Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey Moore

This is the summary of the book titled 'Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers' published by Geoffrey Moore  (Silicon Valley Technology consultant) .  This is a legendary and proven framework that emerged during the early 1990's. 

Key summary

1. Technology adoption in any of the community is based on their psychological and social profile.
2. High tech innovation and marketing expertise are the 2 cornerstones of U.S. strategy for global competitiveness.
3. High degree of unity required at different teams while chasm crossing.
4. Many of the AR, VR, Holograms, MOOCS not gained mainstream attraction because of poor marketing. Sometimes, a less successful product is often arguably superior with its feature to feature comparison.
5. Technology enthusiasts influence corporate buying decisions. Every company has them. You cannot ignore the tech. guy!
6. Pragmatists buy the whole product based on its benefit, even if the core product is inferior. E.g. Why people choose Microsoft Apps over Google Apps; Cisco routers over Huawei routers; HP printers over Epson printers
7. Diffusing the IT buyers’ High risk (Unproven, no service history, no best practice), Low data tension while making the purchase decision.