Crossing the Chasm

This is a very retrospective 'review', but I rate Geoffrey Moore's "Crossing the Chasm" as a 'must read', not only for those in the technology industry but everyone who has anything to do with creating and selling products & services (i.e. pretty much everyone!).

Moore's theory centers on the Technology Adoption Lifecycle (TALC), a sociological model that describes the adoption or acceptance of a new product or innovation, according to the demographic and psychological characteristics of defined adopter groups, originally outlined in Everett Rogers Diffusion of innovations theory.

Moore's key insight is that the groups adopt innovations for different reasons and that a 'chasm' exists between between the early adopters of the product (the technology enthusiasts and visionaries) and the early majority (the pragmatists).

Beyond the theory, Moore introduces a lot of concepts and frameworks that will become the bread and butter of any entrepreneur, marketer, product manager and/or sales person.

An example of how ubiquitous Moore's work has become is the references made in other publications. A good example is The Tipping Point reviewed here.

Moore went on to found The Chasm Group, whose work I've had the good fortune of being exposed to at Adobe. Sadly everything produced was/is confidential and can't be shared publicly, but it is succinct and addressed some big opportunities into easy to prioritise and implement strategies.

In researching for this article, I've been reminded that there are a number of sequels to this book, including Inside the Tornado, Living on the Fault Line, The Chasm Companion and Dealing with Darwin. I will add them to my Amazon "Wish List" immediately.

If you are still not convinced to run out and read this book, checkout this quick summary of the key points in the book.

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posted by Lee Gale @ 7:00 AM,


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