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Geoffrey’s background

0:00

What people often get wrong about Crossing the Chasm

4:03

Finding your beachhead segment

5:58

The four inflection points of the technology adoption lifestyle

9:29

Geoffrey’s bonfire and bowling alley analogies

15:45

Steps to take before trying to cross the chasm

18:36

Signs you’re ready to cross the chasm

22:19

Advice for startups on where to start

25:19

Thoughts on venture capital

27:31

A general timeline for crossing the chasm

27:53

What exactly is the “chasm”?

30:52

The difference between visionaries and pragmatists

32:35

Finding the compelling reason to buy

36:05

The Early Market playbook

43:45

The Bowling Alley playbook

45:46

Different sales approaches for early market and bowling alley

48:39

Changing the value state of the company

51:26

The Tornado playbook

53:28

Why combining playbooks doesn’t work

57:35

Using generative AI in different market phases

59:10

The risks of discounting

1:03:02

Other “deadly sins” of crossing the chasm

1:04:21

Positioning in crossing the chasm

1:09:09

Product-led growth and crossing the chasm

1:10:36

The challenges of software and entrepreneurship

1:13:54

How Geoffrey’s thinking has evolved

1:16:35

The importance of entrepreneurship and impact

1:19:30

His book The Infinite Staircase

1:20:42

Connect with Geoffrey Moore

1:23:58
Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market
337Likes
19,221Views
Jan 252024
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: https://www.commandbar.com/lenny • WorkOS—An API platform for quickly adding enterprise features: https://workos.com/ • Arcade Software—Create effortlessly beautiful demos in minutes: https://arcade.software/lenny Find the transcript and references at: https://www.lennysnewsletter.com/p/ge... Where to find Geoffrey Moore: • X:   / geoffreyamoore   • LinkedIn:   / geoffreyamoore   • LinkedIn posts:   / articles   Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • X:   / lennysan   • LinkedIn:   / lennyrachitsky    ...more
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