To Win, Compete Against Nothing

Big companies love to fight over the same shrinking pie. They tweak products, add features no one asked for, and aim to squeeze every last dollar from existing customers.

It’s safe. It’s predictable. And it’s the reason disruptors win, time and again.

There’s a better way. One that’s not about trying to outdo everyone else by repeating the same tactics and features.

It’s about doing something different.
It’s about pulling growth from places incumbents don’t even look…

Non-consumers.

Nonconsumption Is the Blind Spot You Can Exploit

Nonconsumption isn’t about underserved markets—it’s about unserved markets. People or businesses who aren’t buying anything at all because current options to solve their job-to-be-done are too expensive, too complex, or flat-out irrelevant.

Look back at last week’s edition. Taylor Swift didn’t become the mega-star she is today with an army of Swifties behind her by convincing country music fans to buy her debut album. She recognized that her new, young audience couldn’t relate to the themes of traditional country music sung by older men. She rose to stardom by converting a younger audience who previously didn’t listen to country music at all.

As we discussed last week, this is textbook disruption.
Taylor Swift created a market that didn’t previously exist.

You can too. Here’s how…

Find the Job They Can’t Get Done

Remember, you’re not just selling a product. You’re helping someone do something they couldn’t accomplish before because they lack the skill or the financial resources.

Look at what people are struggling with.
Look at places where emotion bleeds into day-to-day work.
And build to solve that.

This moment of discovery is where lean customer development becomes essential. Instead of making assumptions about what customers want, get out of the building and engage with them directly. Early conversations with potential users help validate whether a widespread problem actually exists, and if it’s painful enough for people to pay to solve it. (You are building a business, after all.) This approach cuts through internal guesswork by focusing on real-world feedback, not internal brainstorming sessions.

In the world of nonconsumption, this method is especially powerful. You’re not just tweaking a product to align to existing demand. You’re uncovering hidden needs and designing solutions that give people access to something they’ve never had before.

Compete Against Nothing

If you nail the job-to-be-done discovery described above, then you’ve positioned yourself such that your competition isn’t another company. Instead, your primary competitor is…nothing. Your primary competitor is pain.

When there is no viable option, even an imperfect solution is better than nothing. The bar is low. Simplicity wins. Surprising and delighting your customers doesn’t take much.

Remove Complexity & Minimize Cost

Remember, ideas aren’t inherently disruptive or sustaining. An idea or new piece of technology is grown and shaped by the business need and the customer need it’s being leveraged to solve. The “disruptiveness” factor is dictated by the creator’s ability to create a solution to non-competition.

Next time you have a great idea that can do X, Y, and Z, force yourself to step back and consider what it would look like if you removed features. Simplify your offering until anyone can use it to solve the problem at hand. And then price it where current nonconsumers can afford it.

Create a New Value Network

To break into markets shaped by nonconsumption, you need to establish a new value network. A value network includes the ecosystem of suppliers, distribution channels, customer relationships, and supporting infrastructure that enables a business to deliver its product or service effectively.

The same supply chains and sales channels that serve incumbents won’t work here. Instead, focus on building new ways to deliver the value encapsulated by your disruptive offering. Think direct-to-consumer, partnerships with local organizations, or entirely new business models.

Why Big Companies Fail Here (and Why You Won’t)

Established companies inevitably evolve to serve their high-end customers and to seek out new, better customers (those willing to spend more money). Companies listen to these “better” customers, build for them, and optimize around them for bigger margins and greater efficiency. The metrics by which large organizations operate effectively dictate that they focus solely on this up-market movement.

(Look back at our Visualizing Sustaining vs. Disruptive Innovation infographic for a refresher.)

For more on this, check out our recent edition:
Why Large Companies Suck at Innovation

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But disruptors don’t have to play by those rules. Disruptors can build something simple and target non-consumers. One of two things will happen:

1. The incumbent won’t pay the slightest bit of attention to the disruptor because non-consumers aren’t in their target market. Those consumers can’t/won’t pay for their product anyway.

2. The incumbent will actively offload their low-end customers to the disruptor and thank them in the process.

Once you, as a disruptor, gain a foothold in the market of non-consumers, THEN you too can focus on moving up-market, taking bites out of the incumbent’s customer base at each step. Your product, which started out as “only good enough to convert non-consumers” can grow over time, adding the necessary features demanded by up-market users.

By the time the incumbents realize what’s happening, it’ll be too late for them to defend their turf.

Game over.

The key to disruption and innovation isn’t playing defense or reacting to competitors as quickly as possible. The most successful disruptors set the terms of competition before anyone else even shows up. The companies that win in nonconsumption markets don’t wait for an opening. They move first, fast, and they take ownership of the space—often before the incumbents even know the opportunity exists.