1.7
Crossing the Chasm
The claim that a discontinuity in buying logic separates early adopters from the early majority, crossed by dominating one narrow beachhead first.
Geoffrey Moore (1991)
What it does
Argues a discontinuity sits between early adopters and the early majority because they buy on different logic, and prescribes concentrating on one narrow beachhead until it is owned.
When it breaks
No empirical support for the chasm itself. Outside B2B technology the mechanism has little to stand on. The focus advice is good; the theory under it is not.
Case
On Moore's advice Documentum dropped broad document management for roughly 40 regulatory-affairs departments inside Fortune 500 pharma companies filing new-drug submissions. That was about 1,000 people. Revenue went $2m → $8m → $25m → $45m over three years before it expanded outward.
Lenny's Newsletter · Geoffrey Moore on beachheads ↗In the wild
Unchecked · not part of the tier
What people have written about this tool in the last twelve months. A machine found these and nobody has read them. Everything above this line was checked by hand.
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