asked whY certain categories of administrators and I know anY grouP of sult

Asked why certain categories of administrators and i

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asked whY,certain categories ofadministrators, andI know anY grouP ofsult, theY are muchrmer than the latter'gaining a beachhead'.te customers, it alsoers to buY in.ring the marketPlacersequent stages in thewing figure:CROSSING THE CHASM-AND BEYOND 25The Landscape of the Technology Adoption Life CycleMain StreetTornadoEarly MarketEnd of LifeChasmThe BowlingAlleyThe map divides up the landscape into six zones, which arecharacterized as follows :).. The Earb Market, a time of great excitement when cus-tomers are technology enthusiasts and visionaries looking tobe first to get on board with the new paradigm. 2. The Chasm, a time of great despai4, when the early-markett interest wanes but the mainstream market is still not com- fortable with the immaturity of the solutions available. 3. The Bowling Alley, a period of niche-based adoption in advance of the general marketplace, driven by compelling customer needs and the willingness of vendors to craft niche-specific whole products. 4. The Tornado, a period of mass-market adoption, when the general marketplace switches over to the new infrastructure paradigm. 5. Main Street, a period of aftermarket development, when the base infrastmcture has been deployed and the goal now is to flesh out its potential. End of Life, which can come all too soon in high tech because of the semiconductor engine driving price/perfor- rnance to unheard of levels, enabling wholly new paradigms to come to market and supplant the leaders who themselves had only just arrived. The The
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3gy must change hese stages. The rrgue for a niche- : (chapter 3)' direction toward )mmon standard ack again toward specific adaPta- ue through mass ¿ it is imPerative ere their markets of Part One). n of the tornado ' structure in the ling who is friend lwo, chaPter 7). lcture, comPanies :ir status within it rompany taking its ' and defending it ¡ to strategY is the n, demanding aír management team rr map in the otheç :k Road. tllllflllll '1 IN THE BOWTING ATTEY For Dorothy to get to the Emerald city of oz, she had to journey through a number of strange lands. Just so for the high-tech enterprise, which having just left the chasm and established itself on a beachhead, is now invited to proceed further into---a bowling alley? Well, yes, if only to make a point. The bowling alley represents that part of the Technology Adoption Life cycle in which a new product gains acceptance from niches within the mainstream market but has yet to achieve general, widespread adoption. The goal of bowling alley marketing is to keep moving toward the tornado, to progress from niche to niche developing momentum. Each niche is like a bowling pin, something that can be knocked over in itself but can also help knock over one or more additional pins.
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