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What Is The “Chasm” Described By Geoffrey Moore? What Does “Crossing” It Mean?

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Issue:

Business

 

Written by:

Maureen H

 

Date added:

October 19, 2010

 

Level:

College

 

Grade:

B

 

No of pages / words:

1 / 235

 

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3666 times

 

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As the early adopters are risk takers who like to try new things, they drive the high-tech industry because they see the potential to be a leader in the way that no one has gone before. For that reason, it’s now possible to sell the high-tech product to the pragmatists with the help of the early adopters...
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Therefore, the “chasm” in this book means the gap between the early adopters and the pragmatists. And the “crossing” refers to the ways to get rid of this gap in order to sell the product to the pragmatists. To cross the chasm, Moore suggested that the companies have to (1) Target the point of attack: choosing target market, (2) Assemble an invasion force: understanding overall concepts of the product, (3) Define the battle: positioning the product and creating the competition and (4) Launch the invasion: selecting the proper distribution channel and pricing strategy...
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