[Esip-visioneers] Pioneers and Settlers

[Gallagher James]

On Feb 10, 2014, at 12:22 PM, Ted Habermann <thabermann at hdfgroup.org> wrote:

> Hello all,
> 
> Today at the Visioneers call I mentioned Pioneers and Settlers... This is a summary of the section of Crossing The Chasm (Geoffrey Moore) that discusses this difference... It is not as good as the original, but it is what I could find…

Blank and Dorf talk about this, although not in these terms exactly, in “The Startup Owner’s Manual.” I know it’s a silly title, but it’s actually quite a good book.

James

> 
> Ted
> 
> Organizational Decisions: From Pioneers to Settlers
> 
> Crossing the chasm and leaving it behind involves a transformation in the enterprise from being pioneers to becoming settlers. In the early market, the organization was pushing the edge of the technology application envelope. There is little established infrastructure an often no documentation. The object was to create a workable solution to a definable problem. Their drive and brilliance is what fuels the early market.
> 
> Once the chasm has been crossed, this same organization needs to fundamentally change its focus from solving the problem to installing the solution and this change requires a very different mindset. As the enterprise shifts from the product-centric world of the early market to the market-centric world of the mainstream, these pioneer technologists need to be transferred to another project since their skills are not well suited to the new market goals.
> 
> Management needs to shift to the new paradigm or move on to new pastures. Sales workers need to adjust their pitch from that devised for the visionary and a new one adapted to the pragmatist buyer. All must make the transition or be replaced for it is often this failure to change at this time that drags companies back into the chasm.
> 
> The role of settlers is vastly different from that of pioneers. The enterprise that successfully crosses the chasm into the mainstream will have to adjust every aspect of their being to the new reality of their post chasm development. The settler doesn’t take over the role of the pioneer. He takes on a new role, the role of the settler. The role of the pioneer is over and is properly left behind. New compensation models must be created. New management positions must be created and filled, either with existing employees who are able to make the transitions or new employees who replace those who cannot evolve into their new roles.
> 
> Crossing the chasm is not a goal on the road to profitability, it brings on a sweeping and fundamental change in the organization. But once it has been accomplished, great profit and growth are achievable. And this is why you started the venture in the first place.
> 
> 
> 
> 
> <SignatureSm.png>
> 

--
James Gallagher
jgallagher at opendap.org
406.723.8663

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