Say your revenue target is $10 million over all. That means $5 million from the target segment. It also means that same $5 million has to represent at least half of the total orders from the segment if you are to have the desired market-leader impact. In other words, if you are going to be a $10 million company next year you do not want to attack a segment larger than $10 million. At the same time, it should be large enough to generate your $5 million. So the rules of thumb in crossing the chasm are simple: Big enough to matter, small enough to lead, good fit with your crown jewels.
