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This narrative describes 1/The challenge a disruptor is facing from customers, incumbents and their ecosystem; 2/The approach for overcoming these challenges in a structured and controlled process; 3/The value stages an offering can be positioned on; 4/How to select the right value stage for sales campaigns depending on the phase of the customer portfolio development; and 5/Risks and obstacles the Disruptor must manage to achieve a leadership position in the new market emerging from the adoption of a disruptive innovation. It uses Amazon Writing techniques making it ultra-compact (max. six pages) and hence requires some practice to digest it.


Stefan Herbert



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Value Stages

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