The Chasm Companion: A Field Guide to Crossing the Chasm and Inside the Tornado

The Chasm Companion: A Field Guide to Crossing the Chasm and Inside the Tornado


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The Chasm Group is one of the world's leading high-tech consulting practices, headed by best selling author, Geoffrey Moore, whose books, Crossing the Chasm and Inside the Tornado are required reading for anyone venturing into the high-tech industry.

Now Moore's partner, Paul Wiefels, analyses and clarifies the ideas covered in these bestsellers with a step-by-step field guide organized around three major concepts:

* How high-tech market develop

* How to specify a winning market development strategy

* How to plan go-to-market programmes at different points in the life cycle.

Wiefels' back-to-basics approach presents a series of models, tools and frameworks that management teams can adapt to increase market share and create a sustainable platform for increasing shareholder value. The Chasm Companion reveals formulas drawn from real life that can be - and are being - used to stay on top in any economic climate.

Product Details

ISBN-13: 9781841124681
Publisher: Wiley
Publication date: 02/07/2003
Pages: 348
Product dimensions: 7.01(w) x 8.41(h) x 0.81(d)

About the Author

PAUL WIEFELS is a founding partner and managing director of The Chasm Group plc a strategy consulting firm serving technology-based companies and organisations around the world. He has worked in the high-tech industry for 20 years and speaks frequently to high-tech industry organisations. He lives in Half Moon Bay, California.

Table of Contents

Part 1: How High-Tech Markets Develop.

Back to Basics.

The Basis for Strategy Decisions.

The Early Market.

The Chasm.

The Bowling Alley.

The Tornado.

Main Street.

Part 2: Developing a Strategy.

Finding Your Place on the Technology Adoption Life Cycle.

Assessing the Sources and Impact of Discontinuity.

Building a Market Development Strategy.

Market Development Strategy Research: Market Creation Variables.

Market Development Strategy Research: Market Attractiveness Variables.

Market Development Strategy Research: Market Penetration Variables.

Part 3: Taking the Market Development Strategy to Market.

Strategy Validation.

Whole Product Management.

Marketing Communications Planning.

Field Engagement Strategy.

Epilogue: Using This Book.



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