Andy on Twitter

  • It’s funny how governments champion a surplus vs breakeven. How much does society miss out on as a result of a surp… ,
  • The roll-up continues, convienently slapping the CX label on it... Accenture Interactive buys Droga5, consultancy c… ,
  • Everything that is wrong with Apple exemplified in one move... total disregard for other users, ecosystems, our lib… ,
  • Loving Rich’s interview with Jack Dorsey. So many ideas and lessons in here. Worth a listen. Thanks ⁦@richroll⁩ ,
  • Am just amazed how bad receipt capture and processing apps are for SMBs. So primitive with poor functions and featu… ,
  • Trying to setup any product is enough to send anyone into the depths of despair. So bad. Why can’t everyone just use @google,
  • Hey, anyone got line of sight to a great contract or semi perm proposal writer in the US?,
  • Huge congrats to the Four Pillars gang. Amazing brand building and products are brilliant. Way to go. Beer giant Li… ,
  • And it so so hard for so many small businesses - tax policies and particular are just crazy ,
  • Whoever voted for this guy, please don’t do it again. Clearly has neither the intellect or sensitivity to lead. Ra… ,
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Eat or Be Eaten

Over the past couple of decades, The Chasm model has been the centrepiece of nearly every conversation I’ve had about launching new technology. 

While its merits are many, lately I’ve been wondering how applicable it is in business-to-business markets. Sure there are early adopters. Perhaps even an early majority. Its the late majority that seems to be in trouble. 

Having sat around harvesting revenue from their customer base the late majority one-day wake-up to face a revenue precipice. In short, the early adopters and majority reach a tipping point and start acquiring their customer base en-masse. Powered by the economics of the cloud (not just technology but also business) these new players scale at speed – achieving continuous growth rates in the high double and even triple digits.

We see a couple of shifts driving the acceleration of the new players. For instance, Cloud technology and business models on the supply side, and then mobile on the demand side. Entrepreneurs emerge from both sides presenting the late majority with an impossible force to counter – and their brand advantage and customer relationships are quickly weakened.

The message is clear. Rather than wait for the late majority, fuel the high-growth early adopters and watch them grow. Who would you rather be backing – or be – the eater or the eaten.

 

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