While crossing the chasm applies to technologies and products across an industry lifecycle, Stocking’s corollary is that it can also apply to a single customer or client. It’s not only the industry or technology that goes through a cycle, individual clients and customers do as well.
If you are concerned about the lifetime value of a client, you have to bring new ideas, services and products to your existing base, otherwise they are going to forget about you and go somewhere else. It’s surprising how often this happens. When it does, you’ll often find yourself driving into your own chasm.Read More