Category: Your Business is Your Brand
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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…
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The Costume Industry, Part II: Why Positioning Work Almost Never Produces a Position
On the difference between vocabulary debt and decision debt. A week ago, I published an essay arguing that “personal brand,” “brand positioning,” “homepage positioning,” “product positioning,” and “brand marketing” are intellectually lazy terms that smuggle the wrong mental model into strategic work. The response was the most generous I have ever received for a piece…
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The Costume Industry: Why “Personal Brand” (and Every Term Like It) Is Vocabulary Debt
There’s a particular kind of word that quietly does damage. It sounds professional. It travels well in meetings. It shows up in bios, decks, agency proposals, and LinkedIn posts. Nobody questions it because everyone uses it. And that’s exactly the problem. “Personal brand” is one of those words. So is “brand positioning.” So is “homepage…
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Cloudflare built the internet’s Immune Layer
A note before you read this: I’ve been watching Cloudflare for a long time. What Matthew Prince, Michelle Zatlyn, and Lee Holloway built, and what the team continues to build, sits in a category of its own. Fifteen years of decisions that quietly hold up a meaningful portion of the open internet is not a…
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You got the direction of travel wrong
Think Different. Just Do It. Red Bull Gives You Wings. Read them again. Notice what they’re about. Not one of these taglines describes a product. Apple doesn’t mention computers. Nike doesn’t mention shoes. Red Bull names itself but says nothing about energy drinks. Every one of them is about you. What you think. What you…