Crossing the Chasm

Our "crossing the chasm" service offering is mainly focused on late start-ups/emerging scale-ups who either need to "cross the chasm" for the first time or have become "stuck in the chasm".

 

These two scenarios usually develop out of a situation where a company is bringing a discontinouous or disruptive innovation to the market.  In such a situation new users for such a discontinuous or disruptive innovation will tend to self-aggregate into five different response profiles in the Technology Adoption Life Cycle (TALC).

 

The process involved as a company in positioning itself to bring this discontinuous or disruptive innovation to market is basically one where a company must target a specific market segment and proceed from left-to-right in the Technology Adoption Life Cycle (TALC) in selling their product or service to the new users in each of these five different response profiles in this target market segment.

 

As a company moves from each of these five different response profiles in this target market segment during the Technology Adoption Life Cycle (TALC) it uses the references from the early market to “cross the chasm” into the mainstream market where it can eventually become the dominant player or “gorilla” with its new product or service.

 

Unfortunately, for many companies, the step involving moving from visionaries in the early market to pragmatists in the mainstream market is not crossed as they fall into the “chasm”.  

                                                   

As Keating International, acting as an agent here in Europe for the European Partner of the Chasm Group, we can bring the Chasm Group in to support your company or portfolio investment to help it either "cross the chasm" for the first time or to get it out of the "chasm" and to move back on the path towards becoming the dominant player or "gorilla" in its tarket market segment.

 

The Chasm Group is based in Silicon Valley and was founded in the early 1990s by Geoffrey Moore, author of the best selling book entitled - "Crossing the Chasm".  It has 25+ years of working with hundreds of the leading high tech companies including Cisco, Microsoft, SAP, Salesforce.com and TrendMicro.