Geoffrey A. Moore
Many high-tech startups fail because they cannot transition from selling to early visionaries to securing the mainstream market. This transition is known as crossing the chasm.
Technology adoption follows a curve consisting of innovators, early adopters, early majority, late majority, and laggards.
A massive gap exists between early adopters and the early majority because pragmatists do not trust the recommendations of risk-taking visionaries.
To successfully cross this chasm, a business must focus all its resources on dominating one specific niche market.