
The tech marketing bible that's sold 300,000+ copies since 1991. Moore's "chasm" concept revolutionized how companies launch innovative products, turning the gap between early adopters and mainstream markets into a strategic advantage. Why do tech giants still swear by this playbook?
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Ever wondered why some revolutionary technologies never catch on despite their obvious benefits? The answer lies in what Geoffrey Moore calls "the chasm"-a dangerous gap between early enthusiasts and the lucrative mainstream market. This isn't just a small hurdle; it's a vast canyon that has swallowed countless innovations whole. Companies like Segway developed products that early adopters loved, only to watch in confusion as mainstream customers showed zero interest. The traditional view suggests technology adoption follows a smooth bell curve, with momentum naturally carrying products to widespread adoption. Reality tells a different story-the journey is filled with chasms that can devour promising technologies. Why does this happen? Early adopters and mainstream customers are fundamentally different creatures. Early adopters-the visionaries-embrace change and seek revolutionary breakthroughs. They tolerate bugs for competitive advantage. The mainstream market-the pragmatists-want evolution, not revolution. They demand proven, complete solutions with minimal disruption. When companies fail to recognize this distinction, they fall into the chasm, burning through capital while wondering why their impressive early sales have suddenly flatlined.
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