5. Geoffrey A. Moore discovered that technology startups with a business-to-business sales model experience an initial burst of sales, then sales drop to none (or nearly none). This is known as the problem of crossing the ________. *

1 point

Your answer

6. The reason sales drop off and new customers can't be found easily is based in the behaviour of most decision-makers to prefer: *

1 point

Proof this delivers promised benefits, by confirming with relevant references.

Just lower your price: new companies can't succeed without competing on price.

A completely risk-free world where they never pioneer anything.

Proof that the leading companies have chosen this product before they make a move.

7. If three references is the minimum to have, any three will do. *

1 point

True

False

8. Startups offering new consumer products need to follow a strategy that includes: *

1 point

Discounted prices: consumers love a bargain.

Offering many product variations (SKUs) to reach many minor submarkets.

Exhibit at trade shows to reach distributors and retailers.

Advertise to reach consumers, so they know to ask for the product.