MENTAL MODEL · M1389

Bowling Alley

BusinessHigh supportStrategic Management

Included

Version 1.0.0 · Updated 2026-07-30

CORE DEFINITION

After crossing the Chasm, this is the first stage of entering the mass market. At this point, a full-frontal attack is not advisable; instead, like bowling, you should first knock down the first niche market (pin 1), then use its impact to knock down adjacent niches (pins 2, 3).

SCAFFOLDING EFFECT

psychology

Reduce cognitive load

Niche market strategy. Capturing the mass market must rely on the 'domino effect' across vertical industries. Do not try to boil the ocean.

anchor

Anchor fast decisions

A late-stage product adoption strategy proposed by Geoffrey Moore in 'Crossing the Chasm'. After technology crosses the 'chasm' from early adopters to the mainstream market, it should not be rolled out broadly, but first capture a niche segment (the first pin), using its success and word-of-mouth as a 'trigger' to knock down adjacent segments (domino effect), expanding circle by circle.

MINIMUM ACTION

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Practice this model in one real situation:

Choose a niche market with strong pain points, high willingness to pay, and easy to capture as the 'first pin'
Concentrate resources to achieve absolute leadership in that market
Leverage its case and channels to radiate to adjacent segments
Advance circle by circle, avoiding resource dilution and 'boiling the ocean'.

Check to track your progress (stored locally)

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Source support: Explicit

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en.wikipedia.orghttps://en.wikipedia.org/wiki/Bowling_alleyZH · Explicit
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