Quotes from Geoffrey A. Moore

California is a bad influence.

The winning strategy does not just change as we move from stage to stage, it actually reverses the prior strategy.

the less successful product is often arguably superior. Not content to slink off the stage without some revenge, this sullen and resentful crew casts about among themselves to find a scapegoat, and whom do they light upon? With unfailing consistency and unerring accuracy, all fingers point to—the vice president of marketing. It is marketing's fault! Salesforce outmarketed RightNow, LinkedIn outmarketed Plaxo, Akamai outmarketed Internap, Rackspace outmarketed Terremark.

Big enough to matter, small enough to lead, good fit with your crown jewels. If

Positioning is the single largest influence on the buying decision.

To get an early market started requires an entrepreneurial company with a breakthrough technology product that enables a new and compelling application, a technology enthusiast who can evaluate and appreciate the superiority of the product over current alternatives, and a well-heeled visionary who can foresee an order-of-magnitude improvement from implementing the new application.

As members of a market, our behavior is invariable: we move as a herd, we mill and mill and mill around, and then all of a sudden we stampede.

the real news is the deep and dividing chasm that separates the early adopters from the early majority. This is by far the most formidable and unforgiving transition in the Technology Adoption Life Cycle, and it is all the more dangerous because it typically goes unrecognized.

You simply cannot spend your way into the hearts and minds of technology enthusiasts and visionaries.