Crossing The Chasm Marketing And Selling Disruptive Products To Mainstream Customers

The definitive playbook for taking disruptive technology from early adopters to mainstream customers. Geoffrey Moore's Technology Adoption Life Cycle framework, the D-Day analogy for beachhead market entry, the Whole Product Model, and the Bowling Alley expansion strategy. Use this skill when: 1. You have early product traction but can't break into the mainstream. Trigger: "We have 5-10 customers but growth has flatlined." 2. You're deciding which customer segment to target first. Trigger: "Should we target enterprises or SMBs first?" 3. You're building a go-to-market plan for a new product launch. Trigger: "We're launching in Q3 — what's our GTM strategy?" 4. You need to diagnose why a high-quality product isn't selling. Trigger: "Every demo goes well but no one buys." 5. You're choosing between broad marketing vs. focused niche attack. Trigger: "Should we go after multiple verticals or focus on one?" 6. You're pricing a product for mainstream buyers. Trigger: "How should we price to fund direct sales?" 7. You need to build partnership / channel strategy. Trigger: "Who should we partner with to deliver the full solution?" 8. You're expanding from beachhead to adjacent markets. Trigger: "We dominated one niche — what's next?"

by @heardlyapp (Heardly)·MIT-0