This document discusses strategies for marketing high-tech products by crossing the "chasm" between early adopters and the mainstream market. It describes Everett Rogers' diffusion of innovations theory and the technology adoption life cycle, which divides adopters into innovators, early adopters, early majority, late majority and laggards. For high-tech, Geoffrey Moore's model names the categories technology enthusiasts, visionaries, pragmatists, conservatives and skeptics. The document explains how differences between these groups cause cracks and chasms in adoption. It advocates focusing on a beachhead segment using segmentation, differentiation, positioning and distribution to target a compelling customer and cross the chasm to the mainstream.