Crossing the Chasm

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by: Geoffrey A. Moore

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Binding: Paperback
Dewey Decimal Number: 658.8
EAN: 9780060517120
Edition: Revised
ISBN: 0060517123
Label: Collins Business
Manufacturer: Collins Business
Number Of Items: 1
Number Of Pages: 256
Publication Date: 2002-08
Publisher: Collins Business
Release Date: August 20, 2002
Studio: Collins Business

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Editorial Review:

Amazon.com Review:
Author Geoffrey Moore makes the case that high-tech products require marketing strategies that differ from those in other industries. His chasm theory describes how high-tech products initially sell well, mainly to a technically literate customer base, but then hit a lull as marketing professionals try to cross the chasm to mainstream buyers. This pattern, says Moore, is unique to the high-tech industry.

Moore suggests remedies for the problem that can help businesses meet their long-term goals. He coaches marketing professionals on how to move slowly through the gulf, teaching them to create profiles and target specific segments of the population rather than trying to plow right into the mainstream. He cites examples of successful chasm crossings by such companies as Apple, Tandem, Oracle, and Sun, showing what they all had in common and exposing the different weaknesses in their strategies. Moore also assigns responsibility for success to programmers and developers by suggesting they design a "whole product model." Here, because integration tasks are daunting to the mainstream market, all the components of a technological product must be in one package. Moore also describes strategies for competing with rival companies and assessing the best distribution channels for penetrating the target market.

Written not just for marketing specialists but for all employees whose futures ride on the success of a technical product, Crossing the Chasm delivers crucial information in an engaging, readable tone.

Product Description:


Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most exciting marketplace.






Rating: - Must read for anyone in high tech marketing
For a book on high tech that was first published nearly two decades ago to feel so relevant today is a testament to the ideas and writing of Geoffrey Moore. Its frankly pretty amazing how Moore seems like he's discussing the various success and failures of the social networks and their adoption issues (friendster, myspace, and facebook).

The genius of this book is not the discussion of how technology adoption follows a normal distribution. The genius is in Moore's research around how ... Read More

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Rating: - Worth reading
Nutshell review - An interesting concept and well written book describing how companies need to make the jump from the early adopters of their products to main-stream users in order to truly reap the rewards and succeed. However, as is often the case with these types of books, it could have been written in fewer pages. Worth reading nonetheless.

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Rating: - Surprisingly Real
It is amazing how this book describes, through real examples, they key role that the marketing plays in the massive adoption of a technology. Although most of the ideas should be known by most of the technological marketing people, this book must be a reference for newcomers.

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Rating: - Crossing the Chasm
I've bought copies of Crossing the Chasm for two customers and one associate. I guess that means I'm impressed.

Few books, IMHO, can have a profound "life altering" effect on a business. E-Myth Revisited was one. This is another. It provides a very well thought out and persuasive strategy for transitioning a high-tech product from a geek market into the mainstream.

A must read if you have a highly advanced product and are struggling to get traction in the market place.

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Rating: - How companies "grow up"
Having already read the sequel, Inside the Tornado, I wondered whether this book had essentially been summarized in that one. While the basic premise of the technology adoption lifecycle is common to both books, this book, as the name implies, gives much more focus and detail to the stage of "crossing the chasm". This translates to the time between the first few big sales (from innovators) and the point where there are steady (and growing) sales (from pragmatists). This is a particularly troubling ... Read More

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