apply-market-creation

Apply Market Creation

Invent the category before competing for it: name the problem, establish yourself as the authority in the problem space, and create reference customers who use your language — so that when buyers seek a solution, they are seeking you.

Why This Is Best Practice

Origin: Stratagem #7 of the Thirty-Six Stratagems: "Create something from nothing" (無中生有). In the original military context: create an illusion of strength — make the enemy believe what is not there. In business strategy, the principle inverts productively: create a category that does not exist, make buyers believe they have a problem they had not previously named, and position your solution as the definition of the answer. The stratagem's insight is that you do not need to exist in a market to win it — you can create the market around what you already have.

Adopted by: Category creation is the mechanism behind the most durable competitive moats in technology. Salesforce did not sell "a better on-premise CRM" — it created "CRM in the cloud" as a new category with a new buyer criterion (subscription, no infrastructure). HubSpot coined "inbound marketing" before selling its platform — creating a movement of practitioners who defined their needs in HubSpot's terms. Gartner's Magic Quadrant is borrowed force for category creation: getting into a Gartner quadrant as the defining vendor establishes the category criteria. Ries and Peterson's Play Bigger (2016) documents dozens of category creators and shows their median premium over category followers: 76% of the category's market cap flows to the category king.

Impact: In a defined market, the buyer has criteria before they meet you — and those criteria usually favour existing players. In a category you create, you set the criteria. Buyers educated in your category definition evaluate alternatives against your framing; competitors are positioned as inferior versions of what you defined, not as alternatives to it. The category creator advantage compounds: early evangelists amplify the category definition; analyst coverage is sought for the category leader; reference customers validate the category's existence.

Why best: Most go-to-market strategies compete for existing demand. Market creation generates new demand by making latent pain legible. The buyer who did not know they had a "data observability" problem, a "customer data platform" gap, or a "developer experience" deficit becomes a buyer when the category is created — and the category creator is the obvious first call.

Sources: Thirty-Six Stratagems #7 (Sawyer trans. 1994); Ries & Peterson, Play Bigger (2016); Moore, Crossing the Chasm (1991); Kim & Mauborgne, Blue Ocean Strategy (2005)

Steps

Step 1: Identify the latent pain — the problem with no name and no budget line

Latent pain has these characteristics:

• Customers experience it but cannot articulate it as a discrete problem requiring a solution
• No existing product category addresses it specifically
• The pain is real and costly — it affects outcomes that executives care about
• The pain is widespread — multiple companies experience it, not just edge cases

Methods for identifying latent pain:

• Win/loss interviews: what problem were buyers actually trying to solve before they found you?
• Customer support data: what do customers complain about that no vendor addresses?
• Job postings: what roles are companies hiring for that no software solution supports?
• Analyst blank spots: what problems appear in analyst reports as "gaps" or "emerging needs" without named solutions?

Step 2: Name and define the category

The category name is a strategic asset:

• Use language the buyer will use when describing their problem to a peer or their board
• Make the name specific enough to be meaningful but broad enough to own the space
• Avoid names that sound like product features; create names that sound like business disciplines
• Test the name: if a buyer hears the category name and immediately thinks "that's my problem," it works

Category name quality	Example
Good — names the discipline	"Inbound marketing," "data observability," "developer experience"
Poor — names the product	"Marketing automation platform," "pipeline monitoring tool"
Poor — too generic	"AI-powered analytics," "next-generation data management"

Step 3: Establish yourself as the authority in the category before establishing yourself as the vendor

Category authority is built before category market share:

• Content: Produce definitive educational content that teaches the category's principles without selling your product. The goal is that buyers learn the category from you.
• Thought leadership: Publish the category's definitive research — benchmark reports, state-of-the-industry surveys, practitioner guides — that buyers share with their teams
• Community: Create or convene the practitioners who identify with the category — an annual conference, a practitioner Slack, a certification program
• Analyst briefing: Educate Gartner, Forrester, and IDC on the category definition. Getting the category recognised in analyst reports legitimises it for enterprise buyers

The sequence matters: authority precedes sales. A category creator who leads with sales materials is a vendor. A category creator who leads with education is a category authority — and category authorities get inbound.

Step 4: Create reference customers who speak in your category language

Reference customers for a new category must do two things:

1. Use your product and achieve results
2. Describe their problem and their result using your category language in public forums

A reference customer who says "we implemented HubSpot's marketing automation" is less valuable than one who says "we transformed from outbound to inbound marketing — we used to push ads, now customers come to us." The second customer is spreading the category definition, not just the product name.

Invest disproportionately in reference customers who will speak publicly at the category level — case studies, conference presentations, analyst references, press interviews.

Step 5: Convert category authority into sales motion

Once the category is established, the sales motion shifts:

• Buyers arrive with the category's problem statement pre-formed — your sales team spends less time educating and more time qualifying
• Procurement recognises the category as a budget line item — buying is easier
• Competitors are evaluated against your category definition — their differentiation must be expressed in your terms
• New entrants validate the category (competition validates demand) rather than threatening your position, if you are established as the category king

Defend the category definition actively: publish comparative assessments that reinforce your criteria; respond to analysts who define the category in ways that advantage competitors; cultivate the practitioner community so category language stays anchored to your framing.

Rules

• Name the problem, not the solution. Category creation starts with the buyer's pain, not your product's capabilities. A category named after your product's features is not a category — it is marketing copy.
• Be first with the category definition, not first with the product. A category creator who ships second but names the category first wins the category. Being first to market matters less than being first to define the buying criteria.
• Invest in category development as a distinct budget from product development and sales. Category creation requires content, events, analyst relations, and community — all of which produce no immediate pipeline but determine long-term market position.
• Do not let competitors redefine the category. Monitor how the market is evolving the category language. If a competitor's framing is gaining traction in analyst reports, respond with definitive content that reasserts your definition.
• Category creation requires patience. The return on category investment is typically 18–36 months from category naming to established category status. It is not a substitute for quarter-on-quarter pipeline generation.

Examples

Salesforce: "CRM in the cloud" vs. "a better Siebel": In 2000, Siebel owned CRM. A better on-premise Siebel would have required a 10-year sales cycle against Siebel's installed base. Salesforce created a new category: "No Software" (later "cloud CRM"), defined by the criterion that CRM should be delivered as a subscription service with no on-premise infrastructure. The category definition changed the buyer's decision: not "is this CRM good enough?" but "do we want an on-premise CRM or a cloud CRM?" Siebel competed in the old category; Salesforce owned the new one. By the time Siebel recognised cloud CRM as the relevant category (Oracle acquisition, 2006), Salesforce had six years of category authority.

HubSpot: inventing "inbound marketing": HubSpot coined "inbound marketing" (2006) as a practitioner discipline before selling its platform. It published Inbound Marketing (the book), created the Inbound conference (10,000+ attendees at peak), and established HubSpot Certification as a practitioner credential. By the time buyers sought an "inbound marketing platform," HubSpot was the definition of the category — not one option among several. The category name created the demand; the platform captured it.

Startup creating the "data observability" category (2018–2021): Monte Carlo Data coined "data observability" (monitoring and reliability for data pipelines) in 2018, when the problem had no name and no market. It published the "Data Reliability Report," contributed to practitioner Slack communities, briefed Gartner on the category definition, and produced the content that practitioners shared with their teams. When the category appeared in Gartner's Data Management Hype Cycle, Monte Carlo was named as a representative vendor. Competitors who entered the category later competed in terms Monte Carlo had defined — "data observability," "data SLA," "data downtime" — rather than in terms of their own choosing.

Common Mistakes

Naming the product, not the category: "AI-powered pipeline orchestration platform" is a product description, not a category. "DataOps" or "pipeline reliability" is a category. Naming your product first and calling it a category creates confusion; buyers see a feature, not a discipline.

Skipping authority-building and going straight to sales: A category that only exists in your marketing materials is not a category — it is a claim. Category authority requires third-party validation: analyst coverage, practitioner community, reference customers speaking the language. Without these, the category name is just branding.

Defining the category too narrowly: A category defined to exactly match your current product capabilities will be easily displaced when your capabilities expand or when a competitor enters with a broader definition. Define the category at the level of the business problem, not the current solution.

Abandoning the category when a competitor enters: Competitor entry into your category is category validation — it confirms you created something real. Abandoning the category name in response to competition is a category-creator's most common mistake. Defend the definition more actively, not less.

Defining the category around technology, not business outcome: "Machine learning for data pipelines" is a technology description. "Reliable data for faster decisions" is a business outcome. Category creation that leads with technology attracts early adopters; category creation that leads with business outcomes attracts mainstream buyers.