Crossing the Chasm: Marketing and Selling Technology Products to Mainstream Customers (Paperback)

by Geoffrey A. Moore (Author), Regis McKenna (Foreword)

Editorial Reviews

Product Description
In Crossing the Chasm, Geoffrey Moore, the world's leading high-tech and communications guru, throws out old marketing ideas to clear space for the special realities of the high-tech market. Based on a revolutionary new model and filled with practical insights, Crossing the Chasm is a landmark book. This new edition has been updated to include comprehensive coverage of the Internet and World Wide Web.

Product Details

• Paperback: 222 pages
• Publisher: Capstone Publishing Ltd; Revised edition (August 1, 1998)
• Language: English
• ISBN-10: 1841120634
• ISBN-13: 978-1841120638
• Product Dimensions: 9.1 x 6.1 x 0.8 inches
• Shipping Weight: 14.1 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars See all reviews (2 customer reviews)
• Amazon.com Sales Rank: #502,141 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars A classic must-read for anybody involved in product strategy for high technology., July 1, 2009

By	Bart De Pelsmaeker "www.systemofsoftware.com" (Brussels) - See all my reviews (REAL NAME)

This is a classic must-read for all people involved in product strategy for high-technology. Published in 1991 and updated in 1999, it introduced a very innovative way of how technology is adopted by different segments in the market. The book goes beyond theoretical models and really offers almost hands-on, very systematic (!) approach on what the optimal steps are to market and sell your technology, and this depending on where your product is in the Technology Adoption Life Cycle.

If you haven't read it yet, don't hesitate any longer. Seriously. If you're short of time (hey - the book is only about 200 pages...) then I suggest you read the summary (free download, google it or check my blog for the link) from the nice people at Parker Hill Technology - but you will miss out on a great read by doing so.

2 of 3 people found the following review helpful:

5.0 out of 5 stars How to get the public to love your high-tech product, December 11, 2006

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

This serious, detailed book offers a nonconventional marketing approach for high-tech promoters and investors. Consultant Geoffrey Moore has thought long and hard about how to market new technology, so the book sometimes reads like an intriguing personal essay. He makes an elaborate case about different technology users, citing product examples to explain why each consumer matters at certain stages in product marketing. At times, his presentation get a little strained, such as when he tries to describe how consumer groups "reference" each other or how marketers must engage in "informed intuition." Moore devised his own explanations for the successes and failures of different high-tech marketing tactics, so your level of agreement depends on how much of his detailed theory fits your marketing concerns. We find substantial interest and value in this exploration of high-tech marketing.