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Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most exciting marketplace.
211 pages, Paperback
First published January 22, 2002
About the author
Geoffrey A. Moore
16 books422 followersGeoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Mohr Davidow portfolio and established high-tech enterprises, most recently including Salesforce, Microsoft, Intel, Box, Aruba, Cognizant, and Rackspace.
Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies come to prominence from the past decade. Moore’s most recent work, Escape Velocity, addresses the challenge large enterprises face when they seek to add a new line of business to their established portfolio. It has been the basis of much of his recent consulting.
Irish by heritage, Moore has yet to meet a microphone he didn’t like and gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for a next generation of tech industry leaders.
Moore has a bachelors in American literature from Stanford University and a PhD in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.
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Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies come to prominence from the past decade. Moore’s most recent work, Escape Velocity, addresses the challenge large enterprises face when they seek to add a new line of business to their established portfolio. It has been the basis of much of his recent consulting.
Irish by heritage, Moore has yet to meet a microphone he didn’t like and gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for a next generation of tech industry leaders.
Moore has a bachelors in American literature from Stanford University and a PhD in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.
Visit The Infinite Staircase Website
Twitter Account for The Infinite Staircase Website
Facebook Account for Geoffrey Moore
Geoffrey Moore Main Site
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Displaying 1 - 3 of 3 reviews
August 31, 2026
marknadsföringsbok om hur mammor företag växer och blir gynnsamt, läst för mastern, skummad igenom sista för väldigt upprepande…
May 16, 2023
Mycket tråkig bok. Förstår konceptet att det är svårt att nå den stora majoriteten av kunder för din produkt men jag är nog fel person i fel tid för boken. Konceptet kanske finns kvar men jag hoppa över så mycket av boken för att hitta något användbart men kom ut tomhänt.
January 26, 2019
Denna boken hänger ihop med Play bigger. Inte samma författare men en av böckerna i en serie av böcker som anses förändra hur man ser på marknad, produkt och affär. Inför att man ska addera ett segment till bör man läsa denna (fysiskt) och använda som manual.
Visionaries vs pragmatists = Quantum leap forward vs 1 procent better. They want to see that other have succeed. De sistnämnda planerar att leva med sitt beslut för lång tid. De umgås vertikalt inte horisontellt. Därför får du jättebra spridning när du väl kommit in.
Konservatists är väldigt måna om service. De är vana vad att ha produkter som funnits länge och kräver mycket service för upprätthållande. Til-Tid har många av dessa och har erkänt bra service också.
Personas
Key header information
Technical buyer
Economic buyer
For selecting the target market segment the checklist is as following
1. Develop a libaray of target customers secanrios.
2. Appoint a committee (I vårt fall hela bolaget typ).
3.?
4.?
5.?
6.?
Visionaries vs pragmatists = Quantum leap forward vs 1 procent better. They want to see that other have succeed. De sistnämnda planerar att leva med sitt beslut för lång tid. De umgås vertikalt inte horisontellt. Därför får du jättebra spridning när du väl kommit in.
Konservatists är väldigt måna om service. De är vana vad att ha produkter som funnits länge och kräver mycket service för upprätthållande. Til-Tid har många av dessa och har erkänt bra service också.
Personas
Key header information
Technical buyer
Economic buyer
For selecting the target market segment the checklist is as following
1. Develop a libaray of target customers secanrios.
2. Appoint a committee (I vårt fall hela bolaget typ).
3.?
4.?
5.?
6.?
Displaying 1 - 3 of 3 reviews