Product Description

The Chasm Group is one of the world′s leading high–tech consulting practices, headed by best selling author, Geoffrey Moore, whose books, Crossing the Chasm and Inside the Tornado are required reading for anyone venturing into the high–tech industry.

Now Moore′s partner, Paul Wiefels, analyses and clarifies the ideas covered in these bestsellers with a step–by–step field guide organized around three major concepts:

∗ How high–tech market develop

∗ How to specify a winning market development strategy

∗ How to plan go–to–market programmes at different points in the life cycle.

Wiefels′ back–to–basics approach presents a series of models, tools and frameworks that management teams can adapt to increase market share and create a sustainable platform for increasing shareholder value. The Chasm Companion reveals formulas drawn from real life that can be – and are being – used to stay on top in any economic climate.

Product Details

• Amazon Sales Rank: #145788 in Books
• Published on: 2002-12-20
• Original language: English
• Number of items: 1
• Binding: Paperback
• 323 pages

Synopsis
The Chasm Group is one of the world's leading high tech consulting practices, headed by best selling author, Geoffrey Moore, whose books, "Crossing the Chasm" and "Inside the Tornado" are required reading for anyone venturing into the high tech industry. Now Moore's partner, Paul Wiefels, analyses and clarifies the ideas covered in these bestsellers with a step by step field guide organized around three major concepts: How high tech markets develop; How to specify a winning market development strategy; and, How to plan go to market programmes at different points in the life cycle? Wiefels back to basics approach presents a series of models, tools and frameworks that management teams can adapt to increase market share and create a sustainable platform for increasing shareholder value. "The Chasm Companion" reveals formulas drawn from real life that can be and are being used to stay on top in any economic climate.

From the Inside Flap
A practical guide to the marketing strategies that revolutionized Silicon Valley

The Chasm Group is one of the world′s leading high–tech consulting practices, headed by best selling author, Geoffrey Moore, whose books, Crossing the Chasm and Inside the Tornado are required reading for anyone venturing into the high–tech industry.

Now Moore′s partner, Paul Wiefels, analyses and clarifies the ideas covered in these bestsellers with a step–by–step field guide organized around three major concepts:
∗ How high–tech market develop

∗ How to specify a winning market development strategy

∗ How to plan go–to–market programmes at different points in the life cycle.

From the Back Cover
"Using The Chasm Group′s models, BEA had become the fastest software company in history to reach $1 billion in revenue. The Chasm Companion provides the insights that will help someone else beat our record." William T. Coleman III, Founder, Chairman, & Chief Strategy Officer, BEA Systems, Inc.

"Paul Wiefels offers up a comprehensive marketing toolkit. His knowledge of what′s worked and what hasn′t is a must read for every marketing manager embarking into uncharted territory." Gary Elliottt, Vice President, Global Brand and Marketing Communications, Hewlett–Packard

"This is the must–have high–tech business survival guide for our new century." Steve Hayden, Vice Chairman, Ogilvy Worldwide

"The Chasm Companion is an outstanding guide for anyone facing the challenge of how to execute a successful marketing campaign for a high–tech product or service." Tom Kosnik, Ph.D., Consulting Professor, Stanford Technology Ventures Program

Customer Reviews

Return on Investment - Yes
Essential for integration into lifestyles, it has a definite return on investment as it summarises a great motto `least effort maximum impact'.
.
If you are returning to industry or updating skills in the `new economy' and conducting business over the web then this book is `a must'.

The first reading baffled. The analogies with Gorillas, Chimps, and Monkeys were fine and easy to follow. It is the Kings, Princes, and Serfs being introduced `out of the blue' that confused.

The book is a `Chasm Companion' meaning it is in addition to A Moores `Crossing the Chasm'.

Having now read both books one is superfluous and the latter `Crossing the Chasm' should really be the one to go.

The companion is an excellent book describing ideas that become deliverable solutions. The best way forward would have been to knock off at least two thirds of the book and produce a `booklet' of fifty pages or so, full of high powered `must have' solutions, techniques and benefits.

Is the book worth a buy? Yes. The reason is it is not what we do with our business when it comes to positioning, `it is what we do in the mind of our prospects that count'. The answer and examples of `how to' makes the whole experience worthwhile and the cover price cost effective.

Is it worth recommending to a friend? No. The reason; the competitive edge it provides puts the reader head and shoulder above the rest of the market place, why share and take away the sharpness of the cutting-edge information with others in the same market. So, sorry Paul.

Michael J Whitenburgh
Psychoanalyst

To be read again and again
I've read this book and the books for which it is a companion, twice and am using the ideas for market analysis as the basis of my tech startup. The sort of ideas in this book you will not often find in an MBA programme or if you do, know you will pay a lot of money for it.

One of the best marketing books I've read
Simply written and very useful. This book assumes some knowledge of the technology adoption lifecycle from previous books, but would still be useful to those new to this model.

A lot of practical examples help the reader to turn theory into action in their workplace - especially suited to hi-tech markets.