Draw the value curve before you copy competitors
Use a Strategy Canvas to identify a differentiated market-entry position against incumbents.
A startup wants to enter Nordic HR tech against incumbents that dominate compliance-heavy enterprise deployments. Strategy Canvas: map competing factors and value curves to reveal sameness, trade-offs, and differentiation opportunities. The common trap is trying to match incumbents on every factor. That usually creates a worse version of the market leader rather than a focused entry wedge. Name factors Choose buyer-visible factors: compliance depth, reporting complexity, implementation consulting, manager self-service, time-to-value, and price transparency. The canvas only works when the factors are things buyers actually notice and trade off. Map curves Incumbents score high on compliance depth, reporting, and consulting;…
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