Let's explore the different customer types, how to market to them, and most importantly, how to make the leap when Crossing The Chasm.
When it comes to new technologies, there are different kinds of consumers.
Typically they are put into 5 different categories based on their propensity to adopt that new technology. It starts with innovators who like to be on the cutting edge, and ending with laggards who never show up to the party.
Traditionally, companies in the B2B space have assumed that there is a simple progression from one stage to the next, and that all you need to do to make the jump between stages is refer to your success in the prior stage.
However, Geoffrey Moore found that there's an enormous gap between the second and the third stage. It's a chasm that most companies never cross because they don't understand it.