Unique Challenges B2B Tech Companies Face In Moving From Early Adopters To The Mainstream
GaN Systems CEO Jim Witham writes on the widening chasm between early adopter and the mainstream, and how to bridge it.
Addressing the challenges that technology companies face in moving from early adopters to mainstream customers has been a topic of conversation among entrepreneurs since Geoffrey Moore wrote “Crossing the Chasm” 30 years ago. That journey from early experimentation and validation to innovative real-world designs and profitable product deployments can be especially challenging for B2B companies compared to those selling to consumers with low-cost or even “free” products.
For business technology companies selling to larger global brand OEMs (original equipment manufacturer), the process of creating a trusted relationship and providing solid proof points around reliability and cost implications can create a prolonged journey to the mainstream…
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