Inside the Tornado¶
Moore, G. A. (1995). Inside the Tornado: Marketing Strategies from Silicon Valley's Cutting Edge.
Cited by¶
2 citations across 2 artifacts.
Each citation links to the sentence it supports in the citing article.
Domain-specific¶
- Crossing the Chasm
- Moore's bowling-pin heuristic operationalises this: dominate one vertical segment of the early majority completely enough to generate transferable references, then use those to enter adjacent segments.
This sourceMoore's bowling-pin model of the bowling-alley stage, in which a won beachhead niche supplies references that cascade into adjacent segments. Moore's worked case of Documentum, the document-management software firm whose early-1990s beachhead strategy he recounts. Moore's account of Documentum choosing pharmaceutical regulatory submissions for computer-aided new drug approval as its single beachhead niche.
SupportedVerified against the source
- Moore's bowling-pin heuristic operationalises this: dominate one vertical segment of the early majority completely enough to generate transferable references, then use those to enter adjacent segments.
Mechanisms¶
- Pivotal Segment Campaign
- This is the beachhead, or "bowling alley," strategy: win one narrow segment completely, then let it knock over the next.
This sourceDescribes the beachhead or bowling-alley strategy: dominate one narrow niche, then use it to enter adjacent segments.
- This is the beachhead, or "bowling alley," strategy: win one narrow segment completely, then let it knock over the next.
Verification¶
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