Case Name :      FLYHT: Crossing the Chasm

Authors :           Brian Anderson, Ken Mark

Source :             Ivey Publishing

Case ID :            W12075

Discipline :        Marketing

Case Length :    16 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

AeroMechanical Services, Ltd. has a superior aircraft-monitoring product, FLYHT, which is significantly more advanced than the typical flight data recorder used by airlines. It can be easily installed and provides a wide range of real-time information that could be critical for airlines looking to reduce costs and improve safety. Yet it continues to struggle to get its solution adopted by major airlines. The vice president of business development for AeroMechanical is looking for a way to “cross the chasm” to expand sales from the early-adopter market to the major carriers.