The strategy template for Crossing the Chasm “the right way” urges entrepreneurs and CEOs to pick a head bowling pin (or target market segment) and double-down on their bet in order to achieve dominant segment share within eight to twelve quarters. Easy to say, but very few companies manage to pull this off successfully. This real-life case shows that it can be achieved with spectacular results despite stiff obstacles here and there.
Philip Lay spent two decades as an account executive, general manager and entrepreneur, before becoming a strategy advisor and managing director with The Chasm Group in 1995.
Today Philip is visiting professor at IESE business school in Barcelona and serves on a public-company board alongside his advisory activities with boards, CEOs and management teams.
Major clients include Autodesk, Compuware, HP, NetApp, Rackspace, SAP, and Salesforce.com.