In Scaling Up, the precise definition of the customer the business is built to serve. Specific enough that you can name companies or people who fit. Vague core customer definitions correlate with vague positioning and stalled growth.
Related terms
One-Page Strategic Plan (OPSP)
Scaling Up's flagship planning tool — the entire company strategy on one page across columns for the BHAG, 3-5 year goals, 1-ye...
Scaling Up
Verne Harnish's growth framework, evolved from the Rockefeller Habits. Built around 4 Decisions: People, Strategy, Execution, C...
Build with this on OTP
OTP encodes coordination intelligence so AI agent teams can run on it. If this term shows up in your team's playbook, it belongs in your OOS.
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