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Crossing The Chasm

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Srini Kumar
Srini Kumar
BusinessTechnology
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Crossing The Chasm Srini Kumar * 4/12/06
What is a market? ,[object Object],[object Object],[object Object],[object Object],[object Object]
A Crack In The Adoption Curve ,[object Object],[object Object],[object Object]
Who Are Early Adopters? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Visionaries ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Who Are The Early Majority? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pragmatists ,[object Object],[object Object],[object Object],[object Object]
What Pragmatists Want ,[object Object],[object Object],[object Object],[object Object]
How To Market To Pragmatists ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Why Pragmatists Don’t Like Visionaries ,[object Object],[object Object],[object Object],[object Object]
To Cross The Chasm, Find The Beachhead ,[object Object],[object Object],[object Object],[object Object],[object Object]
The D-Day Analogy ,[object Object],[object Object],[object Object]
The D-Day Analogy (cont’d) ,[object Object],[object Object],[object Object],[object Object]
The D-Day Analogy (cont’d) ,[object Object],[object Object],[object Object],[object Object]
Why The D-Day Analogy? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Steps To Cross The Chasm ,[object Object],[object Object],[object Object],[object Object]
1) Target The Point Of Attack ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
2) Assemble An Invasion Force ,[object Object],[object Object],[object Object],[object Object],[object Object]
3) Define The Battle ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
4) Launch The Invasion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Select Strategic Target Market Segments First ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Specialist Supporters: Focus On Product ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Generalist Supporters: Focus On Company ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Specialist Skeptics: Focus On Technology ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Generalist Skeptics: Focus On Market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Managers Must Choose Niche Marketing Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Being Sales-Driven During The Chasm Will Destroy Your Firm ,[object Object],[object Object],[object Object],[object Object],[object Object]
Breaking Into A New Market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Be The Market Leader Faster ,[object Object],[object Object],[object Object],[object Object]
The Sales-Driven Company Will Fail During Year Three ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Panic For The Sales-Driven Firm ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE MORAL OF THE STORY ,[object Object],[object Object]

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