Crossing the Chasm

“To cross the chasm, you cannot cross the chasm of product and growth.”

“And the good news about crossing the chasm, it's not expensive. I mean, think about it. Once you've said, I'm going to stay in one geography, in one industry, one profession, think about your marketing budget.”

“The marquee customer is probably not in your beachhead market. The marquee customer is a famous company that you have the visionary sponsor.”

“And you know you've crossed the chasm when you say, I don't have to raise any more venture capital.”

“This is a model that's really optimized for B to B markets because it's, because it implies federated decision-making around high risk buying decisions.”

“The tendency when you're in the chasm is, I just need more customers. I should take any customer I could find, right? And because I, we need revenue, right? And, but I, the analogy I have is, it's like taking a match and running it back and forth under a lock.…”

“You're actually using value pricing because the problem you're solving is severe enough. The customer doesn't want to discount. The customer wants you to It's like, you know, if you have to have heart surgery, you don't want a coupon that says heart surgery, n…”

“One of the nice things about crossing the chasm is the positioning formula is absolutely the same every time. It's really cool. So basically when you're thinking about positioning, you say, look, I'm going into a, I'm going with this use case in this, you know…”

“Here's what you need. You need a major account who's gone all in with you on the new technology and who is willing in some way to talk about it.”

“Part of that's because he defines a market in among other things as, and the people in the market respect the Opinions of the other people in the market. ... And that's when you realize, oh, so jumping to a different market, it's not impossible. It's just like…”