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The key themes in Geoffrey Moore's 'Crossing the Chasm' include the Technology Adoption Life Cycle, the concept of the 'chasm', and strategies for crossing the chasm. The Technology Adoption Life Cycle outlines the stages of a product's acceptance, from innovators and early adopters to the early and late majority, and finally laggards. The 'chasm' is the gap between early adopters and the early majority. Moore suggests strategies for crossing the chasm, such as choosing a target market, understanding the whole product concept, positioning the product, building a marketing strategy, and choosing the most appropriate distribution channel and pricing. These themes are relevant to contemporary business issues as they provide a framework for understanding and addressing the challenges faced by startups and technology companies in achieving widespread market acceptance.
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Enterprise Executives – They can make big-ticket purchases of company-wide systems. Executives expect a consultative sales experience that identifies their needs and customizes the vendor's offering. End Users – Low-cost purchases for individual or small-group use. The freemium model, where customers get a free limited version and revenue is generated by upselling value-added offerings, is ideal. Department Heads – Medium-cost purchases for specific organizational use cases. A sales 2.0 model where a web-based lead is handled by a human salesperson leading them deeper into the sales funnel works best. Engineers – Engineers are demanding customers who make design decisions for products or services sold to their company's customers. Reaching out to them through the web, followed by a deeper engagement with a manufacturer's representative, works well. Small Business Owners – They make modest purchase decisions. To target this channel, vendors must do the marketing end-to-end and partner w...
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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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