Upsides and Downsides
Every startup founder knows about Geoffrey Moore's concept of "crossing the chasm"–that you have to change your marketing and sales approach as you gain marketshare fit a more conservative buyer. But most fail to internalize what crossing the chasm means when it comes to their product. I recently stumbled upon Adam Mastroanni's post on strong-link problems, and realized that it's the perfect framework for thinking about this shift. In essence, Adam says there are two types of problems: strong-