Crossing the Chasm

Marketing and Selling Disruptive Products to Mainstream Customers

Geoffrey A. Moore

★ 4.5 / 5(309 ratings)

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Categories:

Entrepreneurship Marketing & Sales

Chapter Overview

Chapter 1: AudiobookHub Recommendation
Chapter 2: Between visionaries and pragmatists yawns a chasm where products stall and firms perish.
Chapter 3: To win in mainstream markets, you must fully meet customer needs with a whole product offering.
Chapter 4: Crossing the chasm is like waging an invasion; you must first secure a niche beachhead to start.
Chapter 5: Pick your initial niche by identifying the most appealing customer segment.
Chapter 6: To position your product effectively in customers’ minds, use a strong claim proving market leadership clearly.
Chapter 7: Choose a distribution channel pragmatists trust, and incentivize that channel to sell your product.
Chapter 8: The chasm is even more difficult to cross in consumer markets than business markets.
Chapter 9: To tackle post-chasm challenges, firms must secure profitability and realign their organization properly.

Description

Crossing the Chasm (1991) examines the market dynamics faced by innovative new products, particularly the daunting chasm that lies between early to mainstream markets.

The book provides tangible advice on how to make this difficult transition and offers real-world examples of companies that have struggled in the chasm.

About the Authors

Geoffrey A. Moore is an author, consultant and venture partner. His other bestsellers include Inside the Tornado, The Gorilla Game and Living on the Fault Line.

Crossing the Chasm is derived from the author’s work as a high technology consultant in Silicon Valley. Originally, both the author and publisher assumed the book would be of interest to a mere niche group of people and would probably only sell some 5,000 copies. In fact it became a runway hit with over 300,000 copies sold.

Crossing the Chasm

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Chapter Overview

Chapter 1: AudiobookHub Recommendation

Chapter 2: Between visionaries and pragmatists yawns a chasm where products stall and firms perish.

Chapter 3: To win in mainstream markets, you must fully meet customer needs with a whole product offering.

Chapter 4: Crossing the chasm is like waging an invasion; you must first secure a niche beachhead to start.

Chapter 5: Pick your initial niche by identifying the most appealing customer segment.

Chapter 6: To position your product effectively in customers’ minds, use a strong claim proving market leadership clearly.

Chapter 7: Choose a distribution channel pragmatists trust, and incentivize that channel to sell your product.

Chapter 8: The chasm is even more difficult to cross in consumer markets than business markets.

Chapter 9: To tackle post-chasm challenges, firms must secure profitability and realign their organization properly.

Description

Who Should Listen

About the Authors