Tag Archives: chasm

Crossing the Chasm – Continued …

Well, in my last blog post, I reminisced how in the nineties, Geoffrey A. Moore with his book “Crossing the Chasm”  established the reference model for high-tech market entry and growth strategies.

His thinking quickly became common knowledge in the valley. Often times this was implicit knowledge –  even people who had never read the book acquired the concepts “by osmosis”.

However, with the end of the dotcom boom, “Crossing the Chasm” seemed to go a little bit out of fashion.

That’s why I found a recent article by Andy Rachleff very interesting: “To Get Big, You’ve Got to Start Small.” In this article, Andy points out that “Crossing the Chasm” still has valuable messages for us today.

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Crossing the Chasm – An Evergreen Still has Valuable Messages for Startups

Book Cover: Geoffrey A. Moore: Crossing the Chasm, 2nd Edition 2002

Geoffrey A. Moore: Crossing the Chasm, 2nd Edition 2002

When Crossing the Chasm by Silicon Valley consultant Geoffrey A. Moore was first published in 1991, it quickly became the marketing bible for high-tech.

It was a perfect fit, especially for the type of business model that dominated the startup scene in the 90ies: complex IT products – hardware, software, or mix of both – that required quite expensive R&D and typically were sold B2B through a enterprise sales force.

One key insight presented by Moore was this: innovative technology solutions often require their users to change habits or processes.

And since individuals and organizations are typically resistant to change, a startup trying to sell such a solution was initially fighting an uphill battle with the majority of its potential customers.

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