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The "whole product" concept in Crossing the Chasm refers to the complete set of products or services needed to fulfill a customer's compelling need. It's not just about the generic product, but also includes additional elements like support, pre-trained workers, books, seminars, etc. The idea is to provide a 100% solution to the customer's problem. This concept is particularly important for mainstream market pragmatists who prefer established vendors because of whole product availability. To hasten whole product creation, start-ups are advised to create tactical alliances to jointly co-develop and market the whole product.
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How can the most cutting-edge start-ups fail? Start-ups fall to their death in the deep chasm that separates early tech adopters and the pragmatic mai...
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For the early market, the generic product is sufficient. However, mainstream market pragmatists evaluate and buy whole products. They prefer established vendors because of whole product availability, including books, seminars, support and pre-trained workers. Therefore, the enterprise must focus on creating the minimum whole product that fulfills the target segment's compelling need to buy. Anything less than a 100% solution leads to customer dissatisfaction and negative word of mouth. To hasten whole product creation, the start-up must create tactical alliances to jointly co-develop and market the whole product and ensure that all organizations win.
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