cmo-review
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Original
English🇨🇳
Translation
Chinese/cs:cmo-review — CMO Forcing Questions
/cs:cmo-review — CMO核心质询
Command:
/cs:cmo-review <plan>The narrative-first strategist pressure-tests positioning before debating tactics.
命令：
/cs:cmo-review <plan>以叙事为核心的策略师会先对定位进行压力测试，再讨论具体战术。
When to Run
何时运行
- 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
- 启动任何新营销活动之前
- 更改定位、标语或品类之前
- 将超过10%的营销预算分配给新渠道之前
- 重大公关事件之前（融资公告、产品发布）
- 销售线索贡献下降时
The Six CMO Questions
六大CMO质询问题
1. ICP (One Real Person)
1. ICP（真实个体）
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.
说出你的ICP中的一位真实人物。包括公司、职位、日常工作内容以及他们反感的事物。
- 角色画像 ≠ ICP。ICP是真实存在的个体。
- 如果你无法说出具体姓名，说明你的ICP不够精准。
2. JTBD
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."
客户雇佣这款产品来完成什么工作？他们目前使用的替代方案是什么？
- 用客户会亲口说出的一句话来描述。
- “我们用电子表格”是有效的替代方案，“我们不做这件事”也一样。
3. Positioning Statement
3. 定位声明
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.
一句话概括：针对[ICP]，他们需要[工作需求]，我们是[品类]，能够[差异化优势]，不同于[替代方案]。
- 这是核心主旨，所有内容都以此为基础。
- 如果无法浓缩为一句话，说明定位尚未明确。
4. Distribution Channel
4. 分销渠道
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.
客户最初是在哪里听说你的品牌的？现阶段获客是 inbound 还是 outbound？
- 明确渠道、用户意图以及首次接触路径。
- PLG、销售驱动、内容驱动、合作伙伴驱动——选择一个主要渠道。
5. CAC Payback
5. CAC回收期
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.
按渠道划分：CAC是多少？回收期为几个月？是否在改善？
- 如果某个渠道的回收期超过18个月，那它不能算作渠道，只是一种尝试。
6. Defensibility of Brand
6. 品牌防御性
If a well-funded competitor copies your messaging tomorrow, what's still yours?
- Category position, founder-market fit, customer love, distribution lock — name one.
如果资金雄厚的竞争对手明天照搬你的营销策略，你还拥有什么独特优势？
- 品类定位、创始人-市场契合度、客户忠诚度、分销壁垒——说出其中一项。
Workflow
工作流程
- Run the models:
bash
python ../../../skills/cmo-advisor/scripts/marketing_budget_modeler.py python ../../../skills/cmo-advisor/scripts/growth_model_simulator.py - Answer the six questions in writing.
- Apply the verdict:
- 🟢 GREEN — story is sharp, channel mix sound
- 🟡 YELLOW — sharpen positioning before scaling
- 🔴 RED — positioning broken; do not spend
- 运行模型：
bash
python ../../../skills/cmo-advisor/scripts/marketing_budget_modeler.py python ../../../skills/cmo-advisor/scripts/growth_model_simulator.py - 书面回答六大问题
- 应用评估结果：
- 🟢 绿色 — 叙事清晰，渠道组合合理
- 🟡 黄色 — 先优化定位再扩大规模
- 🔴 红色 — 定位存在问题；停止投入
Output Format
输出格式
markdown
undefinedmarkdown
undefinedCMO Review: <plan>
CMO审查：<plan>
Date: YYYY-MM-DD
日期： YYYY-MM-DD
Positioning
定位
One-sentence statement: <here>
一句话声明：<此处填写>
ICP
ICP
- Named persona: <name, title, company>
- JTBD: <one sentence in their words>
- 真实人物：<姓名、职位、公司>
- JTBD：<客户视角的一句话描述>
Channel Mix
渠道组合
- Primary: <channel> | CAC $X | Payback Ym
- Secondary: <channel> | CAC $X | Payback Ym
- 主要渠道：<渠道> | CAC $X | 回收期 Y个月
- 次要渠道：<渠道> | CAC $X | 回收期 Y个月
Verdict
评估结果
🟢 / 🟡 / 🔴
🟢 / 🟡 / 🔴
Next Steps
下一步行动
[3 concrete actions]
undefined[3项具体措施]
undefinedRouting
相关命令
- — pipeline contribution check
/cs:cro-review - — product ↔ positioning alignment
/cs:cpo-review - — log the verdict
/cs:decide
- — 销售线索贡献核查
/cs:cro-review - — 产品与定位一致性审查
/cs:cpo-review - — 记录评估结果
/cs:decide
Related
相关资源
- Agent:
cs-cmo-advisor - Skill:
cmo-advisor - Execution domain:
../../../../marketing-skill/
Version: 1.0.0
- Agent:
cs-cmo-advisor - Skill:
cmo-advisor - 执行领域:
../../../../marketing-skill/
版本： 1.0.0