Chasm Companion: A Fieldbook to Crossing the Chasm and Inside the Tornado
In The Chasm Companion, The Chasm Group's Paul Wiefels presents readers with a new analysis of the ideas introduced in bestselling author Geoffrey Moore's classic books, Crossing the Chasm and Inside the Tornado, and focuses on how to translate these ideas into actionable strategy and implementation programs. This step-by-step fieldbook is organized around three major concepts: how high-tech markets develop, creating market development strategy, and executing go-to-market programs based on...
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Originating from the work of The Chasm Group, a strategy-consulting firm serving technology based companies; this fieldbook focuses on theories of high technology marketing strategy development combined with execution. Wiefels (a founding partner of The Chasm Group) describes a life cycle model of business and market growth from the early small market of "visionary" customer, through widespread acceptance, to the final implementation of a given product. Annotation c. Book News, Inc., Portland, OR Booknews Originating from the work of The Chasm Group, a strategy-consulting firm serving technology based companies; this fieldbook focuses on theories of high technology marketing strategy development combined with execution. Wiefels (a founding partner of The Chasm Group) describes a life cycle model of business and market growth from the early small market of "visionary" customer, through widespread acceptance, to the final implementation of a given product. Annotation c. Book News, Inc., Portland, OR (booknews.com)
ForewordixAcknowledgmentsxiiiIntroductionxviiPart 1How High-Tech Markets Develop11Back to the Basics32The Basis for Strategy Decisions93The Early Market174The Chasm345The Bowling Alley416The Tornado537Main Street76Part 2Developing a Strategy93Introduction958Finding Your Place on the Technology Adoption Life Cycle989Assessing the Sources and Impact of Discontinuity10510Building a Market Development Strategy10911Market Development Strategy Checklist: Market Creation Variables11612Market Development Strategy Checklist: Market Attractiveness Variables13613Market Development Strategy Checklist: Market Penetration Variables163Part 3Taking the Market Development Strategy to Market207Introduction20914Strategy Validation21115Whole Product Management21816Marketing Communications Planning22617Field Engagement Strategy259Epilogue: Using This Book279Appendix281Worksheets297Index313
\ BooknewsOriginating from the work of The Chasm Group, a strategy-consulting firm serving technology based companies; this fieldbook focuses on theories of high technology marketing strategy development combined with execution. Wiefels (a founding partner of The Chasm Group) describes a life cycle model of business and market growth from the early small market of "visionary" customer, through widespread acceptance, to the final implementation of a given product. Annotation c. Book News, Inc., Portland, OR (booknews.com)\ \
