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Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

Geoffrey A. Moore

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  • Jensen HuangPositive assessment
    In Citadel Securities’ interview transcript, Huang names Crossing the Chasm while answering a question about books that shaped his business and leadership philosophy, and gives it a positive assessment.
    Source

Summary

Geoffrey Moore examines the gap between visionary early adopters and mainstream customers who want a proven solution. He explains how a technology company can choose a narrow target market, provide the complete product that market needs, build reference customers and align its positioning, partners, marketing and sales.

  • SourceGeoffrey A. Moore, Crossing the Chasm · Author’s book description: early adopters, pragmatists, target segment and whole product

Why read it Our view

Useful when early customer enthusiasm has not turned into wider adoption. Moore offers a way to test who needs a complete solution, which proof those buyers require, and whether sales and product work serve the same narrow market.