Wednesday, May 09, 2007
Crossing the chasm
Last night I finished reading "Crossing the chasm" by Geoffrey Moore. This is a book about marketing high tech products. The idea is that there is a chasm between selling to different sets of people. For example, some people (early adaptors) like new technology, so will buy (or download) new things. Other people will only buy the software if they are convinced there is need. Also there are people who hate new things, so have to be dragged kicking and screaming to buy new technology. So a product may sell well to early adaptors, but the company needs to open sales to the pragmatic group There is a chasm in sales. There are more pragmatic people than early adaptors. This another book that has show me the importance of vertical markets (specialized product) versus horizontal markets.