Entity Dossier
Organization
pharmaceutical industry
Strategic Concepts & Mechanics
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 CategoryStrategic ManeuverBowling Pin Sequencing: Each Niche Topples the NextImplementation TacticOne-Page Scenario as Beachhead Selection DeviceStructural VulnerabilitySales-Driven Is Fatal at the ChasmStrategic PatternInfrastructure Products Need Forced Vertical FocusIdentity & CultureVisionary ROI Is Strategic Leap, Not Incremental GainStructural VulnerabilityVisionaries Poison the Well for PragmatistsMental ModelBig Fish, Small Pond — Then Grow the PondImplementation TacticPioneers Must Hire Their Own Settler ReplacementsCompetitive AdvantageOwned Market as Annuity RefugeMental ModelPositioning Is a Noun Inside Their Head, Not Your VerbMental ModelPain Severity Beats Market Size as Target SelectorMental ModelShip the Whole Product, Not Your ProductStrategic ManeuverD-Day Invasion: Win One Beach Before the WarCapital StrategyConservatives Reward Volume at Low MarginsMental ModelNo Reference, No Market — Regardless of Revenue
Primary Evidence
"it was not the right target segment for crossing the chasm because its needs, while more pervasive, were not as urgent as those of the pharmaceutical industry."
Source:Crossing the Chasm