Now let’s turn to the other scenario for crossing the chasm, the one where (good news) there is no enemy fortifying the shore against invasion because (bad news) people have yet to discover there is anything there to defend. Here the vendor must create a market out of whole cloth. Under these conditions, the pragmatist buyers who are the key to the mainstream market do not reject the new product so much as simply watch for signs of its adoption. They don’t say no, in other words; they just don’t say yes.
