Marketing Strategy

DEFINITION of 'Marketing Strategy'

A marketing strategy is a business' overall game plan for reaching people and turning them into customers of the product or service that the business provides. The marketing strategy of a company contains the company’s value proposition, key marketing messages, information on the target customer, and other high level elements. The marketing strategy informs the marketing plan, which is a document that lays out the types and timing of marketing activities. A company’s marketing strategy should have a longer lifespan than any individual marketing plan as the strategy is where the value proposition and the key elements of a company’s brand reside. These things ideally do not shift very much over time.

BREAKING DOWN 'Marketing Strategy'

People frequently confuse marketing strategies and marketing plans. It is not unusual to find the marketing strategy and the marketing plan baked together into a single document as they feed off one another. Although the transition between the two is blurry, a marketing strategy covers the big picture of what the business offers - the value proposition and related brand messaging. The marketing plan is how the business will get across those key message - the platforms, the creative, the timing, and so on. The marketing strategy may also be absorbed upwards into the corporate value statements and other strategy documents.

The Creation of a Marketing Strategy

A marketing strategy grows out of a company’s value proposition. The value proposition summarizes the competitive advantage a company has in its market. The value proposition usually provides the key message for all marketing. Walmart, for example, is a discount retailer with “everyday low prices” and its business operations and marketing revolves around that. So a company is never creating a marketing strategy from scratch. They start with the value proposition and distill the key marketing message(s) from that.

Once the value proposition is succinctly stated, the hard work is done. Any marketing asset, from a print ad design to a social media campaign, can be judged by how well it communicates the value proposition. To further the efficiency of marketing efforts, market research can be added to the marketing strategy for the purpose of identifying untapped audiences or refining the target consumer. Finally, an overall goal for the marketing strategy can be set, with all the subsequent marketing plans inheriting the responsibility for delivering on it. These can be concrete, bottom line goals like increasing sales or something less direct like climbing the ranking of trusted providers within the industry.   

Marketing plans are operational documents that get more attention because they are the day-to-day work that a company does to sell itself to the world. That said, a marketing plan would be meaningless without a message, a target market, and a goal - the core of every marketing strategy.