Here are some more great quotes/words of wisdom from “Crossing the Chasm.”
“For those who wish to take a more prudent course, however, whole product planning is the centerpiece for developing a market domination strategy. Pragmatists will hold off committing their support until they see a strong candidate for leadership emerge.”
“The contract does not require the company to deliver on this promise–but the customer relationship does. Failure to meet this promise in a business to business markethas extremely serious consequences.”
“By solving the whole product equation for any given set of target customers, high tech has overcome its single greatest obstacle to market development.”
“Every additional new target customer will put additional new demands on the whole product.”
“If you leave your customer’s success to chance, you are giving up control over your own success.”
“The fundamental rule of engagement is that any force can defeat any other force–if it can define the battle. If we get to set the turf, if we get to set the competitive criteria for winning, why should we ever lose? The answer is depressingly enough, is because we don’t do it right…we misinterpret what our target customers really want.”
“If you are fresh from developing a new value proposition with visionaries, that competition is not likely to exist–at least not in a form that a pragmatist would appreciate.”
“Unfortunately where there is no competition, there is no market.”
“Resistance has been a function of intertia growing out of commitment to the status quo, fear of risk, or lack of a compelling reason to buy.”
“Pragmatists work to educate the company on the risks and costs involved. Visionaries counter with charismatic appeals to taking bold and decisive actions.”
“…there are not enough visionaries to go around.”
“In the pragmatist’s domain, competition is defined by comparative evaluations of products and vendors within a common category.”
“Pragmatist buyers do not like to buy until there is both established competition and an established leader, for that is a signal that the market has matured sufficiently to support a reasonable whole product infrastructure around an identified ceterpiece.”
“Competition, therefore, becomes a fundamental condition for purchase. So, coming from the early market, where there are typically no perceived competing products, with the goal of penetrating the mainstream, you often have to go out and create your competition.”
The four domains of value in high-tech marketing:
1. Technology
2. Product
3. Market
4. Company
“Skeptical generalists may not take an interest in an unproven company buy are always interested in new market developments.”
“Develop a mainstream market by demonstrating a market leadership advantage and converting it to company credibility.”
“We must shift our marketing focus from celebrating product centric value attributes to market centric ones.”
“You choose your competition to help you define the niche market you will dominate. As long as they are well behaved and stay out of your niche, you go out of your way to honor their achievements elsewhere. If they should stray into your niche, on the other hand, you must defeat them totally. The beachhead segment must be your niche and yours alone, separated from all others by tall barriers to entry. Just remember your Robert Frost–’Good fences make good neighbors.’”
“Just as football coaches have to make half-time adjustments to their game plans, so do marketers.”
“Marketers revisit the same audiences many times over during the life of a product. Establishing relationships of trust, therefore, rather than wowing them on a one-time basis, is key to any ongoing success.”
“It is not that we lack for ideas, usually, but rather that we cannot express them in any reasonable span of time.”
“A product with an uncertain position is very difficult to buy.”
“The key is to define your position based on the target segment you intend to dominate and the value proposition you intend to dominate it with.”
“Remember, the goal of positioning is to create and occupy a space inside the target customers’ head.”
“It’s like a telegram with less than one line. If you don’t make the choice to fill the space with a single attribute, then the market will do it for you.”
“Positioning is not about hype. It is about clear and precise direction.”
“The toughest thing about high tech marketing is that just about the time you get the hang of something, it becomes obselete.”
“To the pragmatist buyer, the most powerful evidence of leadership and likelihood of competitive victory is market share.”
“Finally, communicating via the business press has to be done within the framework of a big idea.”
“For a technology story to be a business story, it has to be about something that transcends high tech.”
“Decisions in both distribution and pricing, therefore, have enormous strategic impact, and, with distribution in particular, there is typically only one chance to get it right.”
“The most consistently successful channel in high tech has been the direct sales force.”
“The direct sales force is optimized for creating demand.”
“When functioning at its best, within the limist just laid out, direct sales is the optimal channel for high tech. It is also the best channel for crossing the chasm.”
“All other things being equal, direct sales is the preferred alternative because it gives us maximum control over our own destiny.”
“Retail distribution is structurally unsuited to solving the chasm problem.”
“Retail simply cannot sponsor discontinuous innovations.”
“Today, the domain between $10k and $75K is where the structural problem is high tech distribution is taking its greatest toll.”
“There are not enough VARs to go around.”
“VARs tend to be people who perceive themselves not as salespeople but as problem solvers. Often technical in orientation, they perceive selling as a necessary evil, what you have to do in order to get the “real work.” This service oriented rather than sales oriented self perception results in a channel that is not very good at selling, further contributing to its inefficiency.”
“VARs are problematic as mainstream distribution channels.”
“[Integrators] are…an important part of the mainstream marketing program.”
“It is critical for company crossing the chasm to work with systems integrators.”
“The most important marketing contribution to ensuring effective working relationships with systems integrators is a communications task, not a selling one.”
“Local VARs are not as a rule very good marketing organizations.”
“The OEM sales force is likely to be focused on the big-ticket products that come out of the company’s own R&D labs, not the add-on product coming in from another vendor.”
“Cosell with a whole product partner…sharing leads.”
“Selling partnerships, in other words, are good for priming the pump, but not for the long term.”
“Outbound retail sales forces…do not meet the chasm criteria.”
“The internet is a superb channel, for it gives visibility to no-name companies at a very low cost.”
“Crossing the chasm requires face-to-face meeting swith the target customer to help diagnose their problem and prescribe an herefofore unavailable solution.”
“In sum, it is hard to imagine going to market in high tech without making the internet medium part of your marketing mix. But for direct sales of chasm-crossing offers, you can ignore this channel entirely.”
“You simply cannot afford to lose one day of opportunity, and the only channel that would ever be that responsive to your needs is your own.”
“You start the fire. Once the fire is lit, however, then your job is to spread it as rapidly as possible. This is a totally different problem, and often the people that are good at the one are not good at, indeed often resist transition to, the other.”
“They have waited a long time before buying the product–long enough for complete institutionalization of the whole product, and long enough for prices to have dropped to a only a small margin above cost. This is their reward for buying late.”
“Avoid making the wrong kind of commitments in the prechasm period.”
“The dream of getting rich on equity is only an excuse, something to hold out to your family and friends as a reationale for all this otherwise crazy behavior. So early market entrepreneurs are not called to focus on, nor are they oriented toward, making money.”
“Only the most successful high tech companies have achieved such a state; most continue to fluctuate more dramatically than the financial community can understand, with the result that their stocks routinely take a vicious beating at the slightest indication of bad news.”
“The great benefit of adopting the discipline of profitability at the outse tis that you do not have to learn it later on. All too frequently, even when they are led by experienced managers, enterprises that are funded for long periods of time fall into a ‘welfare state of mentality.’”
“The explosion of the internet has created a land-grab mentality herefofore unknown, and everyone is racing to beat out competitors in captureing market share.”
See Crossing the Chasm post I
See more information at the digital signage blog
Tags: Goeffrey Moore·Marketing
I recently finished (for the second time) Geoffrey Moore’s book entitled “Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers.” What a great book. Although it was originally written in 1991 and revised in 1999 (now ten years ago), it still offers some great insight into converting sales in the high-tech and emerging markets. I’m putting some of my favorite quotes from the book in this post. You’ll will also see me quote him regularly at the digital signage blog.
“The point of greatest peril in the development of a high tech market lies in making the transition from an early market dominated by a few visionary customers to a mainstream market dominated by a few visionary customers to a mainstream market dominated by a large block of customers who are predominately pragmatists in orientation.”
“If prudence rather than brilliance is to be our guiding principle, then many heads are better than one.”
“What happens more often is a desperate attempt to recreate momentum, typically through some highly visible form of promotion, which ends up making the company look like Tarzan frantically jerking back and forth trying to get a vine moving with no leverage.” Just a caviat: This reminds me of Wireless Ronin, who is the lead sponsor of the next digital signage expo. It would seem that their bleeding company is currently acting as the frantic Tarzan…
“Each of the gaps [in the technology adoption life cycle] represents an opportunity for marketing to lose momentum, to miss the transitions to the next segment, thereby never to gain the promised land of profit-margin leadership in the middle of the bell curve.”
“The key to winning over [the pragmatist] segment is to show that the new technology enables some strategic leap forward, something never before possible, which has an intrinsic value and appeal to the nontechnologist.”
“Transitioning from the early to the late majority, has to do with demands on the end user to be technologically competent.”
“At a time of greatest peril, when the company was just entering the chasm, its leaders held high expectations rather than modest ones, and spent heavily in expansion rather than husbanding resources.”
“To reap the rewards of the mainstream market, your marketing strategy must successfully respond to all three of these stages.”
“Marketing professionals insist on market segmentation because they know no meaningful marketing program can be implemented across a set of customers who do not reference each other. The reason for this is simply leverage. No company can afford to pay for every marketing contact made. Every program must rely on some ongoing chain reaction effects–what is usually called word of mouth. The more sefl-referencing the market and the more tightly bounded its communications channels, the greater the opportunity for such effects.”
“In every case, [visionaries] took significant business risks with what at the time was unproven technology in order to achieve breakthrough improvements in productivity and customer service. And that is the key poit. Visionaries are not looking for an improvement; they are looking for a fundamental breakthrough.”
“The key point is that, in contrast with the technology enthusiast, a visionary derives value not from a system’s technology itself but from the strategic leap forward it enables.”
“At the end, you need to be very careful in negotiations, keeping the spark of the vision alive without committing to tasks that are unachievable within the time frame allotted.”
“In terms of communications, typically you don’t find [visionaries], they find you.”
“Visionaries are the ones who give high-tech companies their first big break. It is hard to plan for them in marketing programs, but it is even harder to plan without them.”
Problem: “a company sells the visionary before they have the product.”
“It is crucial, therefore, for any long term strategic marketing plan to understnd the pragmatist buyers and to focus on winning their trust.”
“Marketing leadership is crucial, therefore, to winning pragmatist customers.”
“[Pragmatists] get measured year in and year out on what their operation has spent versus what it has returned to the corporation.”
“Overall, to market to pragmatists, you must be patient. you need to be conversant with the issues what dominate thier particular business. You need to show up at the industry-specific conferences and trade shows they attend. You need to be mentioned in articles that run in the magazines they read. You need to be mentioned in the articles that run in the magazines they read. You need to be installed in other companies in their industry. You need to have developed applications for your product that are specific to the industry. You need to have partnerships and alliances with the other vendors who serve their industry. You need to have earned a reputation for quality and service. In short, you need to make yourself over into the obvious supplier of choice.”
“It is to high tech’s inability to transition its marketing efforst effectively between the pragmatists and the conservatives that poses the greatest threat to its well-being.”
“In a sense, this is a pity because skeptics can teach us a lot about what we are doing wrong….Steamrolling over the skeptics, in other words, may be a great sales tactic, but it is a poor marketing one.”
“You must get into a mainstream market segment soon, establishing long-term relationships with pragmatist buyers, for only through these can you control your own destiny.”
“To enter the mainstream market is an act of aggression…You are an invader.”
“Focus an verabundance of support into a confined market niche.”
“Companies just starting out, as well as any marketing program operating with scarce resources must operate in tightly bound market to be competitive.”
“We do not have, nor are we willing to adopt, any discipline that would ever require us to stop pursuing any sale at any time for any reason.”
“The consequences of being sales-driven during the chasm period are, to put it simply, fatal.”
“Numerous studies have shown that in the high-tech buying process, word of mouth is the number one source of information busyers reference, both at the beginning of the sales cycle, to establich their ‘long lists,’ and at the end…”
“The key to moving beyond one’s initial target niche is to select strategic target market segments to begin with.”
“Make a total commitment to the niche, and then do your best to meet everyone else’s committment to the niche, and then do your best to meet everyone else’s needs with whatever resources you have left over.”
“The companies who failed had overdesigned for the target market because they were hedging their bets. Ironically, in the get act of trying to reduce their market risk, they actually increased it.”
“Applications are what an end user sees…Platforms, by contrast, are multi-purpose by definition…When markets go mass, platforms have the advantage.”
“You need to understand that informed intuition rather than analytical reason, is the most trustworthy decision making tool to use.”
“So the rule of thumb in crossing the chasm is simple: Pick on somebody your own size [when target marketing]”
“Create a marketplace in which your product is the only reasonable buying proposition. That starts…with targeting markets that have a compelling reason to buy your product.”
“Real techies don’t need whole products.”
More to come later in part II
Tags: Crossing the Chasm·Digital Signage·Geoffrey Moore·Marketing to High Tech Customers
When I was like 7, I remember saying to my parents, “there’s just not enough time in the day.” They laughed and said, “wait until you get a little older, you’ll really be saying that.” The sad thing is, I was right even then. But I feel that truth much more now. I can’t wait until I have a family, then it’ll get even better.
This is just s short post outlinging some things I’m grateful for at this time of the year. Yes, I’m busy and yes things need to get done, but I think it healthy to remark on the great blessings I have. So here they are:
- Family
- Friends
- Employment
- Opportunity
- My Country
- My Church
- Nice People
- Food
- Clothes
- Education
- Books
- The Internet
- Technology
- Phones
- My Parents
- Ice Cream
Just reflecting… What are some things you’re grateful for?
Tags:
Just about once a week I get an email from someone, somewhere asking to purchase digitalsignage.com. I have a question, would you sell? Certainly there is a price for everything, but what is it? Mason, my old roommate used to say, quite frequently actually, “everything is for sale.” Just name the price.
This may be true, but where do you draw the line. Prostitution may sound like good money, but for some reason there are no degrees at any major accredited universities (at least that I’m aware of) that offer Prostitution 101.
A long answer to the question is that I’m about as enthusiastic about selling a domain name that could help bring relevant information to the entire digital signage industry as I’m about pimping myself out. Get my drift. Keep your eye open. Things are still moving forward.
Truth be told, I just wanted to see how many hits I would get if I posted “digitalsignage.com for sale” as the title. I should keep an ongoing tally… 
Tags: Digital Signage·digitalsignage.com
A recent statement by the former CEO of Wireless Ronin, Jeffrey Mack, threw up a red flag in my mind:
“We are pleased to be recognized by this industry leading tradeshow which shows that not only do we provide award winning digital signage software and technology solutions, but our company’s creative solutions are also best-in-class in the digital signage industry. We have worked hard to develop end-to-end solutions for our customers and recognize that digital signage programs not only require cutting-edge, dependable software but also engaging and creative content.”
The reason this statement sets me off as a distasteful is because it would seem they are trying to be everything to everyone from the outset. Eventually corporations can work toward that, but initially they need to hunker down, focus on their niche, and milk it for what it’s worth before they branch out into other areas. Expanding product offerings is fine and dandy, but if it’s not as profitable as a core competency, then can it.
I recently read a book entitled Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. One of the key components of the book was a very simple piece of advice, stay focused on the very focused niche in the market you are into. This is a very counterintuitive statement, but believe me it’s the gospel truth.
I see other companies like Scala, Helius, MediaTile and others sticking to what they know and what they’re good at. Perhaps that’s why their balance sheets don’t have numbers outlined by parenthesis and their CEOs are sticking around a while. Just a thought.
Tags: Wireless Ronin
So Capital Networks is releasing something called Audience.tag which places digital signage on a standard sized name tag that goes on a shirt. It reminds me of the “Pitvertising” which I saw several months ago. It would work for certain situations. I can tell you for myself, I would get annoyed if I had a dynamic digital sign on my chest.
One thing about digital signage is that it’s already a bit less under audience control than other forms of digital media and advertising. What makes this form a bit worse is the fact that you can’t get away from it, especially if you’re the one wearing it.
The device is touted as the “wearable media player.” It’s uses are somewhat limited, but the unique “niche” style that Capital Networks has produced here certainly has some applications including:
- Instant engagement between retail sales staff and customers.
- New product introductions and service launches.
- In store brand and media reinforcement.
- Introducing corporate news.
- Tradeshows.
So, if you’re looking for something that’s obnoxious enough to grab customers’ attention at a tradeshow or the like you may want to try Audience.tag….or maybe not, especially if you’re epileptic.
Tags: Audience.tag·Digital Signage
How the integration of RFID into mobile devices can, in my mind, revolutionize targeted digital signage advertising.
I’ve been contemplating writing on this topic for quite a long time. It’s one that needs kickin’ around because I feel it will be of supreme importance in the development of out-of-home advertising going forward. Before I get down to the knitty gritty, let’s visit the idea of RFID technology in general. What is it? How does it work? Where has it been? Where is it going?
RFID stands for Radio Frequency Identification and an RFID device is usually known as a “tag” or “transponder.” Appropriate RFID technology requires not only an RFID tag but also an RFID reader. The RFID tag can be incorporated into anything: a product, an animal, a person, or in this case, a cellular phone. The device is picked up by a reader using radio waves. The signal allows for identifying whatever information is held in the tag. RFID tags are very useful because they can be picked up by the RFID reader from quite a distance away.
According to Wikipedia, “Most RFID tags contain at least two parts. One is an integrated circuit for storing and processing information, modulating and demodulating a radio-frequency (RF) signal, and other specialized functions. The second is an antenna for receiving and transmitting the signal.”
RFID technology is currenly used a great deal in supply chain management. Wal-Mart is a great example of this. With such tight controls on their merchandising systems, Wal-Mart can easily track their inventory with the use of simple RFID tags. The uses go far beyond retail asset management. In fact, I have a couple of friends who live in the Washington DC area who have RFID tags embedded into their vehicles which allow them to autopay for their highway tolls. The uses of these devices are virtually endless. Recently, RFID tags are being used in cellualr phones by a company called SHIFD. But theirs is a story for another occassion.
We’ve determined the uses for RFID technology are vast. Similarly, the technology itself is almost as vast as its uses. For instance, there are several different types of RFID tags that can be used, with ranging functionality based on the specific tag. With such vast uses, it is foolish to conceive the digitla out-of-home segment not jumping all over RFID technology. It’s a simple scenario: embed an RFID tag as standard in mobile devices and embed an RFID reader as standard in digital signage media players. Well, I suppose it’s not that simple. In theory it’s simple, in practice it is, in fact, extremely complex.
RFID, Cellular Phones, and Digital Signage
When a cellular phone is activated how difficult would it be to register the RFID tag inside the device? Not very. In fact, it would be quite simple. A new PDA would simply ask a few questions to determine demographics for out-of-home advertising purposes. Questions like:
What is your year of birth?
What is your gender?
Where are you from?
etc. etc.
After determining the appropriate answers to these questions, the RFID tag then carries this information and transmits it to the RFID reader embedded in digital signage media players. When an individual approaches a digital display, the RFID reader picks up the incoming signal and corresponding demographics of the person carrying the mobile phone and displays ads specifically targeted to the customer’s demographic.
So, in theory, the ad management system on such a digital signage network would be highly targeted and complex, allowing advertisers to enter a portal and specifically target on a local/national basis the age, gender, race, religion of who is going to be within sight of any digital display on the network.
I know it sounds a bit “1984″ or “big brother”esque to have an RFID tracking device in your cellular phone, but let’s face it, we live in a world of decreasing privicy. I know Wirespring’s Bill Gerba posted some time ago on the need for digital signage networks to maintain privacy. While I certainly agree with him, I also believe it’s not a big deal to know generalized demographic information while negating specifics about consumers. But again, that’s just my opinion.
Technical Issues
No doubt you most likely have some questions going through your brain right now:
What about multiple persons in close proximity to the screens? In such a case, what type of content gets displayed?
What about storage space? If you’re talking about storing advertisements on a media player for every type of demographic, how do you manage such a database of advertising information? How are the advertisements pulled to the screen in an efficient manner?
What about privacy? What if people don’t want to register their demographic information into a database?
There are technical ways to go around some of these issues, but others involve changing attitudes about privacy, which may not happen this century…or ever.
Other Applications
I see this going way beyond simply integrating with digital signage, but something that could be used with electronic jukebox systems, smells/perfumes, and social media integration with online sites like Facebook and MySpace.
RFID technology is to targeted out-of-home as Google is to online search.
This type of a system is still several years out, but those willing to push the envelope of technology will be able to capitalize on this type of technology. Who knows, it may never come to pass…
Tags: cell phone·cellular·Digital Signage·mobile marketing·RFID
Why will the Mac Mini not die? Simple: DIGITAL SIGNAGE applications. Think about it for a second, with parnters such as Helius, Nanonation, and Easy Shadow utilizing the Mac Mini as a digital signage media player, do you think Apple is going to pull the plug that quickly. Heck no!
Currently, both Helius and Nanonation are currently rolling out some major digital signage networks allutilizing the Mac Mini as the media playing device. Why the Mac Mini?
- It’s got a decent price point.
- It’s small
- Apple has great support. Especially compared to some of the digital signage media players that are purchased from overseas.
- The partnership with Apple brings in direct referrals from Apple.
Apple would be moronic to destroy the Mac Mini. In fact, I’m sure that the future of the Mac Mini is very secure and that the components, both hardware and software will continue to evolve and improve as only Apple can do.
Tags: digital signage media player
Imagine a 12 foot LED display on the side of a bus that could target time of day, zip-code, block, and ethnicity. Well, it’s a reality. And since Titan plans to invest $90 million into digital signage in the next six months, I would say this is a fairly good start.
The bus digital signage in this case will be rolled out to over 200 buses in New York, Manhatten, and Chicago by first quarter 2009. In this case, the great part of this story is the integration with GPS. The GPS tracking system integrated into the bus digital signage makes for a great way to specifically target the neighborhood of interest. So, for instance, coffee can be advertised in the morning and beer for after work. Kind of crazy.
The original post on this issue stated the following:
Titan Worldwide, which produced the technology, has a 10-year, $800 million contract to sell ad space on the city’s bus and commuter-train systems. Its digital signage — also available on rail and subway vehicles — will appear in key US markets and London, with Ireland and Canada soon to follow, according to the company.
So, if you’re in New York, Manhatten, and/or Chicago expect to see some dynamic bus digital signage. Be aware: you’re probably being targeted.
Tags: bus digital signage
I’ve had a lot of people tell me lately that I don’t have
enough personal stuff on my blog. So, I’ve pasted some high school wrestling
stats on here. The 171 weight class should be of interest
Weight Class : 103
1. 10-JOSH WILLIAMS(KNWK) KENNEWICK 6-5
2. 10-TYSON HINTZ(MSLK) MOSES LAKE
3. 11-LAWRENCE NG(CKIT) CENTRAL KITSAP 4-2 OT
4. 10-MIKE ROGGENKAMP(ENUM) ENUMCLAW
5. 09-B.J. RUSSELL(MSLK) MOSES LAKE inf def
6. 10-JASON KENWAY(TAHO) TAHOMA
7. 10-KO BRUDVIK(EDWD) EDMONDS-WOODWAY 7-3
8. 10-LARS TRULSON(SUMN) SUMNER
Weight Class : 112
1. 12-PRESTON CHADWICK(CKIT) CENTRAL KITSAP 5-3 OT
2. 12-JOHN SOMMER(EVSK) EAST VALLEY (SP
3. 12-JAKE MOTZKUS(BGRD) BATTLE GROUND 13-6
4. 12-CHARLIE WRIGHT(PSCO) PASCO
5. 12-DOUG BAKER(FERR) FERRIS 9-5
6. 10-DAMON KAISER(WILS) WILSON
7. 10-MATT HADREAS(EDWD) EDMONDS-WOODWAY FALL 2:12
8. 10-JESSE GETCHELL(HERI) HERITAGE
Weight Class : 119
1. 12-MICHAEL SATO(JUAN) JUANITA 5-2
2. 12-JAIME GARZA(MSLK) MOSES LAKE
3. 10-FRED FARMER(HERI) HERITAGE 7-3
4. 11-ELI GRINDSTAFF(CAPL) CAPITAL
5. 12-ARWIN SNAY(SKIT) SOUTH KITSAP 6-4
6. 12-KARL KREBS(WENA) WENATCHEE
7. 11-MATT BOYOVICH(KWOD) KENTWOOD 22-9
8. 10-CASEY COX(SPAN) SPANAWAY LAKE
Weight Class : 125
1. 10-ARIEL GARZA(MSLK) MOSES LAKE 5-4
2. 11-TOMMY OWEN(UNIV) UNIVERSITY
3. 12-KYLE COEN(AUBN) AUBURN 14-1
4. 11-JOHN LUCERO(KRID) KENTRIDGE
5. 11-DANNY WICHERS(OAKH) OAK HARBOR 12-4
6. 12-ERIC BRUGGEMAN(JUAN) JUANITA
7. 12-BRETT ROBERTS(GONZ) GONZAGA PREP 15-1
8. 11-ISMAEL VARNELL(RGSK) ROGERS (SPOKANE
Weight Class : 130
1. 12-OZZIE SAXON(OLYP) OLYMPIC 7-5
2. 12-ERIC SCHWARTZ(SRDG) SOUTHRIDGE
3. 11-GABRIEL RAMOS(EISN) EISENHOWER 6-4 OT
4. 12-MIKE McWATERS(MTVW) MOUNTAIN VIEW
5. 11-RYAN UNDERWOOD(FDWY) FEDERAL WAY 4-3
6. 12-MIKE DEVENERE(EVSK) EAST VALLEY (SP
7. 10-JEREMY LaRANCE(SUMN) SUMNER 10-0
8. 12-ANDY AICHELE(SNOH) SNOHOMISH
Weight Class : 135
1. 12-CARLOS ADAMY(MSLK) MOSES LAKE 5-0
2. 11-STEVE McGETTRICK(CAPL) CAPITAL
3. 12-RYAN COUTURE(WDNV) WOODINVILLE 3-1
4. 12-CAMERON SMYRES(AUBN) AUBURN
5. 12-WES LONG(MTVW) MOUNTAIN VIEW DISQ
6. 09-QUINTIN JOSIE(ENUM) ENUMCLAW
7. 12-NOLAN ROGGENKAMP(ENUM) ENUMCLAW 5-3 OT
8. 11-MITCH URRUTIA(OLYP) OLYMPIC
Weight Class : 140
1. 12-DARYL GARDNER(FERR) FERRIS 10-8 OT
2. 12-SCOTT MARTIN(CKIT) CENTRAL KITSAP
3. 12-JASON DEVELA(SUMN) SUMNER 10-3
4. 11-KYLE O’MALLEY(PENS) PENINSULA
5. 12-BRANDON WHISLER(ENUM) ENUMCLAW 8-1
6. 11-BRANDON STOVER(SPAN) SPANAWAY LAKE
7. 12-RICH VIGORITO(FVAN) FORT VANCOUVER 13-5
8. 12-WILLIE ROSS(LINC) LINCOLN
Weight Class : 145
1. 12-JARED WRIGHT(MARN) MARINER 5-2
2. 12-ADAM WHEELER(LWAS) LAKE WASHINGTON
3. 11-BRIAN LANG(OAKH) OAK HARBOR 2-1
4. 10-ADAM EATROS(SRDG) SOUTHRIDGE
5. 12-BRIAN ESPARZA(PSCO) PASCO 5-3
6. 09-DERRICK McLAUGHLIN(CAPL) CAPITAL
7. 12-NICK SISEMORE(SPAN) SPANAWAY LAKE 7-2
8. 12-JOSH COLSON(AUBN) AUBURN
Weight Class : 152
1. 12-JOHN ZAMORA(MSLK) MOSES LAKE 12-2
2. 11-LUKE CHASE(HERI) HERITAGE
3. 11-ADAM HALPIN(CAPL) CAPITAL 10-7
4. 12-ISAIAH HANKEL(EVSK) EAST VALLEY (SP
5. 12-RYAN JONES(ENUM) ENUMCLAW 3-2
6. 12-NICK ROSSMAN(WDNV) WOODINVILLE
7. 12-TYLER TRENDA(EGVN) EVERGREEN (VANC 3-2
8. 12-GAVEN JONES(WILS) WILSON
Weight Class : 160
1. 11-DAN PITSCH(SPAN) SPANAWAY LAKE 18-9
2. 12-DOUG SWANSON(SEHO) SEHOME
3. 12-BEN OSBORNE(UNIV) UNIVERSITY 1-0
4. 12-ZAK DEPUE(RGSK) ROGERS (SPOKANE
5. 11-WAYNE SWARTZ(AUBN) AUBURN 10-5
6. 12-KARL MAGNUSSON(CAPL) CAPITAL
7. 12-DAVID COURCHAINE(UNIV) UNIVERSITY 8-5
8. 10-ADAM YOHE(KELS) KELSO
Weight Class : 171
1. 12-FRANCO SANTIAGO(AURI) AUBURN-RIVERSID TFALL 5:47
2. 11-JESSE SMITH(ELAK) EASTLAKE
3. 12-ANDY CARLILE(BGRD) BATTLE GROUND 12-1
4. 11-CHRIS WENTWORTH(MSLK) MOSES LAKE
5. 12-TYLER BEST(CURT) CURTIS 5-3
6. 11-BRENT LANG(OAKH) OAK HARBOR
7. 12-NATE NEAD(TAHO) TAHOMA 3-1
8. 11-EZRA BOCOOK(NCNT) NORTH CENTRAL
Weight Class : 189
1. 12-TRAVIS PASCOE(GONZ) GONZAGA PREP 14-7
2. 12-JOSH BIRT(EVSK) EAST VALLEY (SP
3. 11-LUKE HETHERINGTON(KWOD) KENTWOOD 6-4 OT
4. 12-JERRY MATSON(KAMK) KAMIAK
5. 12-ROB DeCOU(PANG) PORT ANGELES 5-1
6. 11-ANDY TSIORVAS(SEHO) SEHOME
7. 12-JAKE SHEPPARD(SKIT) SOUTH KITSAP 14-4
8. 12-PEDRO AYALA(WALA) WALLA WALLA
Weight Class : 215
1. 11-KC WALSH(LINC) LINCOLN 7-5
2. 12-AARON SEDLER(FERR) FERRIS
3. 12-SCOTTI ROSS(AURI) AUBURN-RIVERSID 3-1 OT
4. 12-JOE JOHNSON(PUYL) PUYALLUP
5. 12-BEN POORT(REDM) REDMOND 5-3
6. 12-NICK CRONQUIST(SHEL) SHELTON
7. 11-CHASE KLEINSCHMIDT(MTVW) MOUNTAIN VIEW 6-4 OT
8. 10-TY WATTERSON(ENUM) ENUMCLAW
Weight Class : 275
1. 11-ISRAEL SILVA(MARY) MARYSVILLE-PILC 11-7
2. 12-JAMISON HYATT(BOTH) BOTHELL
3. 11-DAVID SCHMIDT(KLAK) KENTLAKE 2-1
4. 11-CORY PROCTER(GHAR) GIG HARBOR
5. 12-JUSTIN BRECKEL(OLYP) OLYMPIC FALL 3:44
6. 12-BRANDON ROOT(MSLK) MOSES LAKE
7. 12-JOSH BUEGE(UNIV) UNIVERSITY 7-2
8. 11-GABE GUTIERREZ(PSCO) PASCO
Tags: wrestling
