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Richard Childers

Quicklet on Geoffrey A. Moore's Crossing the Chasm: Marketing and Selling High Tech Products to Mainstream Customers

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  • Zojahas quoted5 years ago
    Rather than making your product easier to sell, correct positioning makes your product easier to buy.
  • Zojahas quoted5 years ago
    Crossing the chasm requires a single target beachhead segment that already has budgeted dollars for your solution. That money may well be allocated to a competitor’s inferior product, but it must exist or you will be wasting your time; when crossing the chasm, time is critical.
  • Zojahas quoted5 years ago
    Positioning shapes not only a buyer’s final selection, it affects the way the buyer evaluates his alternatives in making that choice.
  • b4626333666has quoted5 years ago
    direct sales is the optimal channel for high tech
  • b4626333666has quoted5 years ago
    Next we must determine how this channel will fit into our whole product mix
  • b4626333666has quoted5 years ago
    we must seek a channel that already has or is in a position to create a relationship with our target customer
  • b4626333666has quoted5 years ago
    OEMs (Original Equipment Manufacturers):
  • b4626333666has quoted5 years ago
    the VAR are typically localized companies which specialize in a particular technology or a particular vertical market. They provide product bundled with installation, configuration, training, and maintenance.
  • b4626333666has quoted5 years ago
    Two-tier Value added reselling
  • b4626333666has quoted5 years ago
    They fulfill both the wholesale and retail functions in a single entity
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