Crossing the Chasm

I recently read a great book on what technology entrepreneurs needs to do to be successful. The book is called "Crossing the Chasm"

It is a really great book that gives some great advice on how to get through that phase where you have been succesful in selling to visionary people and on to selling to the main stream market.



This phase is called the Chasm, because there is a big gab between the two type of customers. The visionaries are willing to invest in new and exiting technology, where as the pragmatics is interested in stable technology that:
- has been proven in the marked
- has full documentation and support
- has a eco system of partners
And most important of all - the pragmatics is interested in references from other pragmatics in their own industry. They do not accept references from visionaries, because they know that do not share the same standards and priorities.

I will recommend this book to any IT startup company. It gives a very good understanding of the marked and the customers, and there is some good and practical advices of how to move forward.

I first learned about this book at MIT, where attended the Enterpreneurship Development Programm (EDP). More about this programm later.