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Product Description
Jeff Miller, President, Documentum
"Must read for marketing executives, CEOs, and especially venture capitalists."
James A. Unruh, CEO, Unisys
"Crossing the Chasm truly addresses the subtleties of high-tech marketing. We have embraced many of the concepts in the book and it has become a 'bestseller' with Unisys." --This text refers to an alternate Paperback edition.
There is a line from a song in the musical A Chorus Line: '"If Troy Donahue can be a movie star, then I can be a movie star." Read the first page
Concordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most helpful customer reviews
1 of 1 people found the following review helpful:
4.0 out of 5 stars
a high tech business classic,
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This review is from: Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers (Paperback)
Let's face it -- 80% of business books are pure garbage.This is one of the gems. One that should sit on your office bookshelf. Moore came up with an interesting take on how high tech businesses must move from early adopters to the mainstream and the challenges involved.
1 of 1 people found the following review helpful:
4.0 out of 5 stars
Worth reading, even if you think you already understand,
By
This review is from: Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers (Paperback)
Long established as a classic, the drawing depicting the different classes of customers and their adoption rates are commonly used in the industry. I personally thought I already understood it, just from osmosis. However, reading the book taught me more about the characteristics of those customers, how you gain penetration into their markets, and most importantly how you manage a team and produce a product into those markets.There are also lessons in there about establishing a beachhead and how to choose your target customer that dovetail nicely into some more modern work around persona identification in software development and the need to identify just one target persona for your application at a time. This is a great marketing book -- even if some of the specific company examples are somewhat dated -- whose concepts readily translate into not only management but directly into product development and vision.
5.0 out of 5 stars
Really changed my life about technical sales,
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This review is from: Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers (Paperback)
There are some rare books that create revelations, and in my professional career, this is one of them. Now it is obvious why I often failed to connect with "Pragmatists" and other customers, who didn't seem to get it like the other "Visionaries" and "Technofiles" I had little trouble selling to.I was the one who didn't get it! In addition, marketing and sales books can be such dull tomes, but Moore's professional experience and accesible manner makes for an interesting read. His "lingo" has been picked up but many professionals, to the point where you need to read Moore just to be up to date. But the good news is, you will be much more effective in technical sales and marketing after reading this book.
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