Crossing the Chasm
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10 min

Crossing the Chasm

by Geoffrey A. Moore

Brief Summary

“Crossing the Chasm” helps to understand the way of technological innovations and explains how they are absorbed by society. This book offers valuable insights on how to give your customers what they need and make your product successful in the market.

Key points

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Key idea 1 of 10

It always takes time for any innovative technology to be adopted by society. According to the *Technology Adoption Life Cycle*, this process usually has stages, one community at a time, and it depends on the attitude toward innovation.

*Technology enthusiasts* are the first group of people who absorb innovations. One of their distinctive features is a huge technological interest. This group strives for the most up-to-date technologies, even though they can have numerous imperfections.

The next group to adopt technological advancements is *visionaries*. Unlike technology enthusiasts, visionaries want to have a new technology because of its advantages and improvements compared to the old one. These two categories of people form the initial early market, comprising a comparatively small segment. However, there is also a more significant and crucial mainstream market.

When a technology has established its worth and a distinct market leader has emerged, the *pragmatists* (one-third of the total market) join in confidently. Their focus isn’t on radical transformations; instead, they seek gradual advantages derived from reliable, widely adopted products. Pragmatists exhibit remarkable brand loyalty, making it essential to secure their backing for sustained market supremacy.

The next in line are the *conservatives* who simply desire straightforward, high-quality, affordable products with minimal complications. Lastly, the *skeptics* form a relatively small group resistant to high-tech advancements. Companies often overlook them as a customer segment.

01
Different groups can adopt technological advancements gradually
02
There is a deep chasm between visionaries and pragmatists
03
If you want your product to achieve success, it must fulfill customers’ demands
04
Establish a niche as a secure beachhead
05
To select your initial niche, find the most appealing customer segment
06
To position your product effectively in customers' minds, employ a compelling claim
07
Discover a pragmatic-friendly distribution channel and drive their motivation to sell
08
It’s more complicated to cross the chasm in consumer markets than in business markets
09
Post-chasm challenges demand securing profitability and rebuilding the company’s organization
10
Final summary

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