Chasm Companion: A Fieldbook to Crossing the Chasm and Inside the Tornado / Edition 1

Chasm Companion: A Fieldbook to Crossing the Chasm and Inside the Tornado / Edition 1

by Paul Wiefels
3.0 2
ISBN-10:
0066620554
ISBN-13:
2900066620557
Pub. Date:
08/20/2002
Publisher:
HarperCollins Publishers
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Overview

Chasm Companion: A Fieldbook to Crossing the Chasm and Inside the Tornado / Edition 1

In The Chasm Companion, The Chasm Group's Paul Wiefels presents readers with a new analysis of the ideas introduced in bestselling author Geoffrey Moore's classic books, Crossing the Chasm and Inside the Tornado, and focuses on how to translate these ideas into actionable strategy and implementation programs. This step-by-step fieldbook is organized around three major concepts: how high-tech markets develop, creating market development strategy, and executing go-to-market programs based on the strategy.

Product Details

ISBN-13: 2900066620557
Publisher: HarperCollins Publishers
Publication date: 08/20/2002
Edition description: New Edition
Pages: 352
Product dimensions: 6.00(w) x 1.25(h) x 9.00(d)

Table of Contents

Forewordix
Acknowledgmentsxiii
Introductionxvii
Part 1How High-Tech Markets Develop1
1Back to the Basics3
2The Basis for Strategy Decisions9
3The Early Market17
4The Chasm34
5The Bowling Alley41
6The Tornado53
7Main Street76
Part 2Developing a Strategy93
Introduction95
8Finding Your Place on the Technology Adoption Life Cycle98
9Assessing the Sources and Impact of Discontinuity105
10Building a Market Development Strategy109
11Market Development Strategy Checklist: Market Creation Variables116
12Market Development Strategy Checklist: Market Attractiveness Variables136
13Market Development Strategy Checklist: Market Penetration Variables163
Part 3Taking the Market Development Strategy to Market207
Introduction209
14Strategy Validation211
15Whole Product Management218
16Marketing Communications Planning226
17Field Engagement Strategy259
Epilogue: Using This Book279
Appendix281
Worksheets297
Index313

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Chasm Companion: A Fieldbook to Crossing the Chasm and Inside the Tornado 3 out of 5 based on 0 ratings. 2 reviews.
Anonymous More than 1 year ago
Guest More than 1 year ago
The Chasm Companion is a "must read" for anyone serious about high-technology market strategy. Picking up where the best-selling Crossing the Chasm and Inside the Tornado books left off, author Paul Wiefels provides high-tech professionals with a very useful and real-world guide to successful market strategy. The book is clear, well-written, and thorough. It provides deep insight into what it takes to win in 5 key technology life cycle phases: Early Market, the Chasm, Bowling Alley, Tornado, and Main Street. Having seen Paul Wiefels' and the Chasm Group's client work first-hand over several years, it is obvious that The Chasm Companion is a "package" of proven methods for high-tech product and service success. Destined to become a classic.