[跨越鸿沟].Geoffrey.Moore.-.Crossing.The.Chasm

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1、CROSSINGTHECHASM.Copyright©1991byGeoffreyA.Moore.AllrightsreservedunderInternationalandPan-AmericanCopyrightConventions.Bypaymentoftherequiredfees,youhavebeengrantedthenon-exclusive,non-transferablerighttoaccessandreadthetextofthise-bookon-screen.Noparto

2、fthistextmaybereproduced,transmitted,down-loaded,decompiled,reverseengineered,orstoredinorintroducedintoanyinformationstorageandretrievalsystem,inanyformorbyanymeans,whetherelectronicormechani-cal,nowknownorhereinafterinvented,withouttheexpresswrittenper

3、missionofPerfectBound™.PerfectBound™andthePerfectBound™logoaretrademarksofHarperCollinsPublishers.AdobeAcrobatE-BookReadereditionv1.October2001ISBN0-06-018987-8Theoriginalhardcovereditionofthisbookwaspublishedin1991byHarperBusiness,adivisionofHarperColli

4、nsPublishers.10987654321ToMarieContentsPREFACETOTHEREVISEDEDITIONFOREWORDACKNOWLEDGMENTSPARTIDiscoveringtheChasmINTRODUCTIONIfBillGatesCanBeaBillionaire1High-TechMarketingIllusion2High-TechMarketingEnlightenmentPARTIICrossingtheChasm3TheD-DayAnalogyvviCo

5、ntents4TargetthePointofAttack5AssembletheInvasionForce6DefinetheBattle7LaunchtheInvasionCONCLUSIONGettingBeyondtheChasmAbouttheAuthorCreditsAboutthePublisherFrontCoverPrefacetotheRevisedEdition“ObiwanKenobi,”saysSirAlecGuinnessintheoriginalStarWarsmovie—

6、“Nowthere’sanameIhaven’theardforalong,longtime.”ThesamemightwellbesaidofanumberofthecompaniesthatservedasexamplesintheoriginaleditionofCrossingtheChasm.Readingthroughitsindexbringstomindthemedievallament,“Wherearethesnowsofyester-year?”WhereindeedareAldu

7、s,Apollo,Ashton-Tate,Ask,Burroughs,Businessland,andtheByteShop?WhereareWang,Weitek,andZilog?“Ohlostandbythewind-grievedghosts,comebackagain!”Butweshouldnotdespair.Inhightech,thegoodnewsisthat,althoughweloseourcompanieswithalarmingfrequency,wekeepthepeopl

8、ealongwiththeideas,andsotheindustryasawholegoesforwardvibrantly,evenasthenamesonourpaychecksslideintoanotherseamlessly(OK,asseamlesslyasoursystemsinteroperate,whichasmarketingclaimsis…wellthat’sanoth-ermatter).CrossingtheC