Learn in the textbookInnovation Theory and the Three Barriers to Commercialization
DefinitionThe chasm (キャズム) is the deep, hard-to-cross gap that a new product meets as it spreads, at the point where adoption moves from early adopters to the early majority.
ExplanationDiffusion of innovations theory sorts consumers into five groups by how early they adopt a new product: innovators, early adopters, early majority, late majority and laggards. The first two groups value novelty, while the majority wants a track record and peace of mind, so adoption tends to stall at the boundary between them. Geoffrey Moore pointed out this gap and argued that reaching the mainstream market takes a different way of selling aimed at the majority.
AnalogyA new kitchen gadget is the talk of a few enthusiasts but struggles to reach the many households waiting for word of mouth and a sales record in stores; the invisible valley between them is the chasm.
Memory hookIn English, a chasm is a deep crack in the ground. It is not a ditch you can step over but a rift you can only cross by building a bridge.