Therefore, whole product commitments must be made not only sparingly but also strategically—that is, made with a view toward leveraging them over multiple sales. This can only happen if the sales effort is focused on a single niche market. More than one, and you take on additional use cases, causing you to burn out your key resources, falter on the quality of your whole product commitment, and prolong your stay in the chasm. To be truly sales-driven is to invite a permanent stay.
