Market Share vs. Addressable Market — Different Levers, Different Moves
Length: 30-45 minutes
Purpose: Don't blur the lines between growing market share and expanding the addressable market, which leads to poor strategy sessions and muddled investment priorities.
Overview:
Defines the difference between winning more of the current market vs. unlocking new customers by expanding the market you serve.
Shows how differentiators (service quality, reliability, speed, etc.) win share inside the existing market, while new features or capabilities unlock new market segments.
Explains how to use data and customer insight to know which lever to pull — and when.
Provides examples of software and service businesses that mis-invested by chasing features their current customers didn’t need.
Key Takeaways:
A board-ready framework for aligning investment to the right growth lever.
A clearer understanding of when to strengthen differentiators vs. when to extend the product’s core features.
A mental guardrail to avoid feature bloat that fails to move revenue or valuation.