The Savvy Entrepreneurial Firm feature in Chapter 13 focuses on Salesforce.com, a company that pioneered the idea of software as a service (SaaS). The main point of the case is that rather than remaining a niche product, Salesforce.com's product, which is an online software platform for salespeople, has ________ and appeals to mainstream customers.
A) crossed the divide
B) jumped the divide
C) leaped the technology curve
D) crossed the chasm
E) crossed the valley

Question

Quizplus · Accepted Answer

The term "crossed the chasm" refers to a concept popularized by marketing expert Geoffrey Moore in his book "Crossing the Chasm." It refers to the gap between early adopters of a new technology and the larger, more mainstream market. Successful companies must "cross the chasm" by transitioning from early adopters to mainstream customers. The case study highlights how Salesforce.com was able to do so, becoming a widely accepted platform for salespeople rather than remaining a niche product.

The Savvy Entrepreneurial Firm Feature in Chapter 13 Focuses on Salesforce.com