Geoffrey Moore’s Crossing the Chasm is perhaps the single most influential technology marketing book. When I first read it a few years ago, everything in it made sense and it gave me a better feel for where my company was (spoiler alert: it’s not necessarily where we thought we were). So when several people recommended Inside the Tornado – a sequel of sorts – I was ready to dig in and love it.
But I didn’t love it. It’s not because Moore is wrong. I don’t claim to know enough to assert that, and in fact I think he’s probably right on the whole. My dislike for the book instead is a matter of literary and ethical concerns.
The literary concern is what struck me first, so I’ll start there. Whereas the metaphor in Chasm is very straightforward, Tornado is a mess. You start in the bowling alley and then a tornado develops and eventually you end up on Main Street. Also, you want to be a gorilla or maybe a chimpanzee, but probably not a monkey. In fairness to Mr. Moore, some of this is because the concepts he tried to communicate became more complex in Tornado. Instead of the broad concepts of the Technology Adoption Life Cycle, he focuses on the more intricate motions that happen on a smaller scale. As a meteorologist, I can appreciate this. Nonetheless, the roughness of the metaphor distracted me from the message of the book.
I’m also not particularly keen on what Moore tells us we must do to achieve dominance in the market. “To hell with quality or what your customer wants” may be the best way to achieve the market position you want when conditions are favorable to you. That doesn’t mean it’s what I want to do. Reading this book made me think of Don McLean’s third-most popular song: “if winning is what matters I respect the ones who fail.”
I suppose it may be a disconnect between my goals and what Moore assumes my goals are. Although I am a very competitive person, I am not interested in winning for winning’s sake. I want to do work that makes the world better, and if we’re in second or third place, that just means that others are also making the world a better place. That doesn’t seem like losing to me.
Inside the Tornado is one of those books that every technology marketer should read. But that doesn’t mean I recommend it.