Crossing the Chasm Neatly Summarized


Share on LinkedIn

I recently saw a crisp explanation of Geoffrey Moore’s “Crossing the Chasm” key groups, with each group’s perspective summarized in a few words:

Techies – Try it!

Visionaries – Get ahead of the herd…

[The Chasm follows this group…]

Pragmatists – Stick with the herd…

Conservatives – Hold on…!

Skeptics – No way!

Nicely stated – the book itself is still highly relevant and makes an excellent read, although the company examples are dated. It is available on at

For more articles and information on demonstration effectiveness skills and methods, email me at [email protected] or visit our website at For demo tips, best practices, tools and techniques, join the DemoGurus Community Website at or explore our blog at

Peter Cohan
Have you ever seen a bad software demonstration? Peter Cohan is the founder and principal of Great Demo!, focused on helping software organizations improve the success rates of their demos. He authored Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here