Hypothesis vs. Market Evidence

Left: How the team categorized 68 features. Right: Where the data suggests those features actually sit. This is what the evidence shows -- not a recommendation, but a mirror.

Team Hypothesis

"Where we believe our features sit"
Unique Position
27
40% of features
What only we can claim
Market Needs
29
43% of features
We deliver these well
Expectations
12
18% of features
Table stakes everyone has
→
what the data suggests
→

Market Evidence

"Where the data places your features"
Whitespace
27
40% of features
No trend match -- genuinely outside the market's patterns
Innovator-Aligned
12
18% of features
Correlate with emerging trends (5-15% of competitors)
Saturated Territory
24
35% of features
Correlate with expectation trends (35-75% of competitors)
+ 5 dual-signal features (both expectation + need)

Where Features Move

▼ 14 Market Needs features drop to Saturated Territory -- the team believed these differentiate, but 35-75% of competitors already claim them
▼ 3 Unique Position features drop to Saturated Territory -- institutional history, patients-over-profits, and "world-class" claims are not unique
▶ 5 Market Needs features enter Whitespace -- features with no trend match that may be undervalued (spiritual care, under-marketing, resilience, COVID validation, quality-motivated donors)
▲ 2 Expectations features rise -- Organic Referral Growth aligns with innovator trend; Philanthropy as Economic Engine sits in whitespace
▶ 20 Unique Position features confirmed in Whitespace -- 74% of top-tier features are genuinely outside competitive patterns
The core tension: The team's sense of what is truly unique is 74% accurate. But the team's sense of what makes them competitive (Market Needs) is only 52% aligned with market data. Nearly half of "we do this well" features are actually table stakes.
17 Features in Saturated Territory (from Unique + Needs)
From Unique: 50+ Year History, Patients Over Profits, World-Class Desert Care
From Needs: Circle of Stars, Loyalty Honor Roll, Ambassadors, Top Physician Recruitment, State-of-the-Art Facilities, Cancer Center, Donor-as-Partner, Service Recognition, Architecture as Healing, Whole-Person Care, Founders' Excellence, Bedside Manner, World-Class Non-Urban, Teaching Hospital
15 Features Aligned with Innovator Trends
N4 Upstream Health (7): Latino Outreach, Advisory Board, Mobile Care Unit, Access Barriers, Nine-City Coverage, Clinic Network, Childcare Center
N5 Peer Trust (6): Donor-to-Owner, Referral Engine, Stakeholder Model, Story-Based Fundraising, Donor-Initiated Giving, Relationship-Centered
N1 Proof-of-Impact (2): 8x Volume Growth, Gift-to-Impact Communication
Source: Outsider Advantage Phase 3 Destabilization Overlay -- 68 features vs 11 market trends
This reflects what the data suggests, not a final recommendation. The team determines what to do with these findings.