Stories by Geoffrey A. Moore

A Balanced Buy

Business executives can no longer ignore technology these days, and they'd be dumb to even try. Technology provides unprecedented opportunities to build customer relationships, increase operational efficiencies and create new sales channels, to name just a few. But for all its promise, technology's complex nature has proven intimidating to business folks faced with purchasing decisions. After all, a big technology purchase is, in essence, an investment in the company itself.

Book Excerpt: Living on the Fault Line

How should the management of a public company that rose to prominence prior to the age of the Internet manage for shareholder value now that Web dominance is upon us? The key is to strip the organization of any task that fails to contribute to shareholder value, says Geoffrey A. Moore in this excerpt from his forthcoming book, Living on the Fault Line: Managing for Shareholder Value in the Age of the Internet. Moore, also author of Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (HarperCollins, 1999) and Inside the Tornado: Marketing Strategies from Silicon Valley's Cutting Edge (HarperCollins 1995), splits his time between serving as a managing director of The Chasm Group, which he founded, and serving as a venture partner at Mohr, Davidow Ventures.

Market Place