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The Chasm Companion: A Field Guide to Crossing the Chasm and Inside the Tornado (Revised) | 
 enlarge | Author: Paul Wiefels
Creator: Geoffrey A. Moore
Publisher: Capstone / HarperCollins
Category: Book
List Price: $45.00
Buy New: $24.56
You Save: $20.44 (45%)
New (16) Used (8) from $21.18
Rating:  8 reviews
Sales Rank: 270635
Media: Paperback
Edition: Revised
Pages: 323
Number Of Items: 1
Shipping Weight (lbs): 1.2
Dimensions (in): 8.1 x 6.9 x 1.3
ISBN: 1841124680
Dewey Decimal Number: 658
EAN: 9781841124681
ASIN: 1841124680
Publication Date: September 30, 2005
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
Condition: Brand New, Perfect Condition, Please allow 4-14 business days for delivery. 100% Money Back Guarantee, Over 1,000,000 customers served.
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Amazon.com Review
Fans of Geoffrey Moore's Crossing the Chasm and Inside the Tornado will certainly be attracted to The Chasm Companion, a step-by-step manual by longtime Moore associate Paul Wiefels that lays out specific ways to apply his popular tech-oriented business principles in our fast-changing world. But even those who never warmed to the earlier works--which proposed a pragmatic path for successfully navigating the ever-moving environment of "disruptive technologies that force changes in both strategy and behavior"--could find this book appealing. Designing The Chasm Companion as a hands-on field guide, Wiefels opens by explaining six "inflection points" in high-tech market development (the Early Market, the Chasm, the Bowling Alley, the Tornado, Main Street, Total Assimilation) that he and Moore insist everyone must carefully watch and properly react to as internal and external conditions evolve. He then outlines models and tools developed in the consulting practice he co-founded with Moore that enable individual corporations to carefully craft relevant strategies that they can align correctly with the appropriate market phases defined earlier. Finally, he presents initiatives (strategy validation, whole product management, marketing communications planning, and field engagement strategy) to help these firms actually implement their plans. Graphics and sidebars help Wiefels drive his points home clearly. --Howard Rothman
Product Description
The Chasm Group is one of the world's leading high-tech consulting practices, headed by best selling author, Geoffrey Moore, whose books, Crossing the Chasm and Inside the Tornado are required reading for anyone venturing into the high-tech industry.
Now Moore's partner, Paul Wiefels, analyses and clarifies the ideas covered in these bestsellers with a step-by-step field guide organized around three major concepts:
* How high-tech market develop
* How to specify a winning market development strategy
* How to plan go-to-market programmes at different points in the life cycle.
Wiefels' back-to-basics approach presents a series of models, tools and frameworks that management teams can adapt to increase market share and create a sustainable platform for increasing shareholder value. The Chasm Companion reveals formulas drawn from real life that can be - and are being - used to stay on top in any economic climate.
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| Customer Reviews: Read 3 more reviews...
 More academic, but still very useful February 29, 2008
Eric Kassan (Las Vegas, NV USA)
2 out of 2 found this review helpful
The Chasm Companion is written in a more academic style than the books written by Geoffrey Moore, but it has new information. Most of it concerns the details of implementing the ideas introduced in the other books. This book does an excellent job of preparing for implementation with ample information on how to assess where in the Technology Adoption Life Cycle one is, to how to adopt an appropriate strategy, to how to take the strategy to market.
One key new idea was the extension of the Gorilla-Chimp-Monkey paradigm to the King-Prince-Serf model which is similar but corresponds to the case where there is no technology architecture lock-in.
The Blueprint for High Tech Product Marketers February 21, 2007
Binghamton Bookworm
2 out of 2 found this review helpful
I've been familiar with Geoffrey Moore's work since hearing him speak at a Cisco Systems Partner Summit in 1998. This field book is a must for anyone who wants to understand what to do (and not to do) to successfully market a high-tech product at each stage of the Technology Adoption Life Cycle, and during the Product Life Cycle. Reading this book has helped me better understand how and why we succeeded (and failed when we failed) at my previous company in the tech bubble of the 1990s. The challenge for managers and executives when reading this book is having the courage and fortitude to apply these principles, even when they seem counter-intuitive.
 It is good book but... January 11, 2007
Teoshaker (Portland, OR)
1 out of 1 found this review helpful
After reading the Moore's "Crossing the Chasm", this book really bored me. Maybe the language used in the book is the problem. I am not sure. However, I highly reccommend you to buy Moore's "Crossing the Chasm". It is an excellent book.
Repetitive and could be turned into a leaflet November 7, 2004
Hampus Jakobsson (Sweden)
20 out of 21 found this review helpful
I have read "Crossing the Chasm" and "Inside the tornado" by Moore, both very good books! When I first laid my eyes on this book I had a slight feeling that there might be risk of overlap. I think Wiefelds saw this as well and got a good endorsement by his colleague Moore - to state that this is a complement, not a repetition. That the book was published after the dot-com, in 2002, felt reassuring though - a lot of good lessons were probably to be learned for the reader. Ok, so I had high expectations, but felt a slight doubt.
After reading the book I have two statements:
1. The book delivers some more hands on the two books it referrers to, some really good lists. All in all about nine pages of good ROI-of time material.
2. I am very sad that Wiefelds did not listen to his own good recommendation: don't talk about your product as you know it - know your target group! Wiefelds should know that I am not planning on reading this book for fun - I want a high gain/time-quota, not 352 pages that take a week to read, when a 20 page leaflet would be sufficient! Because the book is repetitive - very!
To summarize:
The book offers some good hands on tips and lists, but should have been a 20 page leaflet.
Extends beyond high tech January 24, 2004
Stuart Hardman (Newbury Park, CA United States)
2 out of 6 found this review helpful
Wiefels get to the heart of high tech marketing. Nothing I have read has more insights or is more useful in the practical application of marketing constructs for high tech. Anybody in high tech, indeed in marketing of any sort, can benefit from these concepts.
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