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About A Smart BearA startup can beat a large, successful incumbent, if it does things the incumbent can not or will not do. Here are those things.
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A Smart Bear · Jason Cohen
articleprincipleSource excerpt
About A Smart BearA startup can beat a large, successful incumbent, if it does things the incumbent can not or will not do. Here are those things.
This is a limited feed-provided excerpt, not the full original work.
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Don’t compete with incumbents on their terms. Build your strategy around something valuable to customers that established competitors are structurally unable or unwilling to do.
Startups usually lack incumbents’ resources and reach. Choosing a battlefield where incumbent strengths become constraints creates a more defensible path than trying to outperform them at what they already do well.
Ask: What do target customers need that incumbents consistently avoid—and what evidence suggests their constraints or incentives will keep them from responding?
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