Bowling pin

Geoffrey Moore’s expansion model: dominate one hyper-specific first segment (the beachhead), then use that win to knock down adjacent segments that share buyers, channels, or problems. Moore’s line: the size of the first pin is not the issue; the economic value of the problem it fixes is. WPH’s pin sequence: PH automotive → SEA automotive → PH/SEA conglomerate enterprise.

First used in: 1.4 · Beachhead & the three rings