Originated by Geoffrey A. Moore (Crossing the Chasm, 1991), building on Everett M. Rogers (Diffusion of Innovations, 1962).
Names the gap between enthusiastic early adopters and the pragmatic majority, and crosses it by winning one narrow segment completely before expanding to its neighbors.
When to reach for it
Eager early champions have adopted a product or internal program, yet mainstream adoption has stalled and broad marketing is not moving it.
How it runs
- Judge whether current users are visionaries or pragmatists.
- If enthusiasts adopt and pragmatists stall, assume the chasm.
- Choose one beachhead segment with an urgent need.
- Supply everything that segment needs to succeed fully.
- Win that segment visibly, with references.
- Move to the neighboring segment those references reach.
Where it sits in SOLVE eX
Go to the source
- Crossing the Chasm, 1991
- Diffusion of Innovations, 1962