Mental Model1 book · 4 highlights
No Reference, No Market — Regardless of Revenue
Books Teaching This Pattern
Evidence
Crossing the Chasm
Geoffrey A. Moore · 4 highlights
“If two people buy the same product for the same reason but have no way they could reference each other, they are not part of the same market.”
“a set of actual or potential customers • for a given set of products or services • who have a common set of needs or wants, and • who reference each other when making a buying decision.”
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Related Patterns
Strategic PatternTechnology Credibility vs. Company CredibilityDecision FrameworkWrong Bet Beats No Bet at the ChasmCompetitive AdvantageWord of Mouth Requires Critical Mass in Bounded SegmentsRelationship LeverageWhole Product Partnerships Must Earn Before They FormalizeImplementation TacticPremium Margins Bribe the Channel Across the ChasmStrategic ManeuverManufacture Your Competition to Legitimize the Category