Enable Decisions:

SCI + Answer

STRATEGIC FRAMEWORKS

Strategic Problem Solving

OUR PROVEN FRAMEWORK

Frame the Problem

1

Visualize Insights

2

Enable Decisions

3

Mobilize Action

4

SCI-Answer Framework

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Build the case for change

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USE IT

Keep the story simple and add the answer to the Siutation-Complication-Implication framework.

Provide a Recommended Answer

SCI-Answer Framework

Situation

Provide context the audience needs to understand the problem

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Give a baseline

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Describe why it’s hard

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1

2

Describe the challenges, constraints and obstacles blocking resolution

Update the implications from the original SCI, highlighting key insights

Summaries the answer or options with supporting points

Complication

Implication

Answer

Options for Solution

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3

4

Kinetix must enter the channel to scale

4

Situation

• Kinetix launched a digital platform offering subscription of its accounting SaaS solution last year
• The solution targets mid-size customers in key verticals
• After a period of steady growth, existing subscriber revenue has hit a plateau and CAC increased

Build a lightweigt channel program to gain immediate traction, investigate option 2 further

Complication

Implication

• A legacy enterprise competitor renewed investment in its channel program
• Kinetix has limited budget to increase marketing
• Kinetix’s direct-to-market approach does not have a scalable way to reach or incentivize channel partners

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Answer

• Predicting 5 pt share erosion across next 12 months, translating to $XM revenue risk
• CAC expected to increase $57/user in same period
• Channel partners expressed interest in offering Kinetix solutions, given ease of implementation and customer requests

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1. Build channel program & incentivize participation

• Invest in a lightweight channel program, incentivizing partners to participate

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2.. Buy / JV adjacent solution with existing channel presence

• Several complementary SaaS have developed channel precense

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