Shared by setalosas
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The people in your market segment are divided into four groups:

Early Adopters are risk takers who actually like to try new things.

Pragmatists might be willing to use new technology, if it's the only way to get their problem solved.

Conservatives dislike new technology and try to avoid it.

Laggards pride themselves on the fact that they are the last to try anything new.

This drawing reflects the fact that there is no smooth or logical transition between the Early Adopters and the Pragmatists.  In between the Early Adopters and the Pragmatists there is a chasm.  To successfully sell your product to the Pragmatists, you must "cross the chasm".