The document discusses crossing the "sales chasm" that technology products often face when transitioning from early adopters to the mainstream market. It references the book "Crossing the Chasm" which analyzed why some tech businesses succeed while others fail when reaching a broader customer base. The author then shares their experience with two companies, one which successfully crossed the chasm through redesigning its product and building organizational support, while another exited ownership without crossing due to lack of a global sales network. Upcoming entrepreneurship events are also listed.

1. The Sales Chasm growing sales of technology products Science Learning Centre, AtBristol 6-9pm, 10 June 2010

2. This evening’s programme 6:45-8:15 Speakers Introduction Martin Coulthard BEN Nigel Hopkins WinZone Consulting David Gilroy Conscious Solutions David Sykes Downham Hill Associates 8:15-8:30 Q&A 8:30-9:00 More networking

3. Development of market for a new technology or product – especially if it is innovative, discontinuous, disruptive What’s the problem? Why?!

4. first published 1991 analysed the success – and failures – of tech businesses in the USA gave insights into the causes of the dip in sales growth and labelled it the ‘ sales chasm ’ proposed strategies for overcoming this challenge: ‘ crossing the chasm ’ became a highly respected ‘bible’ for hi-tech companies and investors Crossing the Chasm, by Geoffrey Moore

5. customers can be considered in 5 groups that exhibit similar behaviour there are gaps/discontinuites between each group one is so wide it can be called a chasm, and special strategies are required to cross it The Technology Adoption Life Cycle

6. both had discontinuous products – and we ‘experienced the sales chasm’ Surface Inspection – automatic tile inspection took several years to get across – redesign product, building the organisation, subsidiaries in key markets to sell and support Stonecube – realistic moving 3D visualisation of print and packaging we never crossed! – exited to trade buyer with complementary products and a global sales and support network How did my companies cross the chasm?

7. Reminder of upcoming BEN events book now at www.bristolenterprise.com 15/6/10 workshop: User Centred Design 3:30-6pm Bristol, led by Robert Fraquelli 22/6/10 workshop: What Entrepreneurs Want 4-7pm Zerodegrees Microbrewery, Bristol tech entrepreneurs only September onwards Tech Startup School – series of 11 connected events also some ‘normal’ BEN networking events

8. provisional programme – subject to change