How do you go from an idea or technology to building the right product for the right market to broad market adoption to building a successful company? The answer is in understanding the needs and motivations of each group in the adoption lifecycle.

The most effective method of finding and recruiting early adopters is through a technique called “market relations.” It is a word-of-mouth method of identifying the best early-adopters for your product or innovation.

Early adopters play a significant role in the beginnings of your high-tech company. Unfortunately everything you learn about marketing to early adopters will fail miserably when you try to use it in the future.

Market Engineering is a method of avoiding high-tech failure by using a holistic view of both your product and target market. In a well-engineered market, products become a better fit for the changing needs of individuals.

Word-of-mouth communication often deals with awareness, interest, the source’s trial experience and product benefits all at the same time. This can move the recipient rapidly through the stages of purchase decision making and often even creating a reason for purchasing, all in one “exposure.”

COVID-19 helps startups and established companies amplify the value of their product. The best way to measure this value is with a cost benefit analysis.

The original Chasm concept was first recognized and described by Lee James and his colleagues, all of whom worked for Regis McKenna Inc. in the Pacific Northwest.