The term “Crossing the chasm”  was coined by renowned business writer Geoffrey A. Moore. The leap a start-up technology company must make when moving from marketing their products initially to early adopters, to the mainstream market, is described as the“chasm”. Different skills and resources are required to make this transition.

Relating it to sales, we see the chasm as the struggle a company faces when trying to commercialize their product and create a scalable and sustainable sales organization. While companies understand the founder alone cannot continue as the primary sales resource, they also may not have the financial resources to afford a full-time sales team. They DO need to refine their sales messaging, start focussing on specific target markets, begin cold calling and implement some sales process and structure to ensure growth. VA Partners offers this sales assistance on a part-time basis providing access to the resources needed to scale in a financially friendly way. Learn more about our services.