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Frame the Problem: Situation – Complication - Implication

STRATEGIC FRAMEWORKS

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SCI Framework

USE IT

Communicate the context, challenges and importance of the problem and create a simple problem statement.

Situation

Complication

Implication

Provide context, including relevant information the audience needs to understand the problem

Describe the challenges, constraints and obstacles blocking resolution

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Outline what will happen if the problem is not addressed

Define the Problem Statement

SITUATION – COMPLICATION – IMPLICATION

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Give a baseline understanding

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Describe why it’s hard

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Build the case for change

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Frame

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Facing competitive pressures, how can Kinetix turnaround it’s revenue trajectory?

Situation

Complication

Implication

  • Kinetix launched a digital platform offering subscription of its accounting SaaS solution last year

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  • The solution targets mid-size customers in key verticals

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  • After a period of steady growth, existing subscriber revenue has hit a plateau and CAC increased
  • A legacy enterprise competitor renewed investment in its channel program

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  • Kinetix has limited budget to increase marketing

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  • Kinetix’s direct-to-market approach does not have a scalable way to reach or incentivize channel partners

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What scalabe methods might be acceptable and affordable?

Without a competitive response, share and growth are likely to erode as the competitive situation intensifies and CAC increases.

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EXAMPLE

Frame

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