The New Zealand Software Association is thrilled to bring this 1.5 day workshop from Chasm Institute to Auckland. This is a rare opportunity to participate in a world class workshop that has helped businesses all over the world on the path to large scale growth.
Workshop Objective
The purpose of this program is to develop the knowledge and skills required to create and execute a strategy for “Crossing the Chasm”; This program includes materials and concepts contained in Geoffrey Moore’s latest book Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers.
Topics
- The Technology Adoption Life Cycle
- Technology enthusiasts
- Visionaries
- Pragmatists
- Conservatives
- Skeptics
- The High-Tech Market Development Model
- Early Market
- Chasm
- Bowling Alley
- Tornado
- Main Street
- How to develop a 9-point strategy for Crossing the Chasm (this is also applicable for a
- Bowling Alley strategy)
- Target customer
- Compelling reason to buy
- Whole product
- Partners and allies
- Distribution
- Pricing
- Competition
- Positioning
- Next target
- The Four Gears for B2C or B2B2C marketing
- Acquire
- Engage
- Convert
- Enlist
- Go-to-Market Planning
- Whole product management
- Whole product partner management
- Whole product messaging
- Market relations
- Sales enablement
- Sales channels
- Resource management