Crossing the Abyss

Geoffrey Moore exposes the graveyard hiding inside every startup's growth chart: the chasm between visionary early adopters and pragmatist mainstream buyers. Using the D-Day invasion as his strategic framework, Moore shows why companies like Go and Momenta burned through millions while Apple's Macintosh survived by targeting a single niche—graphics arts departments in Fortune 500 companies. The whole product model, the beachhead strategy, the pioneer-to-settler transition: each concept is a survival tool for the gap that kills with mechanical indifference.

You'll learn:

- Why your best customers repel your next customers

- How Lawson Software grew fivefold through radical focus

- The pragmatist catch-22 that dooms scattered sales efforts