Overview

One of the greatest challenges facing any start-up is “crossing the chasm”: bridging the gap between early adopters and mass-market buyers. Yet many promising businesses struggle even to reach the chasm. Often, founders leap in with money and a dream only to hit a wall. How can start-up founders diagnose and fix problems in order to arrive at this critical point? Edward G. Amoroso provides an indispensable guide for start-ups looking to get off the ground and scale up to the next level. Getting to the chasm, as he illustrates through dozens of real-world case studies, requires long-term vision. Founders must focus on their core belief system—not simply what they do but why they are in business in the first place. Buyers connect with start-ups based on shared beliefs, and any founding team that does not understand this secret will struggle to build relationships with customers. Amoroso shares field-tested guidance for businesses in different spaces and stages on crafting a compelling message, understanding customers, benchmarking against competitors, and leveraging what makes a company irreplaceable. For founders, venture capital teams, private equity firms, investors, and readers with an interest in entrepreneurship, Reaching the Chasm is the roadmap for early-stage start-up success.

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Reviews

I have known Edward G. Amoroso for over 25 years since my time at AT&T. He has witnessed evolutions and revolutions of technology from some of the most innovative founders and entrepreneurs. His book Reaching the Chasm distills decades of knowledge into an understandable framework to achieve early start-up success. -- Lane Bess, CEO, Deep Instinct In Reaching the Chasm, Edward G. Amoroso provides a road map on how to avoid the pitfalls of start-ups by learning from mistakes and strategically planning for success. Through a step-by-step process and using real-world examples, Amoroso answers the question asked by many start-up execs, ‘How do I make my start-up succeed? -- Daniel Lowden, CMO, Blackbird.AI In Reaching the Chasm, Ed Amoroso uses his years of experience to have founders look at standard startup issues through a new and unique prism. He effectively conveys a philosophical wisdom that is wrapped in practical business execution advice. He will make sure you understand “why” you are embarking on the journey you have chosen, and guides you to a happy “community.” -- Ted Schlein, General Partner, Kleiner Perkins and Founding General Partner, Ballistic Ventures

In Reaching the Chasm, author Edward G. Amoroso provides a roadmap on how to avoid the pitfalls of startups by learning from mistakes and strategically planning for success. Through a step-by-step process and using real-world examples, Amoroso answers the question asked by many startup execs, ‘How do I make my startup succeed? -- Daniel Lowden, CMO of Blackbird.AI

Author Information

Edward G. Amoroso is the founder and CEO of TAG Infosphere, a global cybersecurity research and advisory firm, and a distinguished research professor in the Tandon School of Engineering at New York University. The author of several books, he is a former senior vice president and chief security officer at AT&T and has served on major corporate boards.

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