Crossing the Chasm

Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers or simply Crossing the Chasm, is a marketing book by Geoffrey A. Moore that focuses on the specifics of marketing high tech products during the early start up period.

The bible for bringing cutting-edge products to larger markets now revised and updated with new insights into the realities of high-tech marketing

In Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle which begins with innovators and moves to early adopters, early majority, late majority, and laggards there is a vast chasm between the early adopters and the early majority. While early adopters are willing to sacrifice for the advantage of being first, the early majority waits until they know that the technology actually offers improvements in productivity. The challenge for innovators and marketers is to narrow this chasm and ultimately accelerate adoption across every segment.

This third edition brings Moore’s classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore’s most current insights and findings. He also includes two new appendices, the first connecting the ideas in Crossing the Chasm to work subsequently published in his Inside the Tornado, and the second presenting his recent groundbreaking work for technology adoption models for high-tech consumer markets.

Table of contents :

Cover Page……Page 1
Title Page……Page 3
ISBN 0066620023……Page 4
Contents (with page links)……Page 6
PREFACE TO THE REVISED EDITION……Page 8
FOREWORD……Page 11
ACKNOWLEDGMENTS……Page 15
PART I Discovering the Chasm……Page 18
INTRODUCTION If Bill Gates Can Be a Billionaire……Page 20
1 High-Tech Marketing Illusion……Page 24
2 High-Tech Marketing Enlightenment……Page 37
PART II Crossing the Chasm……Page 62
3 The D-Day Analogy……Page 64
4 Target the Point of Attack……Page 82
5 Assemble the Invasion Force……Page 96
6 Define the Battle……Page 114
7 Launch the Invasion……Page 137
CONCLUSION Getting Beyond the Chasm……Page 156
About the Author……Page 172
About the Publisher……Page 174