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Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets Hardcover – Illustrated, June 14, 2016
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The founders of a respected Silicon Valley advisory firm study legendary category-creating companies and reveal a groundbreaking discipline called category design.
Winning today isn’t about beating the competition at the old game. It’s about inventing a whole new game—defining a new market category, developing it, and dominating it over time. You can’t build a legendary company without building a legendary category. If you think that having the best product is all it takes to win, you’re going to lose.
In this farsighted, pioneering guide, the founders of Silicon Valley advisory firm Play Bigger rely on data analysis and interviews to understand the inner workings of “category kings”— companies such as Amazon, Salesforce, Uber, and IKEA—that give us new ways of living, thinking or doing business, often solving problems we didn’t know we had.
In Play Bigger, the authors assemble their findings to introduce the new discipline of category design. By applying category design, companies can create new demand where none existed, conditioning customers’ brains so they change their expectations and buying habits. While this discipline defines the tech industry, it applies to every kind of industry and even to personal careers.
Crossing the Chasm revolutionized how we think about new products in an existing market. The Innovator’s Dilemma taught us about disrupting an aging market. Now, Play Bigger is transforming business once again, showing us how to create the market itself.
- Print length272 pages
- LanguageEnglish
- PublisherHarper Business
- Publication dateJune 14, 2016
- Dimensions1.1 x 6.1 x 9.2 inches
- ISBN-100062407619
- ISBN-13978-0062407610
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Editorial Reviews
Review
“Every entrepreneur looking to alter the landscape and every CEO looking to reimagine their business can learn from this book. Play Bigger provides inspiration and a framework for building companies that transcend gravity.” — Marc Benioff, Chairman and CEO, Salesforce
“Play Bigger is the new how-to guide for entrepreneurs and executives who want to build legendary, enduring companies.” — Jim Goetz, Partner, Sequoia Capital
“Business leaders of the future need to create movements with passionate employees and fans that change the world’s point of view, not just companies with employees that sell products. Play Bigger shows how category design is the roadmap for making this happen.” — Mike Maples, Founding Partner, Floodgate
“Every entrepreneur who wants to take their game to the next level needs to read this book. Category design applies to sports governing bodies, event owners, national teams and even athletes.” — John Bertrand, Americas Cup winner, Olympic medalist
“Category design is a principle that every successful entrepreneur has intuitively embraced. Now it is outlined here in Play Bigger for all business executives to learn and apply. An absolute must read for every person interested in the secret sauce found in Silicon Valley.” — Ann Miura-Ko, Lecturer, Stanford University and Co-founder Floodgate Fund
“Play Bigger shows why it’s so important to build category kings and what it takes to succeed in this new discipline of category design. This is must read book for all brand marketers, VC’s, and board of directors who want to take market creation into their own hands” — R "Ray" Wang, Principal Analyst & Founder, Constellation Research, Inc. Author Disrupting Digital Business
“This important work should be available to everyone thinking of pursuing a business career.” — Library Journal
“This is a very special book, and it will make a huge difference to businesses trying to understand how they can succeed initially and for the long term. Play Bigger ranks up there with Christensen’s “Innovators Dilemma” and Moore’s “Crossing The Chasm” as the three must-have books to succeed.” — Kathleen Goolsby, Managing Editor, SandHill.com
“a new spin on the ‘something from nothing concept’ … Aimed at entrepreneurs, this book has practical advice for anyone in business.” — Booklist
From the Author
Category design is a new, management discipline that increases the odds of winning by teaching business leaders how to build a product, company and category at the same time.
-A category designer is anyone who chooses not tocompete in an existing market and create their own.
-A category designer is anyone who hasre-imagined an existing market and made it their own.
-A category designer is anyone who has tried tointroduce the world to a new way of thinking, living, learning or working.
From the Back Cover
What do Facebook, Google, Salesforce.com, Uber, VMware, Netflix, IKEA, Birds Eye, 5-hour Energy, and Pixar have in common?
In what way does Apple work like the 165-year-old glass company, Corning?
How do you explain why some start-ups last and build value while others shoot up and then flame out?
Why was Elvis not just the King, but a category king?
The key to each has to do with creating, developing, and dominating new categories of products and services.
Stick around and we’ll tell you how that’s done.
Winning today isn’t about beating the competition at the old game. It’s about inventing a whole new game—defining a new market category, developing it, and dominating it over time. You can’t build a legendary company without building a legendary category. If you think that having the best product is all it takes to win, you’re going to lose.
In this farsighted, pioneering guide, the founders of Silicon Valley advisory firm Play Bigger rely on data analysis and interviews to understand the inner workings of “category kings”—companies such as Amazon, Salesforce, Uber, and IKEA that give us new ways of living, thinking, or doing business, often solving problems we didn’t know we had.
It’s not about disruption anymore—it’s about creation. Category kings are the explosive and enduring companies that create value over time by opening up a category with vast potential and setting themselves up to control the majority of it. Category kings take seventy to eighty percent of the category’s economics. Category kings become famous brands because they become the symbol of the whole category—think Xerox, Google, Uber. A category king is almost impossible to challenge. These are the companies that shape our lives and alter the future. They play bigger than other companies.
In Play Bigger, the authors assemble their findings to introduce the new discipline of category design. By applying category design, companies can create new demand where none existed, conditioning customers’ brains to change expectations and buying habits. While this discipline is crucial in the tech industry, it applies to every kind of industry and even to personal careers.
About the Author
Dave Peterson is a co-founding partner of Play Bigger Advisors. Dave has been an entrepreneur, chief marketing officer, master of execution, and fixer of crappy marketing. He grew up in Iowa, and later moved to Silicon Valley, landing at CRM software company Vantive. He worked as head of communications at Mercury Interactive, and as CMO at Aggregate Knowledge and Coverity. He co-founded and shut down GiveMeTalk! a podcasting pioneer. Dave (apparently) loves crashing his mountain bike, avoiding trees on his snowboard, traveling to non-predictable places with his friends, and learning new things from his daughter. He lives in San Francisco.
Christopher Lochhead is a co-founding partner of Play Bigger Advisors. Christopher is a CEO marketing coach and category designer, keynote speaker, mediocre blogger, ski and surf bum. He has been called a "Human Exclamation Point" by Fast Company and "slightly off-putting" by The Economist. Christopher served as CMO of Mercury Interactive, co-founded marketing consulting firm LOCHHEAD, was the founding CMO of Scient, and served as head of marketing at Vantive. He is living happily ever after in Santa Cruz, Calif.
Kevin Maney is a best-selling author and award-winning columnist for Newsweek. Kevin co-authored, with TIBCO CEO Vivek Ranadive, The Two-Second Advantage: How We Succeed by Anticipating the Future...Just Enough. It was a 2011 New York Times bestseller. Kevin also wrote the critically-praised biography, The Maverick and His Machine: Thomas Watson Sr. and the Making of IBM. His first book was 1995’s Megamedia Shakeout, one of the earliest books about all media going digital. Kevin has written for USA Today, Conde Nast Portfolio, Fortune, The Atlantic, and Wired, and has often appeared on radio and television. He lives in New York.
Product details
- Publisher : Harper Business; Illustrated edition (June 14, 2016)
- Language : English
- Hardcover : 272 pages
- ISBN-10 : 0062407619
- ISBN-13 : 978-0062407610
- Item Weight : 14.9 ounces
- Dimensions : 1.1 x 6.1 x 9.2 inches
- Best Sellers Rank: #81,673 in Books (See Top 100 in Books)
- #116 in Strategic Business Planning
- #157 in Systems & Planning
- #616 in Entrepreneurship (Books)
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About the authors

Kevin Maney is a bestselling author, award-winning columnist, and founding partner at Category Design Advisors (CDA).
His critically-acclaimed book, Play Bigger: How Pirates, Dreamers and Innovators Create and Dominate Markets, introduced business to the idea of category design and has sold more than 250,000 copies worldwide. As a founding partner of CDA, Maney has helped leadership teams at hundreds of companies all over the world focus their strategic thinking through category design.
Maney’s most recent book is his first novel, Red Bottom Line. Set in Moscow in 1991, it’s based on his reporting as a journalist covering the breakup of the Soviet Union.
Maney’s most recent business book is Intended Consequences: How to Build Market-Leading Companies with Responsible Innovation, co-authored with Hemant Taneja, managing director of VC firm General Catalyst. Maney and Taneja also collaborated on UnHealthcare: A Manifesto for Health Assurance, out in 2021, and Unscaled: How AI and a New Generation of Upstarts Are Creating the Economy of the Future. They are now at work on a fourth book.
Maney co-authored, with TIBCO CEO Vivek Ranadive, The Two-Second Advantage: How We Succeed by Anticipating the Future...Just Enough. Merging brain science and computer science, it was a 2011 New York Times bestseller, and anticipated much of the conversation we’re now having about artificial intelligence.
Maney also co-wrote Making the World Work Better, which marked IBM’s centennial in 2001. More than 600,000 copies are in print in a dozen languages. His other books include Trade-Off: Why Some Things Catch On, and Others Don't, The Maverick
and His Machine: Thomas Watson Sr. and the Making of IBM and Megamedia Shakeout.
Maney has been a contributor to Newsweek, Fortune, The Atlantic, Fast Company, CNN and ABC News, among other media outlets. He was a contributing editor at Conde Nast Portfolio during its brief run from 2007 to 2009. For 22 years, Maney was a columnist, editor and reporter at USA Today.
He’s appeared frequently on television and radio, including CBS Sunday Morning and NPR, and lectures at conferences and universities, including New York University, UNC in Chapel Hill, and his alma mater, Rutgers.
Kevin lives in New York, and plays music with other New York rockers in a band called Total Blam Blam.

Christopher Lochhead is a 14-time #1 bestselling Amazon author, #1 charting Apple business podcaster, top 5 business newsletter creator, former 3X public tech company CMO, who is best known as a "godfather" of Category Design.
He coAuthored the first two books on management discipline Category Design, Play Bigger and Niche Down. He's coCreator of mini-book newsletter on Category Design, Category Pirates 🏴☠️ and the Category Pirates Series of Amazon books. Recently he CoAuthored #1 bestsellers "The 22 Laws of Category Design" and "Snow Leopard: How Legendary Writers Create A Category Of One".
He's an occasional contributor to Harvard Business Review and is embarrassed about being published in a bunch of (now mostly a joke) legacy analog media outlets.
Christopher Lochhead | Follow Your Different is a leading Real Dialogue Business podcast and Lochhead on Marketing is a Leading Marketing & category design podcast
Lochhead is a dyslexic paperboy from Montreal who got thrown out of school at 18. With few other options, he became an entrepreneur, then three-time Silicon Valley public company CMO (Mercury Interactive, Scient, Vantive) and an investor / advisor to over 50 venture-backed startups.
The Marketing Journal calls him, “one of the best minds in marketing”, NBA Legend Bill Walton calls him a “quasar” and The Economist calls him, “off putting to some" and some podcast reviewers think he is "over-rated" and "not worth it".
Podcaster Neil Pearlberg calls Follow Your Different, "the worst business podcast" and Podcast Magazine calls Follow Your Different, "the best business podcast".
He believes if you're lucky enough to make it to the top of a mountain, you should throw down a rope. So that's what he's trying to do.

Al Ramadan is a co-founding partner at Play Bigger Advisors. He has been a CEO, entrepreneur, operating executive and sailing technologist.
Al co-founded Quokka Sports, which pioneered data-intensive sports immersion on the Internet and revolutionized the way people experienced sport. He then joined Macromedia -- and Adobe, after Adobe acquired Macromedia -- where he spent almost ten years changing the way people think about great digital experiences on the Web and on then-new mobile devices. At Adobe, Al led teams that created the Rich Internet Applications category and helped develop the discipline of experience design.
Al started his career as a mathematician and software engineer -- an old-school data scientist. He cut his teeth writing Fortran 77 on a VAX 11/780 and still writes the odd piece of Python code. In the '80s he built real time analytics engines for big steel manufacturers and brewing companies. In the early '90s he applied data science to Australia's Americas Cup -- an innovation in sports performance analytics. His work in sailing led directly to the idea for Quokka.
Al loves the outdoors and remote expeditions. He has hiked the John Muir Trail, sailed in the Sydney / Hobart yacht race, surfed Mavericks, lived on remote atolls in the Pacific and Indian oceans and can often be found bombing back country lines around Tahoe on a split board. He is also a mentor, father and favorite uncle to an ever-growing circle of next-generation superstars.

Dave Peterson has been an entrepreneur, chief marketing officer, master of execution, and category designer.
Dave grew up on an Iowa farm and started his career in a marketing agency. He then sold all of his belongings and drove to Silicon Valley to try to succeed in business while carrying few expectations that he would. He landed at CRM software company Vantive, then did a tour of duty as head of communications at Mercury Interactive, and was CMO at Aggregate Knowledge and Coverity. He co-founded -- and eventually mercifully killed -- his own start-up called GiveMeTalk!
Dave (apparently) loves crashing his mountain bike on Northern California trails, avoiding trees on his snowboard, traveling to non-predictable places with his adopted brothers and friends, and learning new things from his daughter every day.
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Would like to have read more and less obvious case studies - google, amazon, salesforce etc are all so unique in the scale of their success and category domination. would like to have heard more about companies that jumped into the #1 slot in categories that had 3-8 competitors early on - and how they used their own category "lightning strikes" to turn the category into a 1 or 2 horse race.
Advice on how to do category design in a big company or for own personal life seemed a little thin - but the core of the book is aimed at entrepreneurs and provides the playbook and advice to go after a category and win. So if you think your company has potential, buy this book. I just bought ten more for my mgt team and other CEO friends.
I particularly appreciated two of the chapters - Chapter 5 on the importance of a Point of View and Chapter 10 on how you can play bigger. In the final chapter, the authors connect the concepts of the book to the reader personally and help empower to reader to 'play bigger'. I also greatly appreciated the footnotes and encourage the reader to check each one out - the authors have great insights and a wonderful sense of humor.
Play Bigger has a personal connection for me in that I have been on the receiving end of the power of category design. I competed with one of the authors who was at Mercury Interactive. Mercury brilliantly re-defined the software testing market, introduced a compelling point of view (Business Technology Optimization), secured alignment with thought leaders and industry analysts and became the overwhelming category leader leaving all the other firms behind. It happened quickly (within a year) and once it was over it was over. Mercury went on to have a successful acquisition by HP and other the other firms fell by the wayside. The lesson was painful at the time but was also a front row seat to the power of category design and a fascinating lesson. Proof that much can be learned from failure as well as success.
Play Bigger is a great read and the authors have a fascinating point of view. I am confident that Play Bigger will eventually be considered one of the must read books. Enjoy.
Full disclosure, I have the personal pleasure of knowing the PlayBigger founders. They have taken their many years of pushing the marketing envelope, combined it with validated market data, leveraged Kevin Maney’s great writing talent and created a must read “classic” that allows room for each individual’s voice and wisdom to shine.
There is a 1981-1983 comedy TV program “The Greatest American Hero” about a guy walking the beach who finds a superhero suit left behind by space aliens. In his excitement, he drops the suit's manual on the beach and now he has to learn the powers of being a super hero alone. How many early stage companies, established businesses, brilliant MBA students and those of us who are veterans of a long list of adventures still keep searching for “The Manual.” Start with this book.
I admittedly am scared as hell to go down a ski slope at 80 MPH, let alone lean into it. I don’t work for SAP, but know many who have and don’t any longer (page 26). But, I do know innovation and wisdom. This world desperately needs new ways of thinking, impacting and solving a long list of problems. PlayBigger delivers on a clear road map to category design and points the way for those brave enough to seek to “dent the universe.”
All of us who are serial entrepreneurs, impassioned change agents, strategic marketing gurus, investors, mentors, voices of written and verbal reason can learn a great deal from the vision and grounded reality shared by the authors.
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