To get to the right of the chasm—to cross into the mainstream market—you have to first meet the demands of the pragmatist customers. These customers want the whole product to be readily available from the outset. They like a product such as Microsoft Office because virtually every desktop and laptop supports it, files are exchangeable without fuss, there are books in every bookstore about how to use it, not to mention seminars for training, hotline support, and a whole cadre of temporary office workers already trained on its core products of Word, Excel, and PowerPoint.
