The bible for bringing cutting-edge products to larger markets--now revised and updated with new insights into the realities of high-tech marketing

In Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle--which begins with innovators and moves to early adopters, early majority, late majority, and laggards--there is a vast chasm between the early adopters and the early majority. While early adopters are willing to sacrifice for the advantage of being first, the early majority waits until they know that the technology actually offers improvements in productivity. The challenge for innovators and marketers is to narrow this chasm and ultimately accelerate adoption across every segment.

This third edition brings Moore's classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore's most current insights and findings. He also includes two new appendices, the first connecting the ideas in Crossing the Chasm to work subsequently published in his Inside the Tornado, and the second presenting his recent groundbreaking work for technology adoption models for high-tech consumer markets.

Over the last 25 years, Geoffrey Moore has established himself as one of the most influential high-tech advisors in the world--once prompting Conan O'Brien to ask Who is Geoffrey Moore and why is he more famous than me?

Following up on the ferociously innovative ESCAPE VELOCITY, which served as the basis for Moore's consulting work to such companies as Salesforce, Microsoft, and Intel, ZONE TO WIN serves as the companion playbook for his landmark guide, offering a practical manual to address the challenge large enterprises face when they seek to add a new line of business to their established portfolio. Focused on spurring next-generation growth, guiding mergers and acquisitions, and embracing disruption and innovation, ZONE TO WIN is a high-powered tool for driving your company above and beyond its limitations, its definitions of success, and ultimately, its competitors.

Moore's classic bestseller, CROSSING THE CHASM, has sold more than one million copies by addressing the challenges faced by start-up companies. Now ZONE TO WIN is set to guide established enterprises through the same journey.

For any company, regardless of size or industry, ZONE TO WIN is the playbook for succeeding in today's disruptive, connected, fast-paced business world. --Marc Benioff, CEO, Salesforce

Once again Geoffrey Moore weighs in with a prescient examination of what it takes to win in today's competitive, disruptive business environment. --Satya Nadella, CEO, Microsoft

With this book, Geoffrey Moore continues to lead us all through ever-changing times...His work has changed the game of changing the game! --Gary Kovacs, CEO, AVG

ZONE TO WIN uses crystal-clear language to describe the management plays necessary to win in an ever-disrupting marketplace. Regardless of your level of management experience, you will find this book an invaluable tool for building long-term success for your business. --Lip-Bu Tan, President and CEO, Cadence Design Systems

In this, the second of Geoff Moore's classic three-part marketing series, Moore provides highly useful guidelines for moving products beyond early adopters and into the lucrative mainstream market. Updated for the HarperBusiness Essentials series with a new author's note.

Once a product crosses the chasm it is faced with the tornado, a make or break time period where mainstream customers determine whether the product takes off or falls flat. In Inside the Tornado, Moore details various marketing strategies that will teach marketers how reach these customers and how to take advantage of living inside the tornado in order to reap the benefits of mainstream adoption.

The Darwinian struggle of business keeps getting more brutal as competitive advantage gaps get narrower and narrower. Anything you invent today will soon be copied by someone else--probably better and cheaper.

Many companies thrive during the early stages of their life cycle, only to fall slack during periods of inertia and die out while others surge ahead. But as Geoffrey Moore shows, some notable companies have figured out how to deal with Darwin in their mature years--making changes on the fly while fending off challenges from every quarter.

Readthis book to learn how to create a company as powerful as Apple.--Guy Kawasaki, former chief evangelist of Apple

InEscape Velocity Geoffrey A. Moore, author of the marketing masterwork Crossingthe Chasm, teaches twenty-first century enterprises how to overcome thepull of the past and reorient their organizations to meet a new era ofcompetition. The world's leading high-tech business strategist, Moore connectsthe dots between bold strategies and effective execution, with an action planthat elucidates the link between senior executives and every other branch of acompany. For readers of Larry Bossidy's Execution, Clay Christensen's Innovator's Solution, and Gary Vaynerchuck'sCrush It , and for anyone aiming for the pinnacle of business success, EscapeVelocity is an irreplaceable roadmap to the top.

Alte Management-Weisheiten scheinen nicht mehr zu gelten. Geschäftsmodelle, die noch bis in die 90er Jahre des letzten Jahrhunderts funktionierten, müssen ausgetauscht werden. Dot.coms dringen in jeden kommerziellen Sektor ein, beeinflussen alte Geschäftsbeziehungen, rekonstruieren Märkte und greifen etablierte Preisgefüge an. Moore entwirft eine neue Management-Agenda für das Internet-Zeitalter. Er zeigt, warum der Aktienpreis der einzige wichtige Anker für das Management der Zukunft ist: als aussagekräftigster Indikator für den Wettbewerbsvorteil des Unternehmens und als Antriebsfeder für notwendigen organisatorischen Wandel.

Für Firmen, die nicht auf die IT-Dynamik vorbereitet sind, entwickelt Moore ein an Lebenszyklen von Unternehmen orientiertes Vier-Phasen-Modell technologischer Adaption, um es auf unterschiedliche wirtschaftliche und mentale Voraussetzungen von Kunden und Firmen anzuwenden.

Eine umsetzbare, revolutionäre Sicht auf das Marktgeschehen.
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Das Tornado-Phänomen zeigt, welche Strategien erforderlich sind, um im Aufwind des Hyper-Wachstums schnellebiger Märkte die Marktführerschaft zu übernehmen. Durch einen Blick hinter die Kulissen erfährt der Leser, wie bedeutende Unternehmen zu Marktführern wurden.

Das Tornado-Phänomen beschreibt am Beispiel der High-Tech-Industrie drei aufeinanderfolgende Phasen schnellebiger Märkte mit kurzen Produktlebenszyklen: vom Nischenmarkt über den Massenmarkt mit Hyper-Wachstum und hohen Profiten zur Phase der individuellen Kundenausrichtung. Geoffrey A. Moore veranschaulicht die Dynamik dieser Marktstadien anhand führender Unternehmen wie Hewlett-Packard, Microsoft, Intel und Sybase. Im einzelnen analysiert er die Auswirkungen auf strategische Allianzen, Wettbewerbsvorteile, Positionierung und Unternehmensorganisation.