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Crossing the Chasm: Marketing and Selling Technology Products to Mainstream Customers Revised Edition

4.1 out of 5 stars 26 customer reviews
ISBN-13: 978-1841120638
ISBN-10: 1841120634
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Product Details

  • Paperback: 336 pages
  • Publisher: John Wiley & Sons Inc Print on; Revised edition (October 10, 2000)
  • Language: English
  • ISBN-10: 1841120634
  • ISBN-13: 978-1841120638
  • Product Dimensions: 1 x 6 x 9 inches
  • Shipping Weight: 12.6 ounces
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (26 customer reviews)
  • Amazon Best Sellers Rank: #2,343,376 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Paperback Verified Purchase
I was excited to order this item to help sell technology. I was impressed with some of the first hand accounts of customers. The struggles of living in the midwest seemed on point, but I was disappointed that when presenting to clients these thoughts they were not as receptive. You can have my copy.
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By A Customer on August 21, 1999
Format: Paperback
The revised 1999 version has way too many typos! Definitely a "show-stopper." Geoff -- are you listening? Get rid of the typos!
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Format: Paperback Verified Purchase
There is nothing new in "Crossing the Chasm" that hasn't been covered in the oldest marketing textbooks. But the very fact that Moore has managed to make this a bestseller shows that he knows how to exploit the mainstream ignorance on the subject by dressing it up in a "Silicon Valley" costume. The biggest fallacy -- which he acknowledges in the very beginning -- is that none of his hypotheses are actually supported by any data. And without data, these hypotheses can be called, at best, weak. For instance, in a current corporate buying environment where decisions are made by a multitude of people (and hence personalities and buying "profiles"), the classification of the buyer under a single model (like pragmatist, etc.) just doesn't hold. If you like to read a novel, Chrossing the Chasm may appeal to you. If you like good, solid, cutting edge marketing information, look elsewhere.
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Format: Paperback
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.
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By A Customer on June 11, 1999
Format: Paperback
This is a great book which is easy to read and which contains a lot of usefull information
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Geoffrey Moore provides a good description of the marketing strategy used by many Silicon Valley companies. Although it is not the only successful strategy, it is a proven one. The examples are a little old now, but if you ignore those and stick to the concepts, it is a good guideline and defines common terms and processes that can be used to improve your marketing efforts. If your company is using this approach, it is a useful reference for new marketing, sales, and engineering employees to get them up to speed on what you are trying to do.
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Format: Paperback
This book is essential reading. Even though it is getting old, since getting old in the computer industry is just a matter of few months, it is very, very good. Comparing what the author wrote and though what would happen in the near future to certain products and what really happened is also interesting. Moreover, essentially this book explains why Microsoft is dominating the industry, why Apple failed and why generally companies with far superior products failed on the market: so this applies also to VCRs and other products.
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By A Customer on September 30, 1998
Format: Paperback
While a VP of Sales and Marketing at one company I was applying my traditional marketing promotions with little effect. When I got this book I realized my mistakes and started using referancing and established "proof of concept" sites . My product sales increased dramatically. Sooner or later you may get caught in "The Chasm." When typical methods are not working then read this book. It saved me thousands of dollars in potential mistakes. Rates #4 on the "Chanimal" Top Ten.
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