This brief guide captures the key lessons learned from 20 years of successfully applying the principles established in "Crossing the Chasm" with a series of ambitious B2B technology companies.
The guide identifies 12 considerations that must be taken into account in any successful attempt to make the transition from early adopters to mainstream markets:
- Know where you are in the technology adoption cycle
- Make sure there's a real market
- Narrow your target
- Identify with your ideal prospects
- Find a compelling reason to buy
- Orchestrate the whole product solution
- Define the competitive space
- Establish your unique advantage
- Reach out to the BuyerSphere
- Assemble your invasion force
- Sort out your economic model
- Execute, execute, execute...
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