Crossing the Chasm

By Geoffrey Moore (1991)

My Notes

Life Cycle


Early Adopters

Early Majority

Late Majority




Identify two alternatives:

Position yourself as having the benefits of both.

If you can’t find these alternatives, beware. The customer has to have the budget, or at least: “allocated to some brain-dead, ineffective Band-Aid approach to solving what has become a broken, mission-critical process… Else you will lose a full year just in educating the market.”

If you can’t elevator pitch the idea, it can’t spread through word of mouth.