Finding White Space: How to Identify Untapped Opportunities


Hatched by Glasp

Sep 02, 2023

4 min read


Finding White Space: How to Identify Untapped Opportunities

Repetition is the First Principle of All Learning

In the pursuit of growth and innovation, businesses often focus on finding white space within their market. This concept refers to areas of opportunity that have not yet been explored or capitalized on. By identifying these untapped areas, companies can uncover new customer needs and create innovative solutions. While there are various methods to find white space, one effective approach is to look at the market through the lens of the customer.

Segmenting and focusing on existing customers is a common strategy for businesses looking to drive growth. However, this approach can inadvertently narrow the frame of reference and limit the potential for identifying white space. By relying solely on the knowledge and insights gained from existing customers, companies risk missing out on niche needs and larger opportunities that lie outside their current scope.

To truly uncover white space, it is essential to redefine the customer from a perspective that goes beyond traditional boundaries. Rather than defining customers based on existing frameworks, companies need to capture them from an outside perspective that they may not have initially considered. This requires reframing the understanding of the customer by changing the focus and scope of customer insights.

Nike+ is a prime example of a company that successfully reframed their customer understanding. Instead of solely targeting "shoe buyers," they expanded their focus to "people who jog." By widening their perspective, Nike+ was able to identify unmet needs that couldn't be satisfied by shoes alone. This shift in customer understanding allowed them to tap into a previously untapped market and create innovative solutions tailored specifically for joggers.

Another company that effectively leveraged customer reframing is QB House. Rather than broadly targeting "people who visit hair salons," they narrowed their focus to the specific action of "getting a haircut." By honing in on this singular aspect, QB House was able to streamline their offerings and create a successful business model centered around quick and affordable haircuts.

While customer reframing is a powerful approach to finding white space, it is not the only factor to consider. Another critical aspect of identifying untapped opportunities lies in the learning process itself. As the saying goes, "repetition is the first principle of all learning." This principle holds true not only in education but also in the realm of business and innovation.

Repetition plays a vital role in the engagement and acquisition of ideas. When individuals encounter an idea and repeatedly engage with it, it becomes ingrained in their awareness. This gradual process of engagement builds up to a critical mass where the individual truly internalizes and comprehends the idea. Therefore, incorporating repetition into the learning process can accelerate and deepen engagement, leading to a higher quality of learning.

In the context of finding white space, this principle of repetition suggests that businesses should consciously design repetitive engagement into their courses and daily teaching. By continually revisiting and reinforcing concepts, companies can foster a deeper understanding of their markets and customers. This ongoing engagement enables them to uncover new insights and identify unmet needs that may have gone unnoticed initially.

In conclusion, finding white space is a crucial aspect of driving growth and innovation for businesses. By reframing the understanding of the customer and looking beyond existing boundaries, companies can identify untapped opportunities and create innovative solutions. Additionally, incorporating repetition into the learning process can deepen engagement and enhance the quality of learning. To effectively uncover white space, businesses should consider these three actionable pieces of advice:

  • 1. Challenge existing customer segmentation: Instead of relying solely on current customer insights, broaden the perspective and redefine the customer from a new angle.
  • 2. Embrace customer reframing: Expand the focus and scope of customer understanding to uncover unmet needs and identify untapped markets.
  • 3. Incorporate repetition into learning: Design repetitive engagement into courses and daily teaching to deepen understanding and uncover new insights.

By following these strategies, businesses can position themselves at the forefront of innovation and seize the untapped opportunities that lie within their markets.

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