Crossing the Chasm is a well-known concept. Startups start by acquiring innovators, spread into early adopters, and then stall as they try to acquire the early majority of customers who care less about the novelty of their solution and instead need something that solves real problems and is packaged and sold in a manner they can buy. Jumping to the other side requires rethinking everything. Many startups shoot out of the gates by selling to other startups only to hit a ceiling when they reali...
