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Competition and differentiation.
Geoffrey A. Moore • Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (Collins Business Essentials)
Crossing The Chasm, Geoffrey A. Moore, HarperCollins, 1991.
Helen Blake • Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit
The key point to notice is the transition from product to market, corresponding to crossing the chasm.
Geoffrey A. Moore • Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (Collins Business Essentials)
the kind of market-size forecasts that come out of even the most highly respected firms
Geoffrey A. Moore • Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (Collins Business Essentials)
The number-one corporate objective, when crossing the chasm, is to secure a channel into the mainstream market with which the pragmatist customer will be comfortable.
Geoffrey A. Moore • Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (Collins Business Essentials)
It is only natural to cling to the past when the past represents so much of what we have strived to achieve. This is the key to Crossing the Chasm. The chasm represents the gulf between two distinct marketplaces for technology products—the first, an early market dominated by early adopters and insiders who are quick to appreciate the nature and ben
... See moreGeoffrey A. Moore • Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (Collins Business Essentials)
Ogilvy on Advertising and Geoffrey Moore’s Crossing the Chasm. In
Christopher Lochhead • Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets
Obviously, this works to the disadvantage of start-ups and, conversely, to the great advantage of companies with established track records.