Crossing the Chasm & Tech Adoption Revisited w/ Geoffrey Moore AZ TRT S05 EP11 (226) 3-17-2024   Things We Learned This Week •      Crossing the Chasm book (1990) has become part of the lexicon for Tech Industry knowledge, mass influence on Tech CEOs last 25 years, constant references •      Chasm – early market vs. mainstream market •      5 Stages of Adoption – Innovators, Early Adopters, Early Market Pragmatists, Late Majority, Laggards •      Win tech ‘primaries’, win some ‘beachheads’ & create whole niche market – get mainstream market to create momentum to the point everyone wants the product •      Legacy Co’s fail to make tech turn, because they lose money in short term shifting to new disruptive tech away from mature industry that brings in bulk of profits $     Guest: Geoffrey Moore http://www.geoffreyamoore.com/ https://www.linkedin.com/in/geoffreyamoore/ https://twitter.com/geoffreyamoore   Bio: Managing Director, Geoffrey Moore Consulting Venture Partner, Wildcat Venture Partners Chairman Emeritus, TCG Advisors, Chasm Institute and The Chasm Group Member of the Board of Directors of several pre-IPO Companies Books – Crossing the Chasm, Zone to Win, Inside the Tornado, The Infinite Staircase, Escape Velocity & more…     Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Wildcat Venture Partners portfolios and established high-tech enterprises, most recently including Salesforce, Microsoft, Autodesk, F5Networks, Gainsight, Google, and Splunk. Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies come to prominence from the past decade. Moore’s most recent work is the, The Infinite Staircase, a bold new book, high-tech’s best-known strategist makes a seminal contribution to the search for meaning in a secular era. Two questions fundamental to human existence have always been the metaphysical “where do I fit in the grand scheme of things?” and the ethical “how should I behave?” Religion is no longer a source of answers for many people, and nothing has replaced it. Irish by heritage, Moore has yet to meet a microphone he didn’t like and gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for a next generation of tech industry leaders. Moore has a bachelors in American literature from Stanford University and a PhD in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.   Notes: Crossing the Chasm book Crossing the Chasm, Take Two: Growing to Scale in B2B2C Markets Crossing the Chasm (1990) has become part of the lexicon for Tech Industry knowledge, mass influence on Tech CEOs last 25 years, constant references 5 Stages of Adoption – Innovators, Early Adopters, Early Market Pragmatists, Late Majority, Laggards Disruptive Innovation – is created & e