We Were Flying, Then We Stalled, Crossing the Chasm
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We Were Flying, Then We Stalled, Crossing the Chasm
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A B2B software founder rode a wave of scrappy early customers, then watched growth stall as pragmatic buyers keep asking "who else like us is using this?" Brian and Dave name the wall — the chasm, from the playbook Geoffrey Moore popularized in "Crossing the Chasm," building on the older technology-adoption lifecycle. They get into why the vision pitch that won early adopters is noise to the mainstream, why references carry the most weight inside a segment, and the two-move fix — a narrow beachhead plus the "whole product" — along with where the model doesn't apply. Monday Move: write one sentence — "We are the obvious choice for ______" — and fill the blank with a single narrow segment. No "and," no second market.
Written version and this week's Monday Move: The Operator's Library at mmsvegas.com.