Reaching the Chasm

How to Drive Your Early-Stage Start-Up to Scale

Edward Amoroso (Autor)

Buch | Hardcover

240 Seiten

2025
Columbia University Press (Verlag)
978-0-231-21983-9 (ISBN)

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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 road map for early-stage start-up success.

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.

Preface: Start-Ups Are Harder Than They Look. Much Harder.
Part I. Discovery and Learning
1. Why Are You in Business?
2. What Is Your Value Proposition?
3. Who Are Your Customers?
Part II. Enlightenment
4. Who Are Your Competitors?
5. What Is Your Key Advantage?
6. How Are You Funded?
Part III. Decisions and Actions
7. How Should You Work with Analysts?
8. What Is Your Go-to-Market Process?
9. How Do You Sell?
Part IV. Review and Planning
10. What Is Working in Your Start-Up?
11. Should You Really Be Doing a Start-Up?
Acknowledgments
Index

Erscheinungsdatum	21.10.2025
Zusatzinfo	22 b&w figures
Verlagsort	New York
Sprache	englisch
Maße	140 x 216 mm
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
ISBN-10	0-231-21983-0 / 0231219830
ISBN-13	978-0-231-21983-9 / 9780231219839
Zustand	Neuware