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Crossing the Chasm                 vs.         Spinning Up the WebBerkeley >PlayOctober 29, 2011
Venture Agenda:High-Tech Market Development Models      B-2-B Markets       – Crossing the Chasm      B-2-C Markets     ...
Crossing the ChasmB-2-B High-Tech Market Development                            2
Technology Adoption Life Cycle                Pragmatists:                             Conservatives:                Use i...
The Whole Product                      Outsourcing   Hardware                Application                                  ...
Market Development ModelOffers Evolve with Whole Product Maturity                                                Proven sy...
Crossing the Chasm Framework       A Playbook for B-2-B Market Development       Pragmatist in Pain        1. Target Custo...
Spinning up the WebB-2-C Digital Market Development                              7
Identity Modification Life Cycle                      Engagers:                           Reluctants:                     ...
Brand/Identity Interactions*Levels of Engagement & Commitment              Level of Commitment                          Le...
Spinning Up Volume Operations on the WebRunning Experiments in Tandem              VIRALITY                    ACQUISITION...
Spinning Up the WebMetrics that Will Drive Your Programs      Grow Acquisition       – Rate of gaining new users (velocit...
Critical Success FactorsCrossing the Chasm vs. Spinning up the Web                             12
Critical Success FactorsWhat Venture Investors Look For        Crossing the Chasm           Spinning Up the Web      Disr...
Thank You     gmoore@mdv.com     #crossingthechasm14
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The Whole Product Outsourcing Hardware Application Software EngineeringComplementary Core Complementary Services Offering Products Installation Peripherals and support Design Databases Minimum set of products and services to fulfill target customers reason to buy.

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