Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
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The difficulty in crossing the chasm is the challenge of translating between two market languages.Geoffrey A. Moore
The gap between pragmatist and early adopter mentalities is with respect to the risk involved in buying an unfinished product from an unknown companyGeoffrey A. Moore
In a high-risk environment, the first priority is to reduce the risk, then to become efficacious, the better to exploit the potentials of the new opportunitiesGeoffrey A. Moore
The chasm model is about the transition from visionaries and technology enthusiasts to mainstream marketGeoffrey A. Moore
Our mission is to successfully transition through the life cycle of the whole product from the visionaries to the conservatives, leaving behind only the laggardsGeoffrey A. Moore
Early markets are not market-driven. They are technology-driven. Their key buying criterion is the technical prowess of the product.Geoffrey A. Moore
Even a small beachhead has strategic value in a high-tech marketGeoffrey A. Moore
The chasm is a drastic and increasingly apparent market development discontinuity. It occurs whenever a discontinuous innovation is launched into the worldGeoffrey A. Moore
Target Customer Characterization is a technique for visualizing the specific person you need to win over in order to make a saleGeoffrey A. Moore
Whole product planning, then, is really about identifying with the specific needs of a specific target customerGeoffrey A. Moore