Crossing the chasm

marketing and selling high-tech products to mainstream customers

223 pages

English language

Published Jan. 18, 1995 by HarperBusiness.

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Crossing the Chasm (1991; rev. 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 the market made up of early adopters and the markets of more pragmatic buyers. To cross the chasm, a product team must identify the needs of pragmatic buyers and deliver a "whole product" that more than meets those needs. This landmark book, part of the HarperBusiness Essentials series, shows just how to do that.

12 editions

Subjects

  • Selling -- Technology
  • High technology industries
  • Marketing

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