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June Headliners Featuring Geoffrey Moore
June 9, 2004
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During the past decade business leaders and technology vendors have devoted much of their attention to the market dynamics surrounding disruptive innovation, and rightfully so given the impact that technologies aligned with the Internet were having on the global economy. In the coming decade, however, we face a different landscape, one in which disruption will play a less prominent role. The business community must develop a richer understanding of the total spectrum of innovation if it is to successfully grow revenues and profitability in this new, more moderate environment. World-renowned author, Geoffrey Moore will share his knowledge and outline a portfolio of innovation types and a life-cycle strategy for prioritizing investments in innovation.
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Geoffrey Moore’s Biography:
Geoffrey Moore is Chairman and Founder of The Chasm Group, a consulting practice that provides business and marketing strategy services to prominent high-technology companies. He is also a venture partner with Mohr, Davidow Ventures, a prestigious Silicon Valley venture capital firm. An accomplished writer and widely acknowledged as a business “guru,” Geoffrey Moore is a frequent speaker at industry conferences and his books are required reading at Harvard, Stanford and other leading business schools. His diverse background gives him a depth of knowledge from which he draws to produce his highly sought-after presence at industry conferences and customer events.
Working closely with the executives and officers who are a company’s principal decision-makers, Geoffrey Moore’s specialty is addressing market capitalization strategy issues by presenting and analyzing the core versus context model described in his latest book, Living on the Fault Line. Core is defined as 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 it from others in the same market.
A revised edition of Mr. Moore’s newest book, Living on the Fault Line, was published in the summer of 2002. In revising Living on the Fault Line, Geoffrey Moore’s focus has been on stripping away the delusions of the dot.com bubble and presenting how companies can manage for shareholder value in any economy. That said, its key themes remain unchanged from the original Fault Line. Valuation is still the investment community’s grading of your company’s competitive advantage position. To raise stock price still requires management to focus on things that are core and to free up resources from things that are not, with the book offering models and strategies for both sides of this challenge. These come together in the last two chapters which guide management in successful enterprises through the minefield of renewing their franchises by developing markets for new categories of products or services. It is a steep challenge, but two year’s of in-market performance has shown the models are up to the task.
Geoffrey Moore’s previous books include Crossing the Chasm, Inside the Tornado, and The Gorilla Game. Initially published in 1991 and republished in late 1999, Crossing the Chasm adds compelling new extensions to the model of the Technology Adoption Life Cycle. Geoff Moore introduces his readers to a gap or “chasm” that innovative companies and their products must cross in order to reach the lucrative mainstream market. 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. His third book, The Gorilla Game, 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 Mr. 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.
Prior to founding The Chasm Group in 1992, Geoffrey Moore was a principal and partner at Regis McKenna, Inc., a tech marketing strategy and communications company. He has also served as an executive at Rand Information Systems, Enhansys and Mitem. He sits on the Board of Directors of Documentum, a public company, Lawson Software, also a public company, and Gyration, which is privately held.
Geoffrey Moore holds a bachelor’s degree from Stanford University and a Ph.D. from the University of Washington in literature. He served as a professor of English at Olivet College in Marshall, Michigan.
Mr. Moore has spoken frequently to business groups and conventions around the world on the challenges and rewards of investing in, selling, and adopting high-tech products. By his own admission, he has never met a microphone he didn’t like.
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