Read the original at Lenny’s Newsletter ↗lennysnewsletter.com · subscriber post
By Lenny Rachitsky · lennysnewsletter.com · @lennysan on X · YouTube · LinkedIn
Lenny Rachitsky explains what a 'wedge' strategy is, namely entering a large market through a narrow, sharp initial product and segment. He covers when a wedge is most needed (entrenched or crowded markets), why it helps startups, what traits make a good wedge, and a two-step method: choose a narrow, painful problem, then a specific customer segment, using many founder and investor examples.
Subscriber post — summary only01Key takeaways
- A wedge is a narrow starting point, combining the right initial product with the right initial market, used to break into a large market.
- Wedges matter most in entrenched or crowded markets; not every company needs one, as some attack big markets head-on.
- A narrow focus speeds up sales, builds social proof, and helps reach product-market fit faster while preserving ownership.
- A strong wedge is narrow, builds momentum, extends naturally into a bigger opportunity, and is hard to replicate.
- To pick a wedge, select a very painful narrow problem and a very specific segment that feels that pain most acutely.
“The wedge metaphor to me is most useful in making sure you're not a blunt instrument trying to chop into a market by being everything…”Sarah Tavel · Lenny’s Newsletter
02Frameworks mentioned
Summary and takeaways written by PM Atlas; quotes are short excerpts. © the original author.