GMC Strategic Planning & Analysis 2 — Questions and Answers
Question 1: Which framework helps growth teams evaluate market opportunities by examining Political, Economic, Social, Technological, Environmental, and Legal factors?
- SWOT Analysis
- PESTEL Analysis (Correct answer)
- Porter's Five Forces
- BCG Matrix
Correct answer: PESTEL Analysis
PESTEL Analysis examines six macro-environmental factors that can impact a company's strategic growth opportunities.
Question 2: A growth team is deciding which market segments to prioritize. The TAM/SAM/SOM framework helps them determine what?
- Total addressable, serviceable addressable, and serviceable obtainable market sizes (Correct answer)
- Time, assets, and sales operations metrics
- Top acquisition, secondary acquisition, and organic metrics
- Total average monthly, seasonal, and occasional market data
Correct answer: Total addressable, serviceable addressable, and serviceable obtainable market sizes
TAM/SAM/SOM breaks down market sizing into total potential, realistically reachable, and actually capturable segments.
Question 3: When a growth strategy focuses on increasing revenue from existing customers rather than acquiring new ones, this is called:
- Market penetration
- Market development
- Expansion revenue growth (Correct answer)
- Diversification
Correct answer: Expansion revenue growth
Expansion revenue growth (upsell, cross-sell, seat expansion) focuses on monetizing the existing customer base more deeply.
Question 4: In the AARRR growth metrics framework, which stage focuses on users returning to the product after their initial visit?
- Acquisition
- Activation
- Retention (Correct answer)
- Revenue
Correct answer: Retention
Retention measures whether users continue engaging with the product over time after their initial experience.
Question 5: A company's growth strategy shows high market share in a slow-growth market. According to the BCG Matrix, this product is classified as a:
- Star
- Question Mark
- Cash Cow (Correct answer)
- Dog
Correct answer: Cash Cow
Cash Cows have high market share in low-growth markets, generating steady profits with minimal investment.
Question 6: Which metric best measures the efficiency of a growth team's paid acquisition efforts over time?
- Monthly Active Users (MAU)
- Customer Acquisition Cost (CAC) payback period (Correct answer)
- Net Promoter Score (NPS)
- Daily Active Users / Monthly Active Users ratio
Correct answer: Customer Acquisition Cost (CAC) payback period
CAC payback period measures how many months it takes to recoup the cost of acquiring a customer through their generated revenue.
Question 7: A growth marketer uses cohort analysis primarily to:
- Segment users by demographics for ad targeting
- Compare behavior of user groups acquired at different times (Correct answer)
- Calculate total revenue per product line
- Identify the highest-traffic landing pages
Correct answer: Compare behavior of user groups acquired at different times
Cohort analysis groups users by acquisition date or shared characteristic to track how their behavior evolves over time.
GMC Strategic Planning & Analysis 2
Which framework helps growth teams evaluate market opportunities by examining Political, Economic, Social, Technological, Environmental, and Legal factors?