Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market

Recap: Invasion Launching To sum up, the last step in the D-Day strategy for crossing the chasm is launching the invasion—that is, putting a price on your product and putting it into a sales channel. Neither of these actions resolves itself readily into a checklist of activities, but there are four key principles to guide us: 1. The prime goal is t

The number-one corporate objective, when crossing the chasm, is to secure a distribution channel into the mainstream market, one with which the pragmatist customer will be comfortable. This objective comes before revenues, before profits, before press, even before customer satisfaction.

The key to the Normandy advantage, what allows the fledgling enterprise to win over pragmatist customers in advance of broader market acceptance, is focusing an overabundance of support into a confined market niche. By simplifying the initial challenge, the enterprise can efficiently develop a solid base of references, collateral, and internal proc

the rule of thumb in crossing the chasm is simple: Pick on somebody your own size.