In Crossing the Chasm, author Geoffrey Moore exposed the crucial time gap that exists between how visionary customers buy versus how the majority of potential customers, pragmatists and then conservatives, decide to adopt. While the disruptive nature of technology-based innovation has evolved significantly in the almost three decades since, things don’t seem to have changed much in terms of human adoption behavior. In fact, in today’s extraordinarily competitive market for SaaS / cloud products and services and other technology innovations, it’s even more crucial to understand the difference and adjust your strategy accordingly.
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.