An experienced VC once described the journey that he saw B2B companies going through as the jungle, the winding road, and the highway.
BLOG: SELLING IN THE BREAKTHROUGH ZONE
I was reflecting with a client the other day on the current economic climate, and how hard it was to recruit really good sales people, and how challenging it was to win new customers as a new technology business. It seems that these two challenges are connected.
But something has changed. The Chasm has got Closer.
At the time Crossing the Chasm was published - in the mid-90’s - it seemed reasonable to assume that Innovators and Early Adopters made up as much as 20% of the buying market. That may have been an exaggerated view even then, but the world has clearly changed, and they now typically represent a low single-digit percentage of the addressable market.