Crossing the Chasm by Geoffrey Moore

Win one pragmatist beachhead with a whole product before you go wide.

Three takeaways for AI PMs

• Know which side of the chasm each customer is on
• Pick one beachhead and own it
• Ship the whole product, which in AI means the trust scaffolding: Moore says you may be living on project work until the product is stable enough to productise; cross only then.

Do this Monday

• In your next customer review, mark each active account visionary or pragmatist and count the pragmatist references you could give a sceptical buyer today; zero is a launch blocker.
• Before the next launch, write the pragmatist's whole-product checklist: integration, support, what the user sees when the answer is wrong, and who they call.
• In your next pricing conversation, replace any discount offered to win a stalled deal with a risk reducer: a scoped pilot, named support, a rollback path.