Innovators and Early Adopters are (w hile the early majority are NOT) :
Technologically sophisticated and tolerant of engineering imperfections
Typically reached through specialized distribution channels
Relatively few in number and not particularly price-sensitive
To cross the chasm between the early adopters and the early majority, companies must:
Correctly identify the needs of the first wave of early majority users.
Alter the business model in response.
Alter the value chain and distribution channels to reach the early majority.
Design the product to meet the needs of the early majority so that the product can be modified and produced or provided at low cost.
Anticipate the moves of competitors.
The Chasm: AOL and Prodigy The business model and strategies required to compete in an embryonic market populated by early adopters and innovators are very different than those required to compete in a high-growth mass market populated by the early majority. Figure 6.3