Crossing the Chasm

Crossing the Chasm

  • A concept that reminds us that the way we ‘approach’ a market changes depending on the maturity of the market
  • From a a famous book: Crossing the Chasm, by Michael Moore, considered a seminal work.

  • Key Lessons
    • Realize where you are in the adoption cycle. Each stage calls for a different approach
    • Realize that each stage gets information from fans in the previous stage so you need to really make sure
      • They are fans
      • They communicate with the next stage
    • Growth can easily stall when going from Early Adopters to Early Majority
  • Innovators and Early adopters (Earlyvangelists)
    • Seek out new technology to solve their (or their companies’) problems, not just for the sake of owning the newest technology.
    • Don’t rely on references from others to make buying decisions. While they are in- fluenced by other early adopters, their main concern is solving a known problem.
    • Eric Ries and Steve Blank call Early Adopters “Earlyvangelists” to reflect that they are your biggest evangelists.

Earlyvangelist

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