What is 30-60-90 Analysis?

What is 30-60-90 Analysis?
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30 Days

The first 30 days of a 30/60/90 day plan, concentrates on orientation or studying the matter in depth. Possible activities during this period includes familiarization with the internal workings of the company, orientation to the external territory or area of operations, induction training, understanding company policy and procedures, reading relevant product literature, striking rapport with key channel partners and customer contacts, setting up necessary infrastructure such as email and communication systems, and so forth.

The above activities remain generic to almost all positions. Additional activities for the first 30 days depend on the position. Marketing analysts need to undertake market analysis. Salespeople need to become familiar with technical jargons, gain in-depth product knowledge, and undertake competition analysis. Marketing managers need to familiarize themselves with customer retention management strategies, sales force management techniques, understanding the top available market opportunities, and more.

60 Days

The first task in the 30 to 60 day plan is to review the 30 day plan and ensure meeting of targets; and if not, complete such targets post-haste. The core activity during the second 30 days is to prioritize targets. Make a definite plan of action, and start implementing the same. The overriding approach in the second phase is to fine tune conceptual models and make detailed call plans that fit in with overall organizational and strategy.

The range of activities depends on the nature of the job. For a marketing job, talk to key stakeholders and make observations to gain practical knowledge and insights. Review customer satisfaction with current channel partners, identify current or potential issues and devise action plans to solve such issues. Gain valuable exposure by joining professional bodies and attending trade meetings. Plan a marketing campaign incorporating all relevant factors and leads. Regardless of the nature of the activity, gaining in-depth product and technical knowledge remains an ongoing activity during this phase.

90 Days

Execute the plans fully in the final 30 days, or the 60 to 90 day period. Fine tune the plans based on operational needs, and competitor reactions. This is also the time to put effective controls in place, and review results to develop overall long term plans. Remain visible, and allocate time efficiently to optimize work schedules.

Review the first two phases and implement the proposals already drawn up. Specific activities again depends on the nature of activity. For marketing projects, activities include product launches, promotional campaigns, brand visibility campaigns, product displays, and more. Resolve bottlenecks and contingencies using creativity. Participate in review meetings to evaluate the viability of initial expectations and revise goals and targets as appropriate. Use the results to identify competitive threats and develop plans to counter the same. Create and implement a measurable results call plan considering all variables that manifest during implementation, to monitor and control the progress.


The 30-60-90 analysis is a planned and structured approach, and one of the best ways to leverage available skills and execute plans into action. It finds common use in sales and marketing, to develop sales plans for new employees, in medical professions to develop rehabilitation plans for patients, and more. Many job seekers also study the company and make similar proposals as part of their hiring pitch.


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