Crossing The Chasm

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]

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]

Crossing The Chasm

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Crossing The Chasm