{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Operator's Canon","title":"We Were Flying, Then We Stalled, Crossing the Chasm","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/8157eea2\"></iframe>","width":"100%","height":180,"duration":558,"description":"A B2B software founder rode a wave of scrappy early customers, then watched growth stall as pragmatic buyers keep asking \"who else like us is using this?\" Brian and Dave name the wall — the chasm, from the playbook Geoffrey Moore popularized in \"Crossing the Chasm,\" building on the older technology-adoption lifecycle. They get into why the vision pitch that won early adopters is noise to the mainstream, why references carry the most weight inside a segment, and the two-move fix — a narrow beachhead plus the \"whole product\" — along with where the model doesn't apply. Monday Move: write one sentence — \"We are the obvious choice for ______\" — and fill the blank with a single narrow segment. No \"and,\" no second market.\nWritten version and this week's Monday Move: The Operator's Library at mmsvegas.com.","thumbnail_url":"https://img.transistorcdn.com/aQIfTzLICsQKCtBAGh5CfKZmI8srAf5E3AuKQIGsZ9E/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jM2E0/MDA5N2EzMWVlYTVk/NTNiYTIwYThlY2Yy/NTQ2YS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}