Michael Eckhardt

"When people ask what I do for clients, I sum it up this way: I help smart teams - typically marketing teams responsible for high-tech products - win in tough markets. This is achieved with tools that drive the right actions at the right time...while also avoiding major market mistakes. We still see too many tech companies out there committing market errors - often in one of these 3 areas:

  1. Which segments or markets to target
  2. How to define a truly 100% whole product
  3. Decisions on channel, price, or message

The good news is that Chasm Institute's predictive tools can help minimize these risks."

Managing Director

Michael Eckhardt is a Managing Director and Senior Workshop Leader at Chasm Institute. He is a veteran of Price Waterhouse (PwC), Harbridge Consulting, Hewlett-Packard, and Pepsico. An MBA graduate of Harvard Business School and a Wall Street Journal Award winner, Eckhardt is a recognized expert in leading 1-day and 2-day Market Strategy workshops aimed at one specific client outcome: accelerating growth for their technology-based products and services in the next 12-24 months.

His client base includes Cisco, Adobe, Hewlett-Packard, QAD, Autodesk, Mentor Graphics, Intel, AT&T Wireless, LMC Data Systems, Agilent Technologies, USSCO, Philips Medical Systems and dozens of other tech companies worldwide. He specializes in 2 advanced programs: "Marketing Tools for Success in High-Tech" (for key marketing teams) and "Go-to-Market Success" (for region + country teams).

Michael provides practical working sessions and predictive tools that help technology clients achieve growth in their most challenging markets. He is also an often requested speaker on these 3 topics important to executives in high-tech: target market success, predicting customer reaction to new product intros, and driving profitable R&D innovation.

Prior to starting his association with The Chasm Group in 1994, Michael directed Hewlett-Packard's worldwide market-focus initiatives. His work with HP contributed to its key business units generating profitable growth from mature product lines, and increasing the market acceptance of new products. He provided HP product divisions, including the market-leading LaserJet and DeskJet printer businesses, with go-to-market workshops, customer needs analysis, and tools to grow market share. Since launch, HP has now sold a total of 450 million printers worldwide, making it one of the most successful tech products of all time.

With more than 20 years of industry and consulting experience, Eckhardt has worked with over 90 technology-based businesses, many on an ongoing basis. He provides strategy workshops to tech companies throughout Silicon Valley and the rest of the US, plus Singapore, Taiwan, Japan, the UK, Israel, Switzerland, France and Germany. The majority of his clients are in IT, consumer electronics, telecom, medical devices and life sciences.

To contact Michael Eckhardt:


tel (408) 422-1328


Video: 10-Minute Video Clip of Michael Eckhardt's Executive Overview 


Chasm Institute LLC helps high-tech teams learn, apply, and implement best practices in market development strategy. These best practices are based on Geoffrey Moore's best-selling books Crossing the Chasm, Inside the Tornado, Living on the Fault Line, Dealing with Darwin, and Escape Velocity plus hundreds of client engagements with high-tech companies. 

Chasm Institute helps companies align their product development, marketing, and sales functions to achieve and maintain market leadership in their categories.


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