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The biggest hurdle in marketing technology

The point of greatest peril in the development of a high-tech market lies in making the transition from an “early market” dominated by a few visionary customers to a “mainstream market” dominated by a large block of customers who are predominantly pragmatists in orientation, according to Geoffrey Moore in the third edition of his book Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Consumers. The gap between early and mainstream markets is what the author refers to as the “chasm”, and many entrepreneurial businesses have fallen into it.

My full review of the book is available at my business book reviews website.