What is meant by “The Chasm”?
the case of many technologies and products, there seems to be a bigger gap between early adopters and early majority: The Chasm
What are the different market groups?
What is the psychology behind the customer group “innovators”?
What is the psychology behind the customer group “early adopters”?
What is the psychology behind the customer group “early majority”?
What is the psychology behind the customer group “late majority”?
What is the psychology behind the customer group “laggards”?
What are the four steps to cross the chasm and conquer mainstream markets?
Four steps to cross the chasm and conquer mainstream markets
What Tool do you have to use for Step 1?
What is the approach there?
Step 1 Select the target customer
How does the Excel form look like for creation of different scenarios of target customers - as many as possible?
Rate several customer scenarios based on several criteria and select the most attractive one
What is the market development checklist?
Step 2: Define your offer
Tool: The “whole product” model
The simplified “whole product” model for the high-tech industry
Step 3: Define your competition
Why is it important to define competition?
What is the focus of each target customer?
What do you have to do if you make the transition from the Early Adopters to the Early Majority?
You have to shift from a product-centric to a market-centric approach
What arte the early adopters interested in?
What is the early majority interested in?
Four Step Process to position yourself
Step 4: Select pricing and distribution
Selecting Channel
Different Pricing Strategies
What do you have to keep in mind in terms of pricing regarding early adopters?
Last changed2 years ago