Moore: Crossing Chasm Requires Shifting From Shared Belief to Direct Utility
Geoffrey Moore · Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market · Jan 25, 2024 · at 9:50
Author and consultant Geoffrey Moore explains how product positioning must shift when transitioning from early adopters to mainstream enterprise buyers.
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“And one of the ways we try to capture that, you know, thought bubble is before the chasm, the customers you work with are people who say, we believe what you believe. So in other words, they're on the same side. After the chasm, they say, I'm not sure about that, but we need what you have. So transitioning from we believe what you believe, which is kind of how you sell the visionaries, to we need what you have, which is how you sell the pragmatists. That's kind of the shift.”
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