Crossing the Chasm

Crossing the Chasm is a marketing book by Goeffrey A. Moore that focuses on
the specifics of marketing high tech products. It was first published in 1991.

Moore's theory is built on the idea that the rate of diffussion in the
Technology Adoption Life Cycle curve is not continuous in high tech markets
(see diagram below). Moore argues that there is a chasm between the early
adopters of the product (the technology enthusiasts and visionaries) and the
early majority (the pragmatists). This is because visionaries and
pragmatists have very different expectations. Moore exposes those
differences and builds from there to suggest techniques to successfully
cross the chasm, including choosing a target market, understanding the whole
product concept, positioning the product, building a marketing strategy,
choosing the most appropriate distribution channel and pricing.

The book is very accessible and not written just for marketing specialists.
In 2002, 10 years after the first publication more than 300,000 copies had
been sold.

G.A. Moore, not to be confused with G.E.Moore, the originator of Moore's law
of technology change.

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