Lenny's Podcast · Jan 25Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market
It started with pharma drug approvals running to 500,000 pages, where each day lost cost $1 to $2 million of patent life. It then spread to chemicals, oil and gas leases, and Wall Street financiers through adjacent use cases.
Tips
- Pick a segment big enough to matter, small enough to lead▶ 19:55Documentum started with pharma drug approvals (500,000 page documents, worth $1 to 2 million per day of patent life), then moved to chemicals, petrochemicals, oil and gas leases, and Wall Street.
- Expand through adjacent segments, like a fire spreadingThis bowling alley path can take a company from tens of millions to hundreds of millions of dollars.
