Geoffrey Moore

Geoffrey Moore (00:00:00): The tendency when you're in the chasm is, "I just need more customers. I should take any customer I could find," because we need revenue. It's like taking a match and running it back and forth under a log. It's not going to light the log. So how do you start a fire? Well, you start it by putting a little kindling, little crumpled up paper, and you hold the match in one place until the fire starts. That's why adjacency is so important....

The segment is an original transcript moment first. The interpretation should stay attached to what the language actually does.

v=RBbINB5HSHk" video_id: "RBbINB5HSHk" description: "The “chasm” is the gap between success with early adopters and success with the mainstream market. Crossing the chasm requires selling to...

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Geoffrey Moore (00:04:07): Well, it's nice to be here, Lenny, and thank you for having me. Lenny (00:04:09): It's incredibly cool to have you on. You've been at the top of my wishlist of...

Accepts praise without shrinking from it or turning it into a performance.

you've crossed the chasm if you can survive without more venture funding, how do you think about that, the profit element of that? Because it feels like that's the core to being able to survive without venture...

Turns a moment that could become critique into a question about the guest's thinking.

with. Let's bring you into that segment too." So that can take a company from, I don't know, tens of millions of dollars to hundreds of millions of dollars in the bowling alley. And in specialized industries...

Uses we/us, uncertainty, or learner framing instead of performing authority.

Moore (01:24:15): Exactly. Absolutely. Lenny (01:24:16): Easy. Geoffrey, thank you so much for being here. Geoffrey Moore (01:24:19): Well, thank you, Lenny. It was a pleasure. Lenny...

Accepts praise without shrinking from it or turning it into a performance.