Positioning Canvas

What It Is

Positioning defines how your product is the best in the world at delivering some value that a well-defined set of customers care a lot about.

The core insight: Positioning is not messaging. It's not your tagline. It's the fundamental strategic decision about how you win in the market — what you compete against, how you're different, what value only you can deliver, and who cares most about that value.

When positioning is weak:

• Prospects don't understand what you are on first contact
• Sales calls require 3+ meetings before "the light comes on"
• You win deals but customers churn because expectations didn't match reality
• Different teams (sales, marketing, product) tell different stories

When positioning is strong:

• It feels obvious — "of course that's what it is"
• Qualified prospects immediately understand why they should care
• Your differentiated value is clear against alternatives
• Everyone in the company tells the same story

Credit: This framework comes from April Dunford, author of Obviously Awesome and Sales Pitch, who has positioned over 200 B2B tech companies.

When to Use It

Use Positioning Canvas when you need to:

• Define or refine how you compete — who are the real alternatives?
• Articulate differentiated value — why pick you over everything else?
• Identify your best-fit customers — who cares most about your value?
• Choose or validate your market category — what context makes your value obvious?
• Align your team — get sales, marketing, product, and leadership on the same page
• Build a sales pitch — translate positioning into a story that wins deals
• Reposition after market changes — your product evolved, competition shifted, or customers changed

When Not to Use It

• You're pre-product-market-fit — Keep positioning loose until you see patterns in who loves you and why.
• You want to validate a hypothesis — Positioning captures what's true today based on evidence.
• You're only focused on messaging — Positioning is an input to messaging, not messaging itself.

Resources

Books:

• Obviously Awesome by April Dunford
• Sales Pitch by April Dunford
• Positioning: The Battle for Your Mind by Al Ries and Jack Trout