Crossing the Chasm

Geoffrey Moore’s framework for the market-development challenge of moving a technology offering from enthusiastic early adopters to customers who expect a dependable solution for a specific use case. It emphasizes choosing a focused segment and providing the surrounding support needed for useful adoption.

A product can delight people willing to experiment while remaining impractical for people who need a dependable way to finish a familiar job. The latter may need installation help, compatibility, support, and evidence from similar users. Moore’s framework directs attention to this transition in technology markets. Praise from an enthusiastic pilot group does not by itself establish readiness for a broader audience.

Choose a concrete group and examine the complete conditions for useful adoption. A narrow focus can reveal missing pieces that a general growth campaign overlooks. In the hypothetical examples below, the practical move is to investigate those pieces and test an appropriate package. This is a strategy hypothesis, not a guarantee that every market contains a discrete chasm or that a company must dominate a niche to succeed.

When to use it

When a technology offering has enthusiastic pilot users but struggles to achieve useful, sustained adoption in a specific next customer group.

How it can help

Helps investigate why an offering praised by early users is difficult for a broader group to adopt, including gaps in implementation, compatibility, support, or relevant evidence.