring and reporting on partner performance. This will help to ensure that the partnership is delivering the expected results and that any issues or concerns are identified and addressed promptly. In addition to the specific partner programs, the SPNE strategy may also include training and support programs for partners to ensure that they have the skills and knowledge necessary to represent the business effectively. This can include sales and marketing training, product training, and ongoing support and resources. By leveraging the resources and expertise of partners, businesses can expand their sales and marketing capabilities and achieve greater success in new regions. The SPNE strategy can help businesses to block out the competition and gain a competitive advantage, while also increasing profitability and optimizing cash flow.
