Question
The principles in "Crossing the Chasm" can be applied to dominate a niche market by focusing on a specific target segment. It's not about choosing the perfect niche, but about winning the selected niche. To do this, the market segment must be large enough to meet minimum revenue targets, but small enough to win half the orders. This approach helps generate word-of-mouth and dominate the niche market.
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The highest-scoring scenarios are discussed until the team narrows down on one target segment. It's best to make a quick decision and double down hard behind the same. What is crucial is not choosing the optimum niche but winning the selected niche. To dominate a niche market and generate word-of-mouth, the market segment must be big enough to meet minimum revenue targets and small enough to be able to win half the orders.
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