SOSTAC® Planning Model


The SOSTAC® Planning Model is a strategic marketing framework developed by PR Smith in the 1990s to help organizations create comprehensive and effective marketing plans. The acronym SOSTAC® stands for Situation Analysis, Objectives, Strategy, Tactics, Actions, and Control. The model provides a structured approach to marketing planning by breaking it down into six distinct stages, which can be applied to various industries and marketing scenarios.


  • Situation Analysis: This stage involves analyzing the current market conditions, including the internal and external factors that may impact the organization's marketing efforts. Key aspects to consider include the organization's strengths, weaknesses, opportunities, and threats (SWOT analysis), as well as customer insights, competitor analysis, and market trends.
  • Objectives: The objectives stage focuses on defining the specific goals the organization aims to achieve through its marketing efforts. These goals should be SMART (Specific, Measurable, Achievable, Relevant, and Time-bound) and aligned with the organization's overall business objectives. Common marketing objectives include increasing brand awareness, generating leads, or growing market share.
  • Strategy: The strategy stage outlines the high-level approach the organization will take to achieve its marketing objectives. This includes identifying the target audience, defining the unique selling proposition (USP), and determining the most effective marketing channels to reach the audience. The strategy should provide a clear direction for the marketing efforts and set the foundation for the tactics stage.
  • Tactics: In this stage, the specific marketing activities, tools, and techniques required to implement the strategy are identified. Tactics may include advertising, content marketing, social media marketing, search engine optimization (SEO), and email marketing, among others. Each tactic should be carefully selected to ensure that it supports the overall strategy and helps achieve the marketing objectives.
  • Actions: The actions stage involves developing a detailed plan for executing the marketing tactics. This includes assigning responsibilities, setting timelines, allocating budgets, and establishing key performance indicators (KPIs) to measure the success of each tactic. A well-structured action plan ensures that marketing efforts are coordinated and focused on achieving the desired outcomes.
  • Control: The control stage focuses on monitoring and measuring the results of the marketing efforts to ensure that the objectives are being met. This involves tracking KPIs, analyzing data, and comparing actual performance against the planned objectives. By regularly monitoring and adjusting marketing activities, organizations can optimize their marketing performance and make informed decisions about future marketing investments.


The SOSTAC® Planning Model offers several benefits, including:

  • Structure: The model provides a logical and organized framework for creating a comprehensive marketing plan, ensuring that all critical aspects are considered and addressed.
  • Flexibility: The SOSTAC® model can be applied to various industries and marketing scenarios, making it a versatile planning tool for organizations of all sizes and types.
  • Clarity: By breaking down the marketing planning process into distinct stages, the SOSTAC® model helps organizations clearly define their marketing objectives, strategy, and tactics, ensuring that marketing efforts are focused and aligned with business goals.
  • Accountability: The model emphasizes the importance of monitoring and measuring marketing performance, which promotes accountability and continuous improvement.


  • A small e-commerce company could use the SOSTAC® Planning Model to develop a marketing plan to increase online sales. The situation analysis may reveal a need for improved SEO, while the objectives might focus on increasing website traffic and conversion rates. The strategy could involve targeting specific customer segments and creating compelling content, with tactics including content marketing, social media advertising, and email campaigns. The action plan would outline specific tasks, timelines, and budgets for each tactic. At the same time, the control stage would involve tracking KPIs, such as website traffic, conversion rates, and return on investment (ROI), to ensure the marketing plan is on track and delivering the desired results.
  • A non-profit organization could apply the SOSTAC® Planning Model to create a marketing plan for a fundraising campaign. The situation analysis may identify a strong supporter base on social media, and the objectives could focus on raising awareness for the campaign and generating donations. The strategy might include targeting existing supporters and leveraging influencers to amplify the message with tactics like social media posts, influencer partnerships, and email marketing. The action plan would assign responsibilities, set deadlines, and allocate budgets for each tactic. At the same time, the control stage would involve monitoring KPIs, such as social media engagement, website visits, and donation amounts, to assess the campaign's success and make adjustments as needed.

In conclusion, the SOSTAC® Planning Model is a valuable marketing planning tool that provides organizations with a structured approach to creating comprehensive and effective marketing plans. By following the six stages of the model, organizations can ensure that their marketing efforts are well-coordinated, focused, and aligned with their business objectives, leading to improved marketing performance and better results.

See Also

Marketing Plan