Geoffrey Moore

Geoffrey Moore

Geoffrey Moore is a best-selling author, a managing director at TCG Advisors, and a venture partner at MDV.

 

Recognized as a leading business consultant to large companies facing formidable strategic challenges, Moore works with established enterprises in his role of Managing Director of TCG Advisors. In this role, he divides his time between consulting on strategy and transformation challenges with senior executives and developing mental models to support the practice. With this focus in mind he has written Dealing with Darwin: How Great Companies Innovate at Every Phase of Their Evolution.

Also recognized for his expertise in market development and business and investment strategies, as a Venture Partner at Mohr Davidow Ventures he serves as an advisor to many of their portfolio companies by drawing upon best practices derived from his extensive background working with technology startups.

Moore has made the understanding and effective exploitation of disruptive technologies the core of his life’s work. His books – Crossing the Chasm, Inside the Tornado, The Gorilla Game, and Living on the Fault Line – are bestsellers and required reading at leading business schools. Highly regarded as a dynamic public speaker, Moore is the founder of The Chasm Group and currently is the managing partner of TCG Advisors. Earlier in his career, he was a principal and partner at Regis McKenna, Inc., a leading high tech marketing strategy and communications company, and, for the decade prior, a sales and marketing executive in the software industry.

PROGRAM TOPICS

Chasms, Bowling Alleys, Tornadoes, & Main Street: Marketing High Tech in the 21st Century
Drawing on his best-selling books, Crossing the Chasm and Inside the Tornado, Moore traces the path markets take through the Technology Adoption Life Cycle and explains what vendors must do to succeed at each stage.

Darwin and the Demon: Innovating within Established Enterprises
Caught between the Darwinistic forces of globalization and commoditization, and the demon of corporate inertia, established enterprises are increasingly challenged to innovate. Moore leverages his life cycle models to outline a broad range of innovation strategies and align them with a category’s current stage of market development.

Core vs. Context: Reallocating Resources for Competitive Advantage
When processes no longer result in marketplace differentiation, they go from being core to context, but all too many continue to consume the bulk of an enterprise’s resources. Building on the material in his most recent best seller, Living on the Fault Line, Moore explains how the resulting decline in revenues and margins can be overcome through aggressive resource reallocation and human capital renewal.

Outsourcing & Offshoring: Productivity, Perception, and Risk
Navigating the resources of the global economy is not for the faint of heart. But as competitive pressures increase, enterprises must find ways to leverage the work of others so that they can focus more and their unique value-adds. Drawing on recent consulting engagements with leading-edge firms, Moore outlines the current state of the art.

Orchestrating the Stack: Next-Generation Strategies in Enterprise IT
Enterprise IT has consolidated around a handful of gorilla vendors, each of which is looking to increase its territory as computing architectures move beyond the current Internet-enabled client-server approach to a future platform built up from modular services and next-generation languages and protocols. Moore outlines each gorilla’s game plan to give CIOs and other interested industry observers an early start in handicapping this race.

Provocation-Based Selling: How to Break-and-Enter Established Markets
Selling disruptive innovations requires a special approach as markets are self-organized to privilege incumbents and exclude challengers. The key is to win over the ever-elusive executive sponsor. Drawing on six years of experience as a venture partner at Mohr Davidow Ventures, Moore explains how start-ups have learned to get past the gatekeepers and capture the attention and support of line-of-business executives.

Complex Systems vs. Volume Operations: The Challenges of Business Model Migration
As markets globalize, and current offerings commoditize, more and more companies are looking to changing business models as a source of new competitive advantage. But not all business models can cohabit in the same company. Drawing on recent consulting engagements with leading-edge firms, Moore surveys the landscape of business models and lays out rules of engagement for companies expanding into unexplored territory.

Managing Company Culture-No Hot Tubs Required
While it is generally acknowledged that company culture has a huge impact on the success of enterprises, there have been few models that help executives understand and leverage culture as part of the management toolkit. Building on the material in his most recent best seller, Living on the Fault Line, Moore lays out models and methods for a no-nonsense approach to the topic that has deep implications for leadership and change management initiatives.

Five Stages of Marketing Maturity: Where is Your Organization?
Based on twenty-five years of marketing experience in the high-tech sector, Moore lays out his Marketing Maturity Model, tracing the evolution of a start-up’s marketing from a nice home page to global domination. Along the way he gives audience members a complete set of diagnostics to see where their organization fits in the progression and what elements they might want to focus on next.

Core vs. Context: The Primer
The core versus context model is described in chapter two of the book, Living on the Fault Line – core being anything that contributes directly to competitive differentiation and leads to customer preference in purchase decisions. Context is everything else – all the things that you or your company or product must do to pass muster but which do not differentiate you from others in the same market. The key lesson for investors is that the New Economy, with the help of the Internet, enables companies as never before to outsource their context in order to focus on their core enterprises.

Full Biography

Full Biography

Geoffrey Moore is a Managing Director with The Chasm Group, a consulting practice based in California that provides market development and business strategy services too many leading high-technology companies. He is also a Venture Partner with Mohr Davidow Ventures, a California-based venture capital firm specializing in specific technology markets, including e-commerce, internet, enterprise software, networking and semiconductors. As a Venture Partner at Mohr Davidow, he provides market strategy advice to their high-tech portfolio companies. Geoffrey is a frequent speaker and lecturer at industry conferences and his books are required reading at Stanford, Harvard, MIT and other leading business schools.

Geoffrey’s current practice focuses on the concepts of his recent book Living on the Fault Line, targeted to CEO’s and senior executives of Fortune 500 companies facing the impact of the Internet. Geoffrey’s first book, Crossing the Chasm, initially published in 1991, adds compelling new extensions to the classical model of the Technology Adoption Life Cycle. He introduces his readers to a gap or “”chasm”” that innovative companies and their products must cross in order to reach the lucrative mainstream market. A revised edition was released in July 1999 to update industries and case-study companies.

The sequel, Inside the Tornado, published in 1995, provides readers with insight into how to capitalize on the potential for hypergrowth beyond the chasm. This second book sorts out how the market forces behind the Technology Adoption Life Cycle demand the need for radical shifts in market strategy.

The Gorilla Game, Geoffrey’s third book, was originally released in March of 1998 with a revised version, including a new chapter on internet investing, released August of this year. This book was co-authored with Chasm Group managing partner and high-tech marketing strategist Tom Kippola, and stock investment guru and BancAmerica Robertson Stephens analyst Paul Johnson. The Gorilla Game combines the methodology Moore introduced in Crossing the Chasm and Inside the Tornado, with Johnson’s stock market valuation models and Wall Street expertise, and Kippola’s high-tech investment experience.

Geoffrey’s most recent book, Living on the Fault Line, focuses on a single theme: How should the management of a public company that rose to prominence prior to the age of the Internet manage for shareholder value now that the Internet is upon us? Living on the Fault Line guides executives and managers who are coping with disruptive technology, destabilizing their core market positions, providing them with new models, metrics, and organizational practices to meet the challenges of the new economy.

Prior to founding The Chasm Group in 1992, Geoffrey was a principal and partner at Regis McKenna, Inc., a leading high-tech marketing strategy and marketing communications company. For the decade prior, he was a sales and marketing executive at three different software companies.

Geoffrey holds a bachelor’s degree from Stanford University and a Ph.D. from the University of Washington, both in literature, and served as an English professor at Olivet College.