---
title: "Expand the definition of your product"
description: "A set of questions for widening the product to the customer's entire experience."
canonical: https://tomsharman.com/bookshelf/the-algorithm/expand-the-definition-of-your-product/
updated: 2026-11-03
---

# Expand the definition of your product

> A set of questions for widening the product to the customer's entire experience.

Jon McNeill's framework, from The Algorithm, pp. 95 to 127.

Framework 6 of 7 from [The Algorithm](https://tomsharman.com/bookshelf/the-algorithm/index.md) by Jon McNeill. Category: Sales and negotiation.

## The steps

1. **Map the customer's whole journey.** List every step from shopping to selling or trading in.
2. **Find the pain.** Look for unpleasant steps, since each is an opportunity.
3. **Ask what they consume around you.** Ask what customers buy weekly in and around your product, as Walmart did.
4. **Test if it makes or breaks adoption.** Pursue the wider scope only if it decides whether you win or lose the market.

## Where it comes from

From chapter: Part II: The Three Cultural Ingredients of the Algorithm, pp. 95–127

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-algorithm/expand-the-definition-of-your-product.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-algorithm/expand-the-definition-of-your-product-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-algorithm/expand-the-definition-of-your-product.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-algorithm/expand-the-definition-of-your-product-dark.png