Geoffrey Moore

Crossing the Chasm

1. IDEA 1

   New technology spreads in stages

   Moore describes how new technology is adopted by different groups over time: innovators, early adopters, the early majority, the late majority and laggards. Each group has different needs and motivations.

2. IDEA 2

   Early adopters are different

   Early adopters, Moore explains, are visionaries willing to take risks on new technology to gain an advantage. They accept imperfect products. In Moore's view, these people enjoy trying something new before anyone else does, and they are ready to forgive its flaws.

3. IDEA 3

   The early majority wants proof

   The early majority are pragmatists who want proven, reliable solutions. They are cautious and rely on references from peers. In Moore's view, they prefer to buy only after they have seen others succeed with the product, so they are harder to win over.

All 8 ideas from Crossing the Chasm →