Category: Your Business is Your Brand
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Alex Smith × April Dunford — one hour on positioning, taken apart line by line
An hour of two people who agree with each other, congratulating each other for disagreeing with people who aren’t in the room. What follows is what actually happened, not what they think happened. 1. The setup — what the conversation is announced as Alex Smith opens with a frame. He is the “no bullshit strategy”…
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Fin: The Man Who Hated Bots Now Sells the Most Personal One
I have been following what Intercom, now Fin, has been building for years. Eoghan McCabe’s willingness to destroy a functioning business to rebuild it around a conviction is rare, and it deserves to be taken seriously. This analysis exists because one question keeps surfacing when I watch companies at this stage: what business are you…
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The Report That Surveyed the Wiring
An autopsy of JKR x Kantar’s “Be Distinctive Everywhere: The Experience Edition” (2026) There’s a report going around. JKR and Kantar launched it at Cannes in June 2026, the same week Sharp and Ritson finally shared a stage. The headline is everywhere on LinkedIn: only 28% of brand equity is built by paid media. 71%…
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Six Doors, One Room
I watched the brand growth debate over the past week. Six people walked up to the same empty room and stopped. The one who got closest got there thirty years ago. For a whole week, I read the same argument made by different people, and the same thing kept bothering me each time. Not the…
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The Origin Story of Positioning
What Ries and Trout named in 1969, and what was already running underneath it Here’s the thing most people get wrong about positioning. They think it started in 1972. It didn’t. 1972 is when the word got famous. The thing the word points to is older than the word by a long way. Confuse the…
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Belief to Position
I keep watching people position things from the wrong end, and it took me a while to see why it bothered me. They start with the words. What should we say? What word do we want to own? I understand the pull. Words are the part you can argue about in a room and walk…
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Your P&L Is the Only Positioning Statement
Let me start with the sentence that gets me in trouble. Your P&L is the only positioning statement your company has ever written. I don’t mean the number at the bottom. I mean the pattern underneath it. Where the money actually went. Who you actually hired. What you actually refused to build. Read that pattern,…
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Up Didn’t Build a Bank. It Built a Generation of Savers
A note before you read this: Dom, Grant, Xavier: I have been watching what you have built with genuine admiration for the past few weeks. Up is one of the few products in Australian finance where you can trace a coherent identity all the way from the code to the customer relationship, and that is…
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The Prancing Horse
The Positioning Delusion — On the Difference Between One Position and Two Disciplines The question making the rounds this week is whether the Ferrari Luce is really a Ferrari. It is the wrong question, and the speed with which everyone reached for it is the symptom worth studying. The popular answer, the one earning the…
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What the Subway Took From Joshua Bell
On positioning, costly signals, and why the cheapest part of the craft is the part the market believes least. I keep coming back to the Joshua Bell story, and the longer I sit with it, the more I think it teaches the opposite of what it gets used to teach. You’ve probably heard it. On…
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The Noun Elon Musk Left Out of the SpaceX S1: A Positioning Read of the June 12 IPO
A note before you read this: SpaceX has been operating for 24 years, and the part of the company most worth respecting is the part the financial press does not write about: the engineering culture, the cadence, the tolerance for failure as a method, and the willingness to ship at scales nobody else attempts. This…
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The Costume Industry, Part III: Musk Did Not Kill Tesla. The Original Position Did Its Job.
On the difference between the fame that follows proof and the fame that replaces it. The Harvard Business Review just published a piece arguing that Tesla’s brand is now hostage to its CEO, and that the fix is for the company to manage Musk’s perception more carefully. The piece is built on a 2,200-respondent conjoint…