Lenny's Podcast: Product | Growth | Career cover image

A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch)

Lenny's Podcast: Product | Growth | Career

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Bowling Pin Strategy: how successful companies get started

Successful companies often employ the Bowling Pin Strategy to dominate a market. This strategy involves identifying an underserved segment of the market, like a bowling pin beside the lead pin, which is easy to conquer. By toppling over these smaller pins one by one, a company establishes a foothold to target bigger segments and eventually challenge the market leader. This approach was exemplified by a company focusing on CRM for investment banks, expanding gradually into other financial sectors before being acquired by a larger player. Many successful companies have followed a similar path by starting small and strategically expanding their market presence.

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