Moore: Crossing the Chasm framework is optimized specifically for B2B markets
Geoffrey Moore · Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market · Jan 25, 2024 · at 1:16:52
Author and consultant Geoffrey Moore reflects on how his thinking has evolved since writing Crossing the Chasm, clarifying that the framework applies to enterprise B2B rather than consumer technology.
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“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.”
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Moore: Startups cannot use their initial visionary project as a beachhead
“Normally you can't use the visionary project as your beachhead. You'd love to from a point of view of reusing the work. You just can't.”
Moore: A startup's beachhead segment cannot be a billion-dollar market
“What it can't be is a billion dollar segment. Because if it's a billion dollar segment, you might be able to get there, but you would not be a big fish.”
Moore: Startups only need VC for heavy capex or rapid scaling
“The only reason you need venture capital is if the, well, two things. Either, A, the technology is too expensive and you cannot self-fund it. GPUs, a bunch of that, training large language modules, those kind of things. Or This thing is going to get catch fire…”
Moore: Startups crossing the chasm must use value pricing, not discounts
“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…”