Case Study – The rapid rise of mobile banking startup Clairmail
“Chasm crossing is not the end, but rather the beginning, of mainstream market development.”
“Entering the mainstream market is an act of burglary, of breaking and entering, of deception, often even of stealth.”
“To become a going concern, a persistent entity in the market, you need a market segment that will commit to you as its de facto standard for enabling a critical business process.”
“One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.”
“You get installed by the pragmatists as the leader, and from then on, they conspire to help keep you there.”
– Geoffrey Moore, various quotes on the theme of crossing the chasm into the mainstream market
Sometimes the best company success stories only get to be told through informal anecdotes, press releases, Powerpoint slide decks, or video testimonials. In such situations, only those close to the company really benefit and the key learnings and best practices are never properly learned or leveraged by other entrepreneurs and management teams.