Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
Master the hidden psychology behind market breakthroughs and escape the trap that topples great products
About This Book
Embark on a strategic journey through the perilous landscape that separates visionary innovation from mass-market adoption. This guide reveals why so many promising high-tech products stumble after promising starts, unraveling the psychological and organizational gaps that transform early wins into devastating failures. Through vivid, real-world examples—from classic software legends to modern digital disruptors—you’ll discover the proven frameworks and actionable steps needed to unite teams, focus resources, and build market momentum when the stakes are highest. Expect clear, battle-tested tactics for defining your target, assembling your forces, and capturing hearts and minds on both sides of the 'chasm'—the critical gap that separates long-term winners from fleeting fads.About the Author
Geoffrey Moore is a renowned business consultant, thought leader, and bestselling author who has spent decades advising high-tech companies on their most critical growth phases. Drawing on his background as an English professor and his years at the epicenter of Silicon Valley, Moore blends storytelling, analytical rigor, and firsthand insights into how markets develop—and why most innovations falter. His work has set the strategic agenda for hundreds of successful companies and is revered as a foundational text by leaders shaping the tech industry’s future.
Biggest Takeaway
Readers can expect to gain a practical, science-backed understanding of how to identify and close the most dangerous gap in technology adoption, leading to increased organizational unity, sharpened market focus, and a sustainable path to profitability. You will be able to apply actionable techniques in market segmentation, whole product development, and influential communication, resulting in smarter, less risky launches and the ability to outmaneuver better-funded competitors. Ultimately, you’ll cultivate a mindset shift from knee-jerk sales tactics to disciplined, customer-centric execution that turns promising products into enduring successes.
Key Insights from This Book
Explore the most important ideas and learn how to apply them in your life.
Why Winning Early Does Not Guarantee Mainstream Success
Why Most Great Ideas Stall in the 'Chasm'—And How to Leap Across
Uncovering the 'Whole Product' Trap—Why Great Tech Alone Falls Short
The Power of Word-of-Mouth in Tight-Knit Niches—Not All Buzz Is Created Equal
The Hidden Dangers of Being a Sales-Driven Instead of Market-Driven Company
Inventing the Right Competition—How to Define the Battlefield On Your Terms
Focus on Distribution Channels That Actually Build Mainstream Trust
Pricing Isn’t Just About Margins—Set Prices to Signal Leadership and Motivate Partners
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