Author, speaker, advisor, best known for Crossing the Chasm, Zone to Win and The Infinite Staircase. Board Member of nLight, WorkFusion, and Phaidra. Chairman Emeritus Chasm Group & Chasm Institute.
Menlo Park, California, United States
660K followers
500+ connections
660K followers
500+ connections
About
Managing Director, Geoffrey Moore Consulting
Chairman Emeritus, TCG Advisors, Chasm Institute and The Chasm Group
Member of the Board of Directors of both pre-IPO and public companies
Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Wildcat Venture Partners portfolios and established high-tech enterprises, most recently including Salesforce, Microsoft, Autodesk, F5Networks, Gainsight, Google, and Splunk.
Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, which has sold more than a million copies, focuses on the challenges start-up companies face transitioning from early adoption to mainstream customers. Moore’s latest business-related work, Zone to Win, addresses the challenges large enterprises face when embracing disruptive innovations, even when it is in their best interests to do so.
In a significant departure from Moore’s lifetime of business-related consulting, Moore uses his expertise in creating frameworks and applies it to the meaning of life itself and the big question, "What is going on?". His latest book, The Infinite Staircase: What the Universe Tells Us About Life, Ethics, and Mortality, offers readers a complete look at how the universe has evolved and our ethical place within it. As Moore says in the book, "Our core sense of good and bad does not come from above. It is neither transcendent nor divine. Rather, it is inherent in our mammalian upbringing."
Moore gives between 50 and 80 speeches a year. One theme that has received a lot of attention recently is the transition in enterprise IT investment focus from Systems of Record to Systems of Engagement. This is driving the deployment of a new cloud infrastructure to complement the legacy client-server stack, creating massive markets for the next generation of tech industry leaders.
Moore has a bachelor's degree in American literature from Stanford University and a Ph.D. in English literature from the University of Washington. After teaching English for four years at Olivet College, he came back to the Bay Area with his wife and family and began a career in high tech as a training specialist. Over time he transitioned first into sales and then into marketing, finally finding his niche in marketing consulting, working first at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.
Articles by Geoffrey
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660K followers
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Geoffrey Moore shared thisQuarterly ops reviews often fail at the moment they assign blame. Blame narrows the evidence and protects the plan from scrutiny. The organization leaves with a culprit, while the causal assumptions that shaped the plan remain intact. A productive review should generate net new learning and make clear what needs to change before the next commitment is made. https://lnkd.in/daUn7e9k #Leadership #Management #Learning
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Geoffrey Moore shared thisPolitical narratives become dangerous when correlation is presented as proof of causation. Repetition and group loyalty can give an unsupported claim enough force to carry the day. Social pressure then punishes anyone who questions the story, allowing confidence to substitute for verification. Critical thinking is therefore a civic discipline. Citizens need to examine the causal chain before accepting the conclusion, especially when the narrative arrives with a demand for loyalty. https://lnkd.in/daUn7e9k #Politics #CriticalThinking #Democracy
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Geoffrey Moore shared thisRaw experience arrives as a sequence of events. Narrative gives that sequence an explanation by connecting what happened first to what happened next. That connection can become part of what we know, provided the causal claim survives cross-examination. Analytics tests it against evidence. Point/counterpoint dialogue exposes assumptions that a persuasive story can conceal. Our library of narratives is also our library of strategies for living. Its quality depends on how rigorously we examine the stories we accept and the stories we tell. #CriticalThinking #Philosophy
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Geoffrey Moore shared thisFor 2026 and 2027, AI funding should follow the nature of the work. Where expertise and judgment drive the outcome, deploy copilots now. Pair each deployment with training that treats the model as a source of advice and keeps responsibility with the employee. For high-volume transaction processing, move agentic workflows into pilot. Accuracy and latency have to be proven, along with the data connections and token economics that make the workflow viable. CIOs are now expected to produce material ROI from AI. The portfolio has to be built accordingly. https://lnkd.in/gwjztDjQ #AI #CIO #EnterpriseAI
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Geoffrey Moore shared thisFrontier models are impressive and still expensive to operate at scale. The economics should change because LLM providers have limited architectural control and customers face low switching costs. Open-source competition will add further pressure. CIOs still cannot build a 2027 budget on future price declines. The practical response is to test the lowest-cost model that can handle the transaction reliably. Some workflows may benefit from using one model for complexity and another for routine processing. https://lnkd.in/gwjztDjQ #AI #Economics #EnterpriseAI
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Geoffrey Moore shared thisAI adoption has separated into three markets moving at different speeds. Predictive AI has reached Main Street and works quietly inside established processes. Generative AI is in the tornado, with every CIO funding it and frontier model providers fighting for share. Agentic AI is crossing the chasm across many application areas, with software development already well ahead of the rest. This creates a planning problem for 2027. Each category has its own maturity level and ROI model. The deployment risks also differ. Funding them as a single AI portfolio obscures their different timing and economics. CIOs need to determine where each form of AI can create material value now and what has to be solved before the next stage can scale. #AI #EnterpriseAI #Strategy
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Geoffrey Moore shared thisSharing this on behalf of Kelly Kennedy and his family as their young son, Foxx, begins treatment for cancer. For those who would like to help, Kelly’s post below includes a GoFundMe link and details on how to support the family during this difficult time.Geoffrey Moore shared thisI know so many of you are following our family’s story, and Shelby and I cannot tell you how much that means to us. We have not really had time to sit, collect our thoughts, or respond to many of the messages coming in. But during the short breaks we do get, we are reading your comments and messages. The love we have received from friends, family, our communities, and even complete strangers has been overwhelming. We cannot believe how generous people have been in helping us fight this fight as a family. Honestly, we do not have the words. We appreciate every donation, every share, every message, and every prayer. Foxx went in for his first surgery last night. He had an IVAD placed in his chest and underwent an open biopsy. The surgery was successful, but it led into a long night of pain and discomfort for our little boy, including another difficult IV around 4:00 this morning. The Stollery has been incredible with Foxx and with us as scared parents. I never thought I would say this, but after four full days here, it is already starting to feel a little like home. The nurses and medical team have shown our family so much patience, compassion, and care. During the biopsy, the surgical team removed approximately a one centimetre square piece of tissue from the tumour on his kidney. They seem confident that by Monday, we will finally know exactly what we are fighting and what the path forward will look like. Today, we are sitting beside our boy, helping him recover and preparing him to fight back. Please continue sharing this update far and wide. We want to keep all of you with us through this journey. Foxx and our entire family need your strength, love, and prayers right now. A GoFundMe has been created to help our family through Foxx’s treatment. We understand that not everyone is able to donate, but even sharing the fundraiser can help it reach someone who may be able to support us. 💙 Donate or share here: https://lnkd.in/g29tSH8g Thank you for standing beside our family. We feel every bit of the love surrounding Foxx, and it is helping us remain strong for him. 💙 #SupportFoxx #FoxxsFight
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Geoffrey Moore shared thisSales and marketing communications often lose impact because the communicator defaults to a favored mode. Presenting calls for connection with the audience. Explaining calls for accuracy against the world. Enlisting calls for alignment with the speaker. Persuading calls for alignment with a point of view. Large-scale enterprise deals require all of these at different moments. The mistake is trying to make a single communication do too many jobs at once. The discipline is to read the room, read the situation, and choose the trajectory that fits the work at hand. https://lnkd.in/gCzaqBpT #Sales #Marketing #Communication
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Geoffrey Moore shared thisA conspiracy theory often borrows the costume of explanation. It makes claims about the world, but the claims are held together through group pressure. The goal is social bonding, enforced by sanctions against anyone who refuses to join in. Mansplaining fails in a different way. The speaker keeps pushing outward, treating assertion as explanation while ignoring whether any real engagement has occurred. Feature-focused software demos commit a third sin. They present capability as though capability alone could create desire. These are language failures. Each one begins with a confused intention. https://lnkd.in/gCzaqBpT #Language #Communication #Leadership
Geoffrey Moore replied to a comment
1w
Sy Khan,
The word in your narrative that needs closer examination is “experiences.” As humans, this consists of both verbal and non-verbal elements that create emotional responses, making us all vulnerable in one way or another. That is what leads us to confer rights on conscious animals, not just humans, but not on machines.
Geoff
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Geoffrey Moore liked thisGeoffrey Moore liked thisThe Autonomous Revolution Book Review by Porchlight Book Company: William Davidow and Michael Malone ask us to reimagine what Patrick Henry’s proclamation to “Give me liberty or give me death” means at a time when the companies that control the internet also increasingly control the overall economy and our very lives—at a time when “Suddenly commercial enterprises, not repressive governments, are what pose the direct threats to our individual freedoms and privacy.” https://lnkd.in/gd8UqhKB #SocialPhaseChange #AutonomousRevolution #BookReview
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Geoffrey Moore liked thisGeoffrey Moore liked thisMarkets can change long before most organizations change with them. During periods of disruption, improving execution against yesterday's assumptions rarely creates tomorrow's advantage. Leadership teams need a clear understanding of where competitive power exists today and where it can be built for the future. https://lnkd.in/gcb6YWqm #Leadership #MarketDisruption
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Geoffrey Moore liked thisGeoffrey Moore liked this#VirtualSpace impacts our #brain's potential. While evolved for the physical world, our minds adapt to new challenges. Virtual threats test our resilience, yet, if careful, we can harness this space as a tool for growth and meaningful connections. https://lnkd.in/gbpDk2vB
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Geoffrey Moore liked thisGeoffrey Moore liked thisQuick perspective: Vision only creates opportunity when timing, judgment, and execution line up. Some of the most successful ideas start with more skepticism than support. The challenge is knowing when doubt is a warning and when the market simply hasn’t caught up yet. A few ideas I keep coming back to: 🔹 Timing can be as important as the idea itself. An opportunity can be right and still fail if the market, infrastructure, or customer is not ready. 🔹 Partnerships can extend what a small company is capable of doing. The right relationships can provide reach, credibility, and resources long before you could build them yourself. 🔹 Capital comes with consequences. Funding can accelerate growth, but entrepreneurs also need to understand how investment can change ownership, influence, and control. These ideas clicked for me when I talked with Garrett Sutton, co-author of Sports Heaven: The Birth of ESPN. We explored the story of ESPN founder Bill Rasmussen and what entrepreneurs can learn from seeing an opportunity others dismissed, getting the timing right, and bringing the right people along before the outcome was certain. The next category-defining opportunity may still look unreasonable from where we stand today. Apple Podcasts: https://lnkd.in/gGwvzDBw Spotify: https://lnkd.in/gX9S3JTV
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Geoffrey Moore liked thisGeoffrey Moore liked thisIn the largest social experiment ever conducted, five billion of us have at least one foot across the threshold of virtual space rapidly becoming virtual homo sapiens, semiconscious automatons programmed to seek amusement. https://lnkd.in/gejxfyb5 #VR #AR #technology #metaverse
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Geoffrey Moore liked thisGeoffrey Moore liked thisWhen messaging becomes the focus, it’s often a sign something deeper is off. If customers, investors, or partners aren’t responding, the issue is rarely wording. It’s more likely that the strategy behind it lacks clarity, relevance, or focus. Strong strategy makes messaging straightforward. Weak strategy makes teams debate language. https://lnkd.in/gBagBAjT #Strategy #Marketing
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Geoffrey Moore liked thisGeoffrey Moore liked this#Innovation can and should happen in every corner of a company, and it may involve traditional technologies or no technology at all. Yet many business people struggle to find smart ways to use these tools to drive profitable innovations. https://lnkd.in/e23R8N5T
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