Chapter 27. Strategy for Breaching the Chasm


It is critical that, when crossing the chasm, you focus exclusively on achieving a dominant position in one or two narrowly bounded market segments. If you do not commit fully to this goal, the odds are overwhelmingly against your ever arriving in the mainstream market.

 --Geoffrey A. Moore, Crossing the Chasm, Harper Business, 1991.


Geoffrey Moore’s research determined that all successful new ventures must somehow negotiate their way off their beachhead. Once you have all the resources necessary to launch, can you proceed from there to broad acceptance to break even and more? Can you foresee how sales will soar after reaching some critical mass?

Relevance—why add this element?

There are several ...

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