The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 10 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Moore: Companies cannot cross the chasm through product-led growth alone
“To cross the chasm, you cannot cross the chasm of product and growth.”
Moore: A startup crosses the chasm when it no longer needs VC
“And you know you've crossed the chasm when you say, I don't have to raise any more venture capital.”
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…”
Moore: Chasm positioning always contrasts legacy experts against generic modern tech
“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…”
Moore: Crossing the chasm is not expensive because focus limits marketing spend
“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.”
Moore: Crossing the Chasm framework is optimized specifically for B2B markets
“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.”
Moore: Startups need a major reference account before crossing the chasm
“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.”
Cohen: Existing case studies fail when expanding into new target markets
“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…”
Moore: A startup's marquee customer is rarely in its beachhead market
“The marquee customer is probably not in your beachhead market. The marquee customer is a famous company that you have the visionary sponsor.”
Moore: Startups crossing the chasm must concentrate on one beachhead niche
“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.…”