Structural Vulnerability1 book · 4 highlights
Sales-Driven Is Fatal at the Chasm
Books Teaching This Pattern
Evidence
Crossing the Chasm
Geoffrey A. Moore · 4 highlights
“To put it simply, the consequences of being sales-driven during the chasm period are fatal.”
“We do not have, nor are we willing to adopt, any discipline that would ever require us to stop pursuing any sale at any time for any reason. We are, in other words, not a market- driven company; we are a sales-driven company.”
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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