Thanks to Amanda Nelson at Salesforce for getting me to SalesMachine
Starting at Crossing the Chasm – Over 1 Million Copies, 27 years!
Early days with Regis McKenna
Finding use cases that let you cross the chasm
Inside the Tornado – the chasm in reverse
Incubation – You’re not just funding R&D, you’re funding entire companies
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4 Zones – Performance, Productivity, Incubation, Transformation
Most Noteworthy: Never disrupt yourself
Zone Defense as the common play against upstarts
Why keeping customers is like keeping a spouse
The 4 Horizons
Making a big acquisition during the transition
Every Zone has a different culture
Keying Executive Comp to the Transformation Zone
Our theme song is Mellow G by Fonkmasters.