Gartner Research

Validate Disruptive Business Moves Using Positioning

Published: 04 January 2019

ID: G00350782

Analyst(s): Lars Van Dam , Hank Barnes , Martin Reynolds


Truly disruptive opportunities are rare, and successfully monetizing them is challenging. Proper positioning establishes your offering’s value in the mind of the buyer and your stakeholders. We provide technology general managers with methods to test disruption and ensure stakeholder alignment.

Table Of Contents



  • Step 1 — Apply Positioning to Capture Strategic Intent
  • Step 2 — Test Strategic Moves With Gartner’s Disruptor Assessment Methods
    • Method 1 — Define Key Elements of Disruption in the Positioning Framework
    • Method 2 — Test the Dynamics of a Disruptive Business Move
  • Step 3 — Analyze Examples — The Anatomy of a Disruptor Amazon
    • Set Your Customers Up for Success With a One-Year Payback Model
  • Step 4 — Drive Alignment and Engagement of Stakeholders


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