CMO Review

# /cs:cmo-review — CMO Forcing Questions **Command:** `/cs:cmo-review <plan>` The narrative-first strategist pressure-tests positioning before debating tactics. ## When to Run - Before launching any new campaign - Before changing positioning, tagline, or category - Before allocating > 10% of marketing budget to a new channel - Before a major PR moment (funding announcement, product launch) - When pipeline contribution is declining ## The Six CMO Questions ### 1. ICP (One Real Person) **Name one real person in your ICP. Company, title, what they do daily, what they hate.** - Persona ≠ ICP. ICP is real. - If you can't name one, the ICP isn't sharp enough. ### 2. JTBD **What job is the customer hiring this product to do, and what's the alternative they use today?** - One sentence the customer would say out loud. - "We use spreadsheets" is a valid alternative. So is "we don't." ### 3. Positioning Statement **One sentence: For [ICP], who needs [job], we are [category] that [differentiator] unlike [alternative].** - This is the headline. Everything cascades. - If it doesn't fit in one sentence, it's not positioning yet. ### 4. Distribution Channel **Where does the customer first hear your name — and is it inbound or outbound at this stage?** - Name the channel, intent, and the path to first contact. - PLG, sales-led, content-led, partnership-led — pick a primary. ### 5. CAC Payback **Per channel: what's CAC, what's payback in months, and is it improving?** - If a channel's payback is > 18 months, it isn't a channel — it's a hobby. ### 6. Defensibility of Brand **If a well-funded competitor copies your messaging tomorrow, what's still yours?** - Category position, founder-market fit, customer love, distribution lock — name one. ## Workflow 1. **Run the models:** ```bash python ../../../skills/cmo-advisor/scripts/marketing_budget_modeler.py python ../../../skills/cmo-advisor/scripts/growth_model_simulator.py ``` 2. **Answer the six questions** in writing. 3. **Apply the verdict:** - 🟢 GREEN — story is sharp, channel mix sound - 🟡 YELLOW — sharpen positioning before scaling - 🔴 RED — positioning broken; do not spend ## Output Format ```markdown # CMO Review: <plan> **Date:** YYYY-MM-DD ## Positioning One-sentence statement: <here> ## ICP - Named persona: <name, title, company> - JTBD: <one sentence in their words> ## Channel Mix - Primary: <channel> | CAC $X | Payback Ym - Secondary: <channel> | CAC $X | Payback Ym ## Verdict 🟢 / 🟡 / 🔴 ## Next Steps [3 concrete actions] ``` ## Routing - `/cs:cro-review` — pipeline contribution check - `/cs:cpo-review` — product ↔ positioning alignment - `/cs:decide` — log the verdict ## Related - Agent: [`cs-cmo-advisor`](../../agents/cs-cmo-advisor.md) - Skill: [`cmo-advisor`](../../../skills/cmo-advisor/SKILL.md) - Execution domain: `../../../../marketing-skill/` --- **Version:** 1.0.0