Crossing the Chasm: Marketing and Selling High-Tech Products - download pdf or read online

By Geoffrey A. Moore

ISBN-10: 0060517123

ISBN-13: 9780060517120

Here is the bestselling advisor that created a brand new online game plan for advertising and marketing in high-tech industries. Crossing the Chasm has turn into the bible for bringing state-of-the-art items to steadily greater markets. This version presents new insights into the realities of high-tech advertising, with detailed emphasis on the web. It's crucial interpreting for somebody with a stake within the world's most fun marketplace.

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Extra info for Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

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Let’s look at another example. One of the great cover stories of the early 1980s was artificial intelligence (AI)—brains in a box. Everybody was writing about it, and many prestigious customer organizations were jumping on the bandwagon of companies like Teknowledge, Symbolics, and Intellicorp. Indeed, the customer list of any one of these companies looked like a Who’s Who of the Fortune 100. Early AI pioneers, like Tom Kehler, the chairman of Intellicorp, routinely got coverage everywhere from Inc.

This plays into the classic weaknesses of entrepreneurs—lust after the big score and overconfidence in their ability to execute within any given time frame. Here again, account management and executive restraint are crucial. The goal should be to package each of the phases such that each phase 1. is accomplishable by mere mortals working in earth time 2. provides the vendor with a marketable product 3. provides the customer with a concrete return on investment that can be celebrated as a major step forward.

In In Search of Excellence, for example, Peters and Waterman tell the story of the fellow who invented Post-It notes. He just put them on the desk of secretaries, and some of those secretaries just tried them to see if or how they would work. Those secretaries became Post-It note enthusiasts and were an early key in the campaign to keep the product idea alive. Enthusiasts are like kindling: They help start the fire. They need to be cherished for that. The way to cherish them is to let them in on the secret, to let them play with the product and give you the feedback, and wherever appropriate, to implement the improvements they suggest and to let them know that you implemented them.

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Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore


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