Implementation Tactic1 book · 4 highlights
Pioneers Must Hire Their Own Settler Replacements
Books Teaching This Pattern
Evidence
Crossing the Chasm
Geoffrey A. Moore · 4 highlights
"During the implementation of the first installation, introduce into the account his own replacement, a true account manager, a “settler,” who will serve this client, hopefully, for many years to come."
"It is the move from being pioneers to becoming settlers."
"Expedite the implementation of the first installation of the system."
"The target market segment manager has one goal in his or her short job life—Transform a visionary customer relationship into a potential beachhead for entry into the mainstream vertical market that that particular customer participates in."
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