Some interesting perspectives from Bob Apollo from Revenue Insights who has been tracking the principles of the Chasm for a number of year, having spent some with Geoffrey Moore just after he published “Crossing the Chasm”


"It’s clear that you can’t wave a magic wand and cross the chasm overnight (or at all).  One of the things I’ve observed is that start-ups reach the chasm faster now than it used to be when Moore wrote the book (fewer early adopters).  Pragmatic buyers rule!"


Reaching the Chasm quicker is an issue as the start-up doesn’t have the referenceable clients, resources or cash to be able to engage with the Early Majority.  The Early Adopter will pay for professional services. The Early Majority will not.  The Early Majority will tie you up for months in a procurement because their job is to minimize risk and pick the right solution.  The early Majority want to get going NOW because they want to get the benefits for the company.


It is there are fewer Early Adopters, as Bob suggests, or is it that the internet has made companies globally visible far mor quickly.  And that is not necessarily good.  At time you want to keep your head down, below the radar in a client and build some revenue, some friends and supporters and also  a track record to protect you when the Early Majority in IT get to hear of you.