About this source
The seminal guide to marketing and selling disruptive technology products to mainstream customers. Moore identifies the dangerous gap between early adopters and the early majority, and provides a systematic battle plan for crossing it using focused niche strategies, whole product thinking, and pragmatist-oriented positioning.
Frameworks extracted
5 totalSALmonths
Chasm-Crossing Distribution and Pricing Strategy
Set pricing for pragmatists and choose channels that deliver the whole product
STRweeks
Target Customer Scenario Method
Use vivid before-and-after stories to select your beachhead market
MKTmonths
Whole Product Planning Model
Close the gap between your shipping product and the complete solution customers need
STRmonths
The D-Day Beachhead Strategy
Focus all forces on one niche to cross from early market to mainstream
MKTweeks
The Technology Adoption Life Cycle
Map the five psychographic groups that adopt disruptive technology