Sublime

The bottom line is that small changes in the communication structure can affect decisions.

— CHAPTER 6 —

From the customer perspective, then, as we argued in the previous chapter, the key issue when crossing the chasm is market leadership versus a viable competitive set, captured by comparison to your two reference competitors, and the key pricing strategy is premium margin above a norm set by these comparisons. That is, you have earned a premium over

It is only natural to cling to the past when the past represents so much of what we have strived to achieve. This is the key to Crossing the Chasm. The chasm represents the gulf between two distinct marketplaces for technology products—the first, an early market dominated by early adopters and insiders who are quick to appreciate the nature and ben

IN THE END

Fundamentally, marketing must refocus away from selling product and toward creating relationship. Relationship buffers the shock of change. To be sure, the specific product or service provided remains the fundamental basis for economic exchange, but it must not be treated as the main event. There is simply too much change in this domain for anyone

OKR shepherd to

the real news is the deep and dividing chasm that separates the early adopters from the early majority. This is by far the most formidable and unforgiving transition in the Technology Adoption Life Cycle, and it is all the more dangerous because it typically goes unrecognized.