archive tag incumbent 
Steve Blank
JULY 30, 2009
Some are r esegmenting an existing market– directed at a niche that an incumbent isn’t satisfying (like Dell and Compaq when they were startups) or providing a low cost alternative to an existing supplier (like Southwest Airlines when it first started.) Market Type But most startups aren’t in existing markets.
Steve Blank
JUNE 25, 2009
If it is demonstrably better as you claim your marketing department needs to communicate that competitive advantage and your sales curve should look linear as you take share from the existing incumbents. Convergent Technologies: War Story 1 – Selling with Sports Scores « Steve Blank (tags: startup presuation) [.]
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Steve Blank
MARCH 25, 2009
We knew from back-of-the-envelope calculations that I would need 3 times the combined marketing and sales budgets of the incumbents for a head-on assault. (I SuperMac War Story 4: Repositioning SuperMac – Market Type at Work « Steve Blank (tags: strategy) [.] They had more than enough dollars to outspend and out market us.
Steve Blank
AUGUST 20, 2009
Resegmentation means these startups are trying to lure some of the current or potential customers away from incumbents by either offering a lower cost product, or by offering features that appealed to a specific niche or subset of the existing users. Me – “How are you positioning your product?” No one has anything like it.”
Steve Blank
OCTOBER 12, 2009
Was it possible that my market research was being handed to me by the existing market incumbent? Customer Development Manifesto: Market Type (part 4) * Archives + October 2009 +… (Read more)+ Customer Development Manifesto: The Path of Warriors and Winners (part 5) + Can You Trust Any VC’s Under 40? It was Volume 7 issue 2.
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