The gap between the early adopters who will tolerate anything and the pragmatic majority who need a complete solution and a reference customer who looks like them.
The advice is to stop selling to everyone and dominate one small segment completely, which sounds obvious and is almost never done, because narrowing feels like giving up.
Read April 2012. The examples are from the eighties and nineties and the structural argument is the most durable thing I have read about why good products stall.
