Title: Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers
Author: Geoffrey A. Moore
Publication date (reference ed.): January 28, 2014 (3rd ed., Harper Business). First published 1991. HarperCollins+1
Pages (3rd ed.): 288.
Value for PMs & founders (problem it solves)
A playbook to cross the gap from early adopters to the pragmatic majority: pick a beachhead niche, deliver a whole product, and build credible references in one vertical before expanding.
Summary
Moore frames the chasm within the Technology Adoption Lifecycle and lays out how to win the mainstream: focus on a single target segment, craft tight positioning, deliver the whole product, secure reference customers, then expand via the bowling-alley strategy into adjacent niches. The 3rd edition updates cases and adds appendices linking to Inside the Tornado.
3 community-reported takeaways (with sources)
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Beachhead first—one playbook at a time; mixing playbooks hurts execution. Lenny’s Newsletter
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Whole product wins pragmatists—go beyond core tech to a complete solution. wudpecker.io+1
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Bowling-alley expansion—dominate one vertical, then adjacent ones via references. WIRED+1
Buy online (FR & international)
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FNAC (France) — English edition. Fnac
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Amazon France — 3rd ed. listing. Amazon France
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Bookshop.org — 3rd ed. paperback. Bookshop UK
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Barnes & Noble (US) — 3rd ed. paperback. Barnes & Noble
Author of Impact Factories / Co-founder of Shy Robotics and Product Whys / Head of Product at Dassault Systèmes / Engineer passionate about innovation and entrepreneurship
Full bibliography here
