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Geoffrey A. Moore

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Born

in Portland, OR, The United States

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http://www.geoffreyamoore.com

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geoffreyamoore

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Business

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July 2012

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Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Mohr Davidow portfolio and established high-tech enterprises, most recently including Salesforce, Microsoft, Intel, Box, Aruba, Cognizant, and Rackspace.

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, Escape Velocity, address Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Mohr Davidow portfolio and established high-tech enterprises, most recently including Salesforce, Microsoft, Intel, Box, Aruba, Cognizant, and Rackspace.

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, Escape Velocity, addresses the challenge large enterprises face when they seek to add a new line of business to their established portfolio. It has been the basis of much of his recent consulting.

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.

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Starting the Dialogue: Discussing the Infinite Staircase via Book Review

In his review of The Infinite Staircase, Bill Bartlett has done me the honor every author most cherishes—he has read my book thoughtfully and has engaged directly with its claims. He and I don’t see eye to eye on many of these claims, but we both have deep respect for Western philosophy and religion, so I welcome the opportunity to do a kind of Point/Counterpoint with his review. In this context,

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Average rating: 3.99 · 31,838 ratings · 1,070 reviews · 31 distinct works • Similar authors

	Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore (Goodreads Author), Regis McKenna (Foreword) 4.01 avg rating — 27,749 ratings — published 2006 — 49 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets 3.97 avg rating — 1,451 ratings — published 1995 — 39 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Zone to Win: Organizing to Compete in an Age of Disruption 3.87 avg rating — 1,069 ratings — 11 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Escape Velocity: Free Your Company's Future from the Pull of the Past 3.89 avg rating — 636 ratings — published 2011 — 15 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Dealing with Darwin: How Great Companies Innovate at Every Phase of Their Evolution 3.78 avg rating — 360 ratings — published 2005 — 30 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The Gorilla Game: Picking Winners in High Technology by Geoffrey A. Moore (Goodreads Author), Paul Johnson 3.81 avg rating — 238 ratings — published 1998 — 21 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Living on the Fault Line : Managing for Shareholder Value in the Age of the Internet 3.69 avg rating — 130 ratings — published 2000 — 19 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The Infinite Staircase 4.23 avg rating — 52 ratings — 2 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	キャズム by Geoffrey A. Moore (Goodreads Author), 川又政治 (Translator) really liked it 4.00 avg rating — 4 ratings — published 2002 — 2 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	ライフサイクルイノベーション by Geoffrey A. Moore (Goodreads Author), 栗原潔 (Translator) 3.75 avg rating — 4 ratings — published 2006	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars

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Quotes by Geoffrey A. Moore (?)

“The number-one corporate objective, when crossing the chasm, is to secure a distribution channel into the mainstream market, one with which the pragmatist customer will be comfortable. This objective comes before revenues, before profits, before press, even before customer satisfaction. All these other factors can be fixed later - but only if the channel is established.”
― Geoffrey A. Moore, Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

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“pragmatists are more interested in the market’s response to a product than in the product itself. What”
― Geoffrey A. Moore, Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers

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“This material focuses primarily on marketing, because that is where the leadership must come from,”
― Geoffrey A. Moore, Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers

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