Mental Model1 book · 4 highlights
Pain Severity Beats Market Size as Target Selector
Books Teaching This Pattern
Evidence
Crossing the Chasm
Geoffrey A. Moore · 4 highlights
“when you are picking a chasm-crossing target it is not about the number of people involved, it is about the amount of pain they are causing.”
“The size of the first pin is not the issue, but the economic value of the problem it fixes is.”
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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