Summary of Crossing the Chasm

Marketing and Selling Technology Products to Mainstream Customers

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Crossing the Chasm book summary
Introducing new high-tech products is tough. To succeed, you have to cross the mass-market chasm.


8 Overall

8 Applicability

8 Innovation

7 Style


This serious, detailed book offers a nonconventional marketing approach for high-tech promoters and investors. Consultant Geoffrey Moore has thought long and hard about how to market new technology, so the book sometimes reads like an intriguing personal essay. He makes an elaborate case about different technology users, citing product examples to explain why each consumer matters at certain stages in product marketing. At times, his presentation get a little strained, such as when he tries to describe how consumer groups "reference" each other or how marketers must engage in "informed intuition." Moore devised his own explanations for the successes and failures of different high-tech marketing tactics, so your level of agreement depends on how much of his detailed theory fits your marketing concerns. getAbstract finds substantial interest and value in this exploration of high-tech marketing.

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About the Author

Geoffrey A. Moore is a managing partner at a consulting firm in San Mateo, California, and a partner in a venture capital firm in Menlo Park, California. He is the author of Inside the Tornado, The Gorilla Game and Living on the Fault Line.

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