Growth Engine · Track 15
Crossing the Chasm
Folk-Rock, 12/8 Shuffle · Controlled tension, disciplined, building to breakthrough
Geoffrey Moore · Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market
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“I just need more customers. I should take any customer I could find. It's like taking a match and running it back and forth under a log. It's not going to light the log.”- Geoffrey Moore
The Story Behind This Song
Geoffrey Moore spent years at Regis McKenna watching high-tech companies launch to wild success — Fortune covers, WSJ front pages — then vanish two years later. The pattern: visionaries buy because they want to be different, but pragmatists won't trust visionary references. Moore's solution: pick one narrow beachhead (like Documentum picked pharma, where lost patent days cost $1-2M each), hold the match still on that one piece of kindling, and let the fire spread from there.
