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Every startup founder knows about Geoffrey Moore's concept of "crossing the chasm"–that you have to change your marketing and sales approach as you gain marketshare fit a more conservative buyer. But most fail to internalize what crossing the chasm means when it comes to their product.
Every startup founder knows about Geoffrey Moore's concept of "crossing the chasm" –that you have to change your marketing and sales approach as you gain marketshare fit a more conservative buyer. Weak-link problems are solved by eliminating failure in all dimensions–it's why the FDA puts standards on the internal temperature of your meat or why you might study the p95 latency of an endpoint. Founders need to simultaneously balance the "production-grade" infrastructure needs of their existing customers while incubating the high-variance labs to launch the next big product.
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