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Explore the Offensive Marketing Strategy

  • Siddhika Prajapati
  • Nov 19, 2021
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Currently, the competition in the business is at its height. Every company seems to be in a race and requires to go forward from their competitor. To gain success in the industry, what marketers normally do is demean, discredit, and scrutinise their competitors’ goods & services. 


If not all, though the majority of them follow this path as a marketing strategy. This approach is recognised as offensive marketing. if you’re in this marketing area knowingly and unknowingly, then following this method won't be a strange thing. 


The thing could be modified for people who are not aware of it. But there's no need to worry about it as this blog will provide details concerning offensive marketing.



The first step of Offensive marketing


The first action in producing an efficient offensive marketing drive is to recognise the competitor’s benefits and disadvantages. For a concentrated drive, the competitor’s stock's strengths need to be downplayed or overlooked while emphasizing vulnerability.


A company that uses an aggressive marketing strategy funds the following.


  1. Invest a tremendous amount on R&D (i.e Research and Development)


  1. Mergers and acquisitions


  1. Technology


  1. Intellectual capital to emerge dominant over other competitors.  


(Suggested Read - 4 Ps of Marketing)


Due to large investments, one can consider this approach as an unreasonable strategy.


An offensive marketing plan is a different sort of technique and approach that works either deserted or in blending with others to produce an offensive competitive strategy.


For instance, imagine two helmet shops struggling for the same clients in a single city. If Shop A desires to take the market shares from their opponent Shop B, then Shop A must ignore the truth that Shop B has inferior prices. Rather, Shop A could imply that its helmets are extraordinary-quality while implying that Shop B contracts in low-quality helmets.


The main goal of this offensive strategy is to reduce the leader, gain market share, and thus boost sales.


Defensive Marketing plan


A defensive strategy is a tactic in which one company uses to engage their customers when a rival tries to carry away their clients from them.


A firm uses this defensive marketing plan by highlighting its products' effectiveness and trying to decrease the risk of economic loss. Firms strive to take their opposition away from the business.


Businesses must closely observe the results of offensive marketing operations, and survey customers for their opinions on the campaign. A company should also strictly follow any difference in its own market division during the drive to determine if the particular materials employed in the operations have had the expected effect.


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The simple idea of offensive marketing


What specifically offensive marketing is? This issue is of the greatest of you, correct? Let us put it in really simple and brief words, offensive marketing is that market strategy or an approach that brands practice to attack the vulnerability of their opponents while highlighting their strengths. So one can assume that any company struggling directly with their competitive company is expected to use an offensive marketing strategy.  


In interest with marketing, this offensive marketing strategy is intended to obtain key clients, high market shares, or high-reliability market shares.

This is a conception of a market share of a company.

Market share of a company

How does an offensive marketing plan work?


While building a campaign, the competitors’ products plus points must be overlooked while discussing its negatives. As a business, you must have an eye on the variations during the drive within the market.


To analyse the plan of the campaign, one should closely watch the offensive marketing operations and record the analysis of the customers while administering surveys.



What is the best time for a marketer to invest in Offensive Marketing?


Knowing the solution to this question is important since one simply can’t randomly act on this plan without understanding when they need it the greatest. Well, spending in offensive marketing means one is depending on the different market conditions that direct firms to expand this project. For instance, attracting new clients, or magnifying defensive relationship-building in order to retain prevailing customers.


(Also check: Business Process Analysis)


Benefits of Investing in Offensive Marketing


  1. When you need to adopt the latest technology and use it to provide formation for the supply chain.

  2. When your centre is on elaborating brand or goods of the company.

  3. To control the characteristics of the product, and advance social influence amongst consumers in the market.

  4. Also when one wants to produce the sense of the necessity of the product in the business to drive higher sales leads.


Thus, all the above tips symbolise that an offensive marketing plan is worth practising if one has these thoughts in mind. 


Difference between Defensive and Offensive Marketing


Defensive and Offensive marketing strategies hold their pros and cons. It relies upon the state of the market business and how prosperous one is in the local market.

  1. An offensive approach provides a method for a new business to operate the market strong and build a presence,

  2. Whereas, a defensive approach can help put one at the head of the local industry.


Offensive competitive plans try to shape an enterprise through outset-mover and other dynamic move; rather, defensive strategy work to create an illustration through developing brand loyalty, contributing high-quality advantages, and customer co-operation


(Check out our blog on - B2B Marketing Strategies)


There are plenty of methods in which a company can proceed with an offensive strategy


Direct attack: It can sever prices, introduce innovative features, launch comparative advertisements opposed to the competition, instead go after elements of the market that have served badly. For smaller businesses, such approaches can be accompanied by low-expense guerrilla marketing operations designed to draw attention. 

Acquisition: A truly dynamic company with extensive pockets can pass a rival simply by acquiring it. Acquiring a business in a foreign business can also deliver with it a space in the marketplace, geographical coverage, and entrenched relationships. 


Even then, such a plan is complex and costly, and it ought to not be pursued except it can be determined to be subscribing to the firm’s baseline. It may additionally run in breach of local aggressive or anti-monopoly law.


Pre-emption: Seldom the first organisation into a market gains a place from which later participants cannot overpower it. The first business into business can secure connections with the most reliable suppliers, it can obtain the best positions, and it can aim and build connections with the best clients.


End-run: Businesses can avoid direct opposition but still persevere an offensive drive by going into inactive markets or nations that have been ignored entirely by the respite of the industry.

On the other hand, there is a count of defensive strategies that can be adopted to divert attacks from opponents - 


Pricing: A simple approach is to match any rate cuts by the opposition with similar modifications, as high as the price battle does not take out of control and ruin alike sides. 


Exclusion: One method of defending a situation is to set up private arrangements with important suppliers in commerce. Such exclusive patterns can block the way of rivals to the stablest suppliers, sources or co-workers. 


Service: A business can respond to opponent price cuts or fresh features by highlighting after-sales service or warranties, essentially showing that it stands by the perfection of its goods. 


Features: Adding new attributes or abilities can be a concrete and appealing means of countering a competing challenge.  


Advertising: A mighty public campaign confirming an engagement to the market, trust in the goods, or a readiness to adhere to the competitor’s provocation.



Offensive Marketing Strategy and Examples


The offensive market strategy is in effect when longer than one firm in a market presents the same form  of product; consequently each company solely receives a proportion of all selling of that sort of product.


Each firm has a share in the market and any of those companies that carry extra ordinary attempts to gain more commerce share contrary to competition by directly offensive the competitors enterprise plan, and taking out its market is indeed outlined as the offensive marketing strategy.


  1. One of the best successful illustrations of offensive marketing in history can be the tussle of Harley Davidson contrary to Japanese manufactured motorbikes, so as to obtain a huge market share in the USA. 


Harley Davidson sprung up from near insolvency to prevail in the market with a vigorous business strategy determined on cheaper, rapid motorbikes from external manufacturers.


The Harley Davidson business instituted an offensive marketing manoeuvre and decided to centre selectably on their profess unique selling proposition and increase the market share without concentrating on cheaper options. 


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  1. Another can be the Burger King winning over McDonalds directly as Americans were utilizing Japanese products that were described as sleek, fast and cheap. 


Burger King has nevermore been to shy away from contention and confrontation in strong, seldom brash, campaigns. A perfect illustration of this occurred in March 2019 while they CAME as ‘Burn that Ad’. 


As the title suggests, Burger King urged the people to download the Burger King app to ‘burn’ opponent's ads practising augmented reality. 


  1. Pepsi and Coca Cola are the finest examples of this. Both of them are from the correspondent  category and their market heads in the drink market. Since quite some time over the years, they have been practicing this frontal attack policy against each other. 


  • To sum it up simply, the means of constructing a loyal and long-durable relationship, Coca Cola aiming for on connection with the customers on a further intimate and private level; promote heart-rending attachment; customize  products in decree to stand closer to their  consumers; and employ motivational invoke to action tac.


  • And subsequently, there’s Pepsi which, when it comes to emotional merchandising, sits no chance subsequent to its main rival - Coca Cola. 



We can see the offensive marketing plan, especially in politics if there are elections plus not only in the industrial sector. In politics, competitors are continuously working to plot attacks next to their opponents in order to win the votes of their competitors.


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Which companies can use Offensive Marketing Strategy?


Any kind of company can use this strategy, no matter if it is a small sized or medium or large company. The only qualification is that a business has to be in immediate competition with different one, in line to be able to apply  this strategy.  


Furthermore, the strategy is concentrating on reaching consumers who already favour a competing business or consumers who are uncertain which outcomes they turn loyal to.


Types of Attacks in Offensive Marketing Strategy


This strategy can be seen as a complicated strategy because it has to demonstrate the appeal of its individual products and must also recognise the strengths and vulnerabilities of the opponent's products/contributions. Hence, the first action in pursuing this strategy is to know competitors’ benefits and drawbacks .


The strategy further implies the control of both indirect and direct attacks. In the following, the various kinds of attacks are mentioned and explained.


  1. Frontal attack: In the Frontal attack model, competitors attack similar goods, price-quality advertising, and distribution. This is highly dangerous unless the accuser has a clear preference. Likewise, it is concentrated on a competitor’s vulnerability instead of power. 


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Attack with related products, price-quality publicity and circulation. It is supposed to be highly hazardous unless the attacker has a definite advantage. Moreover, it is centred on competitors’ concentrations rather than defects.


  1. Flank attack: This attack reflects when the competitor is on the low point or concealed spot. It is lower risk than the former sort of attack as it indicates the path of least resistance where a competitor is inadequate in defending.


  1. Bypass attack: Also recognised as the leapfrog approach, it means overtaking the opponents by interjecting new strategies and diversifying the commodities. 


In this scenario, organizations do the swap in products and omit the entire spring and present their segment. Despite other competitors ensuing, it is beneficial for the long term.


The bottom edge


This was all regarding offensive marketing that one needs to complete. We hope this blog article is useful. Anyway, offensive marketing is an efficient way to overtake the attention of the customers and produce more sales advances. 


But following the reverse strategy can bother the offline and online marketing operations and its enforcement in real-time. 


Each kind of marketing needs careful searching and preparation and allocation of resources to reach the highest number of consumers.


In the marketing strategy, the company has to know two main things. 


1. Their own strength and weaknesses

2. Their competitor’s weaknesses and powers too.



1.  Defensive vs Offensive strategies

2. Coca-Cola Vs PepsiCo

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