World Model · podcast knowledge graph

Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market

2024-01-25 · 85 min · 51 entities

episode page audio

Asserted relationships

  • 0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986
  • → references Andrew Grove person
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://en.wikipedia.org/wiki/Andrew_Grove
  • → references Recent Activity person
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://linkedin.com/in/geoffreyamoore/recent-activity/articles
  • → references Regis Mckenna Inc company
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://crunchbase.com/organization/regis-mckenna-inc
  • → references Sales Pitch Craft Story Stand book
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Sales-Pitch-Craft-Story-Stand/dp/1999023021
  • 0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Infinite-Staircase-Universe-Ethics-Mortality/dp/1950665984
  • 0.63
    evidence rules-v4
    Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • → hosted by Lenny Rachitsky person
    0.55
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • → discusses Technology company
    0.40
    evidence rules-v4
    Feed category: Technology
  • → discusses Business concept
    0.40
    evidence rules-v4
    Feed category: Business
  • → discusses Entrepreneurship concept
    0.40
    evidence rules-v4
    Feed category: Entrepreneurship
  • → references penname.co website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://penname.co/
  • → references figma.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://figma.com/
  • → references oracle.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://oracle.com/
  • → references salesforce.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://salesforce.com/
  • → references atlassian.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://atlassian.com/
  • → references notion.so website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://notion.so/
  • → references coda.io website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://coda.io/
  • → references khanacademy.org website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://khanacademy.org/
  • → references intel.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://intel.com/
  • → references Documentum website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://opentext.com/products/documentum
  • → references mayoclinic.org website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://mayoclinic.org/
  • → references Figma Product Roadmap person
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://coda.io/@yuhki/figma-product-roadmap
  • → references Kessel Run 12 Parsecs website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://wired.com/2013/02/kessel-run-12-parsecs

Entities found in this episode

websites 24

  • mentioned penname.co website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://penname.co/
  • mentioned figma.com website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://figma.com/
  • mentioned oracle.com website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://oracle.com/
  • mentioned salesforce.com website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://salesforce.com/
  • mentioned atlassian.com website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://atlassian.com/
  • mentioned notion.so website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://notion.so/
  • mentioned coda.io website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://coda.io/
  • mentioned khanacademy.org website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://khanacademy.org/
  • mentioned intel.com website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://intel.com/
  • mentioned Documentum website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://opentext.com/products/documentum
  • mentioned mayoclinic.org website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://mayoclinic.org/
  • mentioned Kessel Run 12 Parsecs website
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://wired.com/2013/02/kessel-run-12-parsecs
  • references penname.co website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://penname.co/
  • references figma.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://figma.com/
  • references oracle.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://oracle.com/
  • references salesforce.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://salesforce.com/
  • references atlassian.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://atlassian.com/
  • references notion.so website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://notion.so/
  • references coda.io website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://coda.io/
  • references khanacademy.org website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://khanacademy.org/
  • references intel.com website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://intel.com/
  • references Documentum website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://opentext.com/products/documentum
  • references mayoclinic.org website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://mayoclinic.org/
  • references Kessel Run 12 Parsecs website
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://wired.com/2013/02/kessel-run-12-parsecs

books 9

  • 0.90
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986
  • 0.90
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Sales-Pitch-Craft-Story-Stand/dp/1999023021
  • 0.90
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Infinite-Staircase-Universe-Ethics-Mortality/dp/1950665984
  • 0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986
  • 0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Sales-Pitch-Craft-Story-Stand/dp/1999023021
  • 0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://amazon.com/Infinite-Staircase-Universe-Ethics-Mortality/dp/1950665984
  • 0.72
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)
  • 0.62
    evidence rules-v4
    author of Obviously Awesome and Sales Pitch)

persons 9

  • mentioned Andrew Grove person
    0.90
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://en.wikipedia.org/wiki/Andrew_Grove
  • mentioned Recent Activity person
    0.90
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://linkedin.com/in/geoffreyamoore/recent-activity/articles
  • references Andrew Grove person
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://en.wikipedia.org/wiki/Andrew_Grove
  • references Recent Activity person
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://linkedin.com/in/geoffreyamoore/recent-activity/articles
  • mentioned Lenny Rachitsky person
    0.70
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • mentioned Geoffrey Moore person
    0.66
    evidence rules-v4
    Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market
  • hosted by Lenny Rachitsky person
    0.55
    evidence rules-v4
    Feed author/publisher: Lenny Rachitsky
  • mentioned Figma Product Roadmap person
    0.45
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://coda.io/@yuhki/figma-product-roadmap
  • references Figma Product Roadmap person
    0.38
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://coda.io/@yuhki/figma-product-roadmap

companys 4

  • mentioned Regis Mckenna Inc company
    0.90
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://crunchbase.com/organization/regis-mckenna-inc
  • references Regis Mckenna Inc company
    0.77
    evidence rules-v4
    Link in episode "Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market": https://crunchbase.com/organization/regis-mckenna-inc
  • mentioned Technology company
    0.50
    evidence rules-v4
    Feed category: Technology
  • discusses Technology company
    0.40
    evidence rules-v4
    Feed category: Technology

concepts 4

  • mentioned Business concept
    0.50
    evidence rules-v4
    Feed category: Business
  • mentioned Entrepreneurship concept
    0.50
    evidence rules-v4
    Feed category: Entrepreneurship
  • discusses Business concept
    0.40
    evidence rules-v4
    Feed category: Business
  • discusses Entrepreneurship concept
    0.40
    evidence rules-v4
    Feed category: Entrepreneurship

podcasts 1

Episode description as stored
Geoffrey Moore is an author, speaker, and advisor, widely known for his seminal book Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers , which many consider the most important book ever written on go-to-market strategy. Moore’s work is focused on the market dynamics surrounding disruptive innovations, and how one overcomes the challenge of transitioning from serving early adopters to the mainstream. In this episode, we discuss: • What “crossing the chasm” means • What steps to take before you try crossing the chasm • The importance of winning a marquee customer • The role of executive sponsors in the sales process • The differences between visionaries and pragmatists, and how to build for each • Geoffrey’s four go-to-market playbooks based on stage: Early Market, Bowling Alley, Tornado, and Main Street • The problem with discounting before crossing the chasm • “Deadly sins” to avoid when crossing the chasm — Brought to you by: • CommandBar —AI-powered user assistance for modern products and impatient users • WorkOS —An API platform for quickly adding enterprise features • Arcade Software —Create effortlessly beautiful demos in minutes — Find the full transcript at: https://www.lennysnewsletter.com/p/geoffrey-moore-on-finding-your-beachhead — Where to find Geoffrey Moore: • X: https://twitter.com/geoffreyamoore • LinkedIn: https://www.linkedin.com/in/geoffreyamoore/ • LinkedIn posts: https://www.linkedin.com/in/geoffreyamoore/recent-activity/articles/ — Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • X: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ — In this episode, we cover: (00:00) Geoffrey’s background (04:03) What people often get wrong about Crossing the Chasm (05:58) Finding your beachhead segment (09:29) The four inflection points of the technology adoption lifestyle (15:45) Geoffrey’s bonfire and bowling alley analogies (18:36) Steps to take before trying to cross the chasm (22:19) Signs you’re ready to cross the chasm (25:19) Advice for startups on where to start (27:31) Thoughts on venture capital (27:53) A general timeline for crossing the chasm (30:52) What exactly is the “chasm”? (32:35) The difference between visionaries and pragmatists (36:05) Finding the compelling reason to buy (43:45) The Early Market playbook (45:46) The Bowling Alley playbook (48:39) Different sales approaches for early market and bowling alley (51:26) Changing the value state of the company (53:28) The Tornado playbook (57:35) Why combining playbooks doesn’t work (59:10) Using generative AI in different market phases (01:03:02) The risks of discounting (01:04:21) Other “deadly sins” of crossing the chasm (01:09:09) Positioning in crossing the chasm (01:10:36) Product-led growth and crossing the chasm (01:13:54) The challenges of software and entrepreneurship (01:16:35) How Geoffrey’s thinking has evolved (01:19:30) The importance of entrepreneurship and impact (01:20:42) His book The Infinite Staircase (01:23:58) Connect with Geoffrey Moore — Referenced: • Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers : https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986 • Oracle: https://www.oracle.com/ • Documentum: https://www.opentext.com/products/documentum • Figma: https://www.figma.com/ • Notion: https://www.notion.so/ • Salesforce: https://www.salesforce.com/ • Intel: https://www.intel.com/ • Jason Fried challenges your thinking on fundraising, goals, growth, and more: https://www.lennyspodcast.com/jason-fried-challenges-your-thinking-on-fundraising-goals-growth-and-more/ • The Mayo Clinic: https://www.mayoclinic.org/ • Coda: https://coda.io/ • An inside look at how Figma ships product: https://coda.io/@yuhki/figma-product-roadmap • Dylan Field on LinkedIn: https://www.linkedin.com/in/dylanfield/ • Regis McKenna on Crunchbase: https://www.crunchbase.com/organization/regis-mckenna-inc • An