Infrastructure Products Need Forced Vertical Focus

“because of the dynamics of technology adoption, and not because of any niche properties in the product itself, vendors of disruptive infrastructure must also take a vertical market approach to crossing the chasm even though it seems unnatural.”

“infrastructure offerings have just the opposite dynamic. They are “naturally horizontal,” because they interface with machines and other programs where the value, in part, is providing a stable, standard interface. They do not lend themselves to vertical marketing because, as products, they do not change very much from niche to niche.”