Crossing the Chasm

About “Crossing the Chasm”

This 1991 book, revised in 1999, demonstrates the existence of distinct marketing challenges for each market segment in the life cycle of new technology-based products. A significant gulf, the "chasm," exists between early adopters and more pragmatic buyers. To cross it, a product team must identify pragmatic buyers' needs and deliver a "whole product" that meets them. It is by Geoffrey Alexander Moore, part of the HarperBusiness Essentials series.