Geoffrey Moore: belief

Transcript context

…And that's a real pull. Kind of along the lines of something you just shared, maybe a final question. Is there something you've changed your mind about or something you've evolved your thinking on recently? Either from the beginning of the book or just even more recent? I think what I realized over time increasingly was this is a model that's really optimized for B2B markets, because it implies federated decision making around high risk buying decisions. I would say for the 20th century, that was 95% of tech. But what was so interesting about the change in the century... Because remember right at the change of the century, B2B tech went in the tank, the tech bubble just... Because everybody was afraid of the Y2K problem. So they did a whole bunch of buying up of software, and then there was a year where they think, "Well, we ate more than we could at Thanksgiving dinner. We're not interested in eating another burger here. "So the market went in the tank. By the way at that point, venture started saying, "Well, maybe we should be investing in biotech, or maybe we should doing clean tech." Venture stepped back from the table too. But out of this, consumer computing came out of nowhere. And for my generation, it was unimaginable. The first time I heard about Google and they said, "We're going to save every search argument." I thought, "That's the dumbest thing I've ever heard in my life. They're not going to be able to afford it." But their model was, "We are rethinking this thing from the ground up. Geoffrey, you have no idea what we're doing." And boy were they right. So the point was when that came in, then consumer computing and then the iPhone hits, and then we have mobile apps. You have a world now where the B2C play can actually be the core of innovation. It used to be B2C was an afterthought. Now it's like, "No, no, no, no, B2B might be the afterthought." So it's completely different... And the whole digital transformation of the universe, and we're still living through the digital transformation 20 years in, and I don't think Crossing the Chasm is designed for that problem. So that's a different problem. So basically, if you're building a consumer app, don't spend time studying Crossing the Chasm.…

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