Book Summary: Crossing the Chasm by Geoffrey A. Moore

Key learnings and bullet points summary.

The book introduces the concept of 'chasm', a significant gap between the early market and mainstream market, and addresses ways and challenges of crossing it.

Key Learning #1: Innovation adoption lifecycle

Innovators (2.5%)

Pursue new technology aggressively. They forgive a lot and make good tech critics.

Tech competence: High
Quality requirements: Low
Whole product requirements: None
Price sensitivity: High
Assessment criteria: Purely on a technical basis.

Early Adopters (13.5%)

Easy to sell, hard to please. They seek strategic advantage. Willing to take risks with unproven technology.

Tech competence: High
Quality requirements: Moderate
Whole product requirements: None
Price sensitivity: Lowest
Assessment criteria: How it fits their vision and how it can help them gain a competitive advantage.

Early Majority (34%)

Interested in new tech, but risk-averse. Driven by practicality. Loyal once won.

Tech competence: Moderate/High
Quality requirements: High
Whole product requirements: High
Price sensitivity: Moderate
Assessment criteria: How it compares to alternatives.‍

Late Majority (34%)

Wait until the new tech is established as a standard.

Tech competence: Low
Quality requirements: High
Whole product requirements: High — should come as a package
Price sensitivity: High
Assessment criteria: How long is it going to be supported.‍