Crossing the Chasm
by Geoffrey A. Moore
The gap between early adopters and the early majority, and how technology companies fall into it: visionaries buy a dream, pragmatists buy a whole product with references from people like them. Moore's answer is to pick a beachhead niche, dominate it completely, then expand. Thirty years on, it is still the standard.
Read it if…
you have early traction with enthusiasts and sales to mainstream buyers have stalled.
Skip it if…
you sell to consumers in a mature category; this is a B2B technology book.
Three things you will actually use
- Pragmatists buy from market leaders in their niche.
- Pick a beachhead you can own, not a market you can address.
- The whole product is what the customer needs to succeed, not what you ship.
Do this first
Name one narrow niche where you could be the obvious choice within a year, and say no to the rest.
Our verdict
Still the standard on the chasm.
Compare with other Entrepreneurship books
Inspired: How to Create Tech Products Customers Love
Marty Cagan · Entrepreneurship
The product manager's standard reference.
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Positioning: The Battle for Your Mind
Al Ries and Jack Trout · Entrepreneurship
The original, dated and timeless.
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