Geoffrey Moore
27 statements across 2 episodes · 4 bullish · 3 bearish · 2 people on the record · first statement Jan 25, 2024 by Geoffrey Moore · said 10 times in 7 episodes since 2022 · across every show →
On the record as a speaker too: Geoffrey Moore's record, appearances and statements → this page counts the times other people say the name.
Mentions by year
brought up most by Lenny Rachitsky (4), Nikhyl Singhal (2), April Dunford (2), Shweta Shrivastava (1), Janna Bastow (1)
tap a year for its mentions
2026 2 mentions in 1 episode
2025 1 mention in 1 episode
2024 1 mention in 1 episode
2023 5 mentions in 3 episodes 2 per episode
2022 1 mention in 1 episode
Everything said about Geoffrey Moore, oldest first
Jan 25, 2024 negative
Jan 25, 2024
Jan 25, 2024
Moore: Crossing Chasm Requires Shifting From Shared Belief to Direct Utility
“And one of the ways we try to capture that, you know, thought bubble is before the chasm, the customers you work with are people who say, we believe what you believe. So in other words, they're on the same side. After the chasm, they say, I'm not sure about th…”
Jan 25, 2024
Moore: Market adjacency requires leveraging customer references or partner ecosystems
“Adjacent means either it's the same customer with a different use case, or it's the same use case in a different customer base. And because the one case you use your customer references, The other case you use your partners because the partners who built the o…”
Jan 25, 2024 neutral
Jan 25, 2024
Moore: Startups typically capture 10% of the trapped value they release
“Because when you release trap value, the world will give you a portion of the game, typically 10%. It's an easy number to do math with. As I said, I'm an English major. So if you want a billion dollar company, You better find ten billion dollars worth of trap …”
Jan 25, 2024 neutral
Moore: Qualifying on budget works in tornadoes but fails in early markets
“Qualified the customer on budget before you Make a sales call. Okay. That absolutely is critical on Main Street. It's dumb on, I mean, it's critical on the tornado. It's dumb on Main Street because obviously they have budget. They've got budget, so it has your…”
Jan 25, 2024
Jan 25, 2024
Moore: Visionary enterprise buyers talk publicly, whereas pragmatists require legal permission
“The good news about visionaries is they tend to have fairly big egos and they tend to like to talk. So, so, so that it's a pretty, unlike pragmatists who will not want to talk. Pragmatists, they'll have to go to legal and get permission and blah, blah, blah.”
Jan 25, 2024
Moore: Buyer personas like visionary or pragmatist are decision-specific, not fixed
“And by the way, you can be a visionary with some things, a pragmatist with other things that are conservative with other things. So it, the way to really think about them is what is my persona in relation to this decision?”
Jan 25, 2024
Moore: Visionary adopters avoid products their peers use to stay differentiated
“What we learned was visionaries make their own buying decisions and they do not consult their peers. In fact, if their peers are doing it, they're probably not going to do it. Because they're, they want to be different.”
Jan 25, 2024 neutral
Jan 25, 2024
Moore: Bowling alley sales must focus on customer problems, not vendors
“In the early market, it's about you. You tell the story about you and the visionary wants to hear about you. In the tornado, it's also about you because we now have budget to buy this stuff and you're a candidate. In the bowling alley, it's never about you.”
Jan 25, 2024 negative
Jan 25, 2024 neutral
Moore: Startups fail by bringing project models to the bowling alley phase
“The way you win in the early market is with a project model, and the way you win in the bowling alley is with a solution model. And the problem is if you bring a project model to the bowling alley, you know, the problem is you won't scale because it won't be r…”
Jan 25, 2024 bearish
Moore: I originally thought Google's search data storage model was unaffordable
“When the first time I heard about Google and they said, we're going to save every, we're going to save every search argument. That's the dumbest thing I've ever heard in my life. They're not gonna be able to afford it.”
Jan 25, 2024
Jan 25, 2024 positive
Moore: Startups crossing the chasm must concentrate on one beachhead niche
“The tendency when you're in the chasm is, I just need more customers. I should take any customer I could find, right? And because I, we need revenue, right? And, but I, the analogy I have is, it's like taking a match and running it back and forth under a lock.…”
Jan 25, 2024 positive
Moore: Startups crossing the chasm must use value pricing, not discounts
“You're actually using value pricing because the problem you're solving is severe enough. The customer doesn't want to discount. The customer wants you to It's like, you know, if you have to have heart surgery, you don't want a coupon that says heart surgery, n…”
Jan 25, 2024
Moore: In diagnostic sales calls, get customers talking and take visible notes
“And your goal in that call is to get them to talk as much as possible and for you to take notes. And by the way, this is a place where you probably still want to remember to use a pen because you actually want them to see you writing down their words because t…”
Jan 25, 2024
Moore: Startups must avoid 90% of enterprise sponsors and seek visionary outliers
“Nine out of 10 executive sponsors are going to be the negative, because they're going to be a company person working with company processes. They're going to send you to purchasing. Nobody's going to be happy. You're looking for the 10th one. And the 10th one …”
Jan 25, 2024
Jan 25, 2024
Jan 25, 2024 positive
Moore: Visionary buyers only require a 10x core capability, not complete software
“So with the visionary, you have to have You have to have the magic ingredient working. You don't have the whole product. In fact, your product may be buggy, but it does something. Andy Grove used to call it the 10 X effect. You need to do something that is an …”
Jan 25, 2024 positive
Jan 25, 2024
Jan 25, 2026
Cohen: Existing case studies fail when expanding into new target markets
“Part of that's because he defines a market in among other things as, and the people in the market respect the Opinions of the other people in the market. ... And that's when you realize, oh, so jumping to a different market, it's not impossible. It's just like…”