Geoffrey Moore | Business Strategist

Geoffrey Moore

Business Strategist

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Geoffrey Moore
Featured Keynote Programs

Escape Velocity
Free Your Company's Future From The Pull Of The Past

Escape Velocity addresses a “power deficit” in established enterprises that holds them captive to their legacy franchises and renders them unable to capitalize on next-generation opportunities. Moore traces this deficit to a performance-oriented management culture that drives accountability for financial results without establishing equivalent responsibility for replenishing competitive advantage. In this context enterprises continually draw down their reserves of power to fuel the current quarter’s results while failing to stake out future positions of power to drive next-generation growth. Moore’s analysis shows this behavior is deeply embedded in the established norms and practices of global businesses and that a new set of frameworks and disciplines are required to correct for it.

Escape Velocity organizes this material around a “framework of frameworks” Moore calls the Hierarchy of Powers. This is comprised of five types of power, all of which must be aligned to achieve escape velocity. They are:

Category Power, achieved through proactively entering and exiting categories to participate meaningfully in the highest growth opportunities;

Company Power, achieved through highly asymmetrical allocations of resources to create “unmatchable” core capabilities;

Market Power, achieved through targeting the most strategic customer segments and skewing offers and programs to ensure winning dominant shares in each;

Offer Power, achieved through disentangling three distinct forms of innovation one from another, managing each separately, to achieve differentiation, competitive neutralization, and internal productivity respectively; and

Execution Power, with specific attention on transformational initiatives that realign the company around the next-generation capabilities required to execute its strategy.

Moore pulls no punches as he draws on his twenty years of experience advising high-tech management teams to call out the misconceptions and behaviors that trap enterprises into decaying franchises, and he is adamant about the responsibility of executive management to reverse such trends. At the same time, he is empathetic about the challenges involved and highly pragmatic about how best to meet them.

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.

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Geoffrey Moore

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