The critical attitude to maintain in all four of these challenges is that chasm crossing represents a unique time in your enterprise’s history. It is a far cry both from your past, where selling to visionaries was the key to success, and your future, which will be focused on either niche or mass-market expansion programs. Between these two stages is a singular moment of transition, the penetration of the mainstream market, an act of burglary, of breaking and entering, that requires special techniques used at no other time in the Technology Adoption Life Cycle.
