Play Bigger

Winning today isn’t about beating the competition at the old game. It’s about inventing a whole new game – defining a new market category, developing it and dominating it over time. You can’t build a legendary company without building a legendary category. If you think that having the best product is all it takes to win, you’re going to lose. In this farsighted, pioneering guide, the founders of Silicon Valley advisory firm Play Bigger rely on data analysis and interviews to understand the inner workings of 'category kings' – companies such as Amazon, Salesforce, Uber and IKEA – that give us new ways of living, thinking or doing business, often solving problems we didn’t know we had. In Play Bigger, the authors assemble their findings to introduce the new discipline of category design. By applying category design, companies can create new demand where none existed, conditioning customers’ brains so they change their expectations and buying habits. While this discipline defines the tech industry, it applies to every kind of industry and even to personal careers. Drawing on examples from within and beyond our own practice, Play Bigger shows both entrepreneurs and established enterprises how to define, develop and rule a category over time.