Since the early 1990s, the closest thing to a Holy Grail for sales and marketing activities in startups has been the Technology Life Cycle Adoption Curve and the notion of The Chasm.

The First Crack Two of the gaps in the High-Tech Marketing Model are relatively minor—what one might call “cracks in the bell curve”—yet even here unwary ventures have slipped and fallen. The first is between the innovators and the early adopters. It is a gap that occurs when a hot technology product cannot be readily translated into a major new

In sum, when promoters of high-tech products try to make the transition from a market base made up of visionary early adopters to penetrate the next adoption segment, the pragmatist early majority, they are effectively operating without a reference base and without a support base within a market that is highly reference oriented and highly support