Framework · Competitive strategy

Where to play and how to win

Strategy begins when we choose between opportunities we cannot pursue all at once.

Conceptual diagram of the strategic process — Conceptual illustration · AdeMarcos

First, where to play

I look at markets, segments, customers and applications. Size alone is not enough: competitive dynamics, value pools and fit with capabilities matter.

Then, how to win

I look for a specific advantage: product performance, a system, a brand, an installation experience or a combination that competitors struggle to replicate.

Finally, what to activate

I translate the choice into portfolio, investment, pricing and go-to-market decisions. Without trade-offs and clear ownership, strategy remains a slide deck.

Illustrative framework. Examples do not represent results of an executed project.

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