company

CIA

1 recommend/use · 1 sourced episode

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Short attributed excerpts only. Timestamps are approximate.

“did you know that the CIA used AWS”

Speaker: Geoffrey Moore▶ Watch at ~6:30approx.

In the bowling alley it is never about you — close the laptop and collect problem domain knowledge.

Pick a first market that is big enough to matter, small enough to lead, and fits your crown jewels.

Grow segment by segment along adjacencies — same customer new use case, or same use case new customer.

Technology leaders who have specialised and committed to THIS problem — respect the incumbent, outclass the peers.

Early Market, Bowling Alley, Tornado, Main Street — each has its own playbook, and mixing them backfires.

Before you cross the chasm, win one famous logo — by finding the one exec in ten who wants to leapfrog.

VC money buys a change in your company's value state — you have crossed when you no longer need the next round.

Find the pool of value your technology unlocks — you keep roughly 10% of what you release.

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