How can startups "Crossing the Chasm"? Some tips from Diana Kander's Book: The All In Startup

1. How startups can
cross the chasm.

2. Innovators Early Adopters
Early Market
Like New Things — Big Pain Points Need complete and reliable solutions
Early Majority Late Majority Laggards
Mainstream Market
THECHASM
Technology Adoption Life Cycle

3. It is not First to Market, but
the First to Cross the
Chasm who wins

4. Many startups never cross
this Chasm, regardless of the
adoption of the technology

5. WHY?
Many startups never cross
this Chasm, regardless of the
adoption of the technology

7. Here’s how a startup typically works:

8. Idea
Here’s how a startup typically works:
acing with all the possibilities of what it could turn into, the impact it could hav

9. Idea Build
Here’s how a startup typically works:
the most comprehensive version of it, rarely showing it to anyone because he

10. Idea Build Brand
Here’s how a startup typically works:
ame and a logo. He purchases a domain and builds a website. He creates m

11. Idea Build Brand Customer
Here’s how a startup typically works:
kes out big time, causing him to realize that something is wrong with his initia

12. Idea Build Brand Customer
Here’s how a startup typically works:
And then he repeats step one through four all over
again, spending a lot of time and money, without making
any forward progress.

13. Idea Build Brand Customer
Here’s how a startup typically works:
This is the startup loop of despair.
And then he repeats step one through four all over
again, spending a lot of time and money, without making
any forward progress.

14. Innovations are about finding
customers, not building
products

15. No entrepreneur fails because
they couldn’t build their
product. They fail because no
one wanted to buy what they
built.

16. Idea Build BrandCustomer
Here’s how a startup should work:

17. How do you know if you customers
will buy your product or service?

19. What we have is a failure
to experiment..
What we have is a failure
to experiment..

20. Number of Experiments Run
Likelihood
of Failing
Failure Curve