Crossing the Chasm¶
Moore, G. A. (1991). Crossing the Chasm: Marketing and Selling Technology Products to Mainstream Customers.
Cited by¶
7 citations across 7 artifacts.
Each citation links to the sentence it supports in the citing article.
Primes¶
- Concentration
- The decisive point is the beachhead: a single narrow segment where the startup can plausibly achieve local superiority — dominate a small market completely — because the returns there are non-linear (winning a beachhead establishes references, cash flow, and a defensible position that cascade into adjacent markets
This sourceDevelops the beachhead strategy — concentrating limited startup resources to dominate a single narrow segment whose non-linear returns cascade into adjacent markets.
- The decisive point is the beachhead: a single narrow segment where the startup can plausibly achieve local superiority — dominate a small market completely — because the returns there are non-linear (winning a beachhead establishes references, cash flow, and a defensible position that cascade into adjacent markets
- Objective Creep
- In corporate strategy, a company launching to a single segment expands to adjacent segments, geographies, and product lines until the original beachhead is under-resourced and it is competing where it has no advantage.
This sourceArgues for focusing on a single beachhead segment, and the dilution that follows from expanding to adjacent segments prematurely.
- In corporate strategy, a company launching to a single segment expands to adjacent segments, geographies, and product lines until the original beachhead is under-resourced and it is competing where it has no advantage.
Domain-specific¶
- Crossing the Chasm
- Crossing the chasm is Geoffrey Moore's 1991 refinement of Rogers' diffusion-of-innovations curve
Supported in partVerified against the source
- Crossing the chasm is Geoffrey Moore's 1991 refinement of Rogers' diffusion-of-innovations curve
Mechanisms¶
- Adoption-Ladder Release Plan
- Sequencing across a foothold, an early tier, and a mainstream majority is exactly the terrain of the technology-adoption chasm
This sourceLocates the technology-adoption chasm between enthusiasts and the pragmatic early majority.
- Sequencing across a foothold, an early tier, and a mainstream majority is exactly the terrain of the technology-adoption chasm
- Anchor Customer Precommitment
- An anchor is often an early adopter whose needs diverge from the mainstream, so a commitment can validate a thesis that dies at the chasm.
This sourceMoore's chasm separates early adopters from mainstream pragmatists, whose proof and reference needs differ.
- An anchor is often an early adopter whose needs diverge from the mainstream, so a commitment can validate a thesis that dies at the chasm.
- Beachhead Selection Scorecard
- Market Entry Positioning Matrix
- It makes the beachhead logic explicit — the idea, associated with Geoffrey Moore's crossing-the-chasm work, that a focused, winnable initial segment adjacent to further segments beats a broad, shallow launch.
This sourceDevelops the crossing-the-chasm beachhead strategy of winning one focused initial segment before expanding to adjacent segments.
- It makes the beachhead logic explicit — the idea, associated with Geoffrey Moore's crossing-the-chasm work, that a focused, winnable initial segment adjacent to further segments beats a broad, shallow launch.
Verification¶
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Links previously used in the corpus¶
Before the registry existed this work was also linked 5 other ways.
- https://archive.org/details/crossingchasm0000moor ×1
- https://openlibrary.org/works/OL30695W ×1
- https://search.worldcat.org/fr/title/crossing-the-chasm-marketing-and-selling-technology-products-to-mainstream-customers/oclc/24108247 ×1
- https://search.worldcat.org/title/Crossing-the-chasm-%3A-marketing-and-selling-technology-products-to-mainstream-customers/oclc/24108247 ×1
- https://www.google.com/books/edition/Crossing_the_Chasm/yJXHUDSaJgsC ×1
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