Geoffrey Moore

“Well, it's nice to be here, Lenny, and thank you for having me.”

“If you'd called me earlier, I probably would've been on it with you. But anyway, we're together now.”

“So the guys on Wall Street who are financing these guys are going, "Well, wait a minute. Hell, I mean, we're paper from wall to wall here. Why don't we..." So what happens is you have this thing of th...”

“That's kind of what I meant by that marquee ref... We sometimes we call it a radiating reference. It's just somebody really, we talk about you when you're not even in the room. Yeah, very cool.”

“Or sometimes... I mean, no, you couldn't do this. I was going to say we record it, but they don't want to record it because they're going to say some things during the call that they won't be necessar...”

“All you really care about is cashflow positive. I just want to be able to keep doing what I'm doing. So you don't care about the actual GAAP accounting at all.”

“By the way, the way I would [inaudible 00:57:25] the last two is think of tornado as kind of the land and Main Street as the expand. I mean, that's not a bad way to think about the two as well. Yeah, ...”

“The Kessel Run. Thank you. The Kessel Run in 15 parsecs. Thank you.”

“Yes. And they have to be the... I think you need to talk to the economic buyer as opposed to the end user, because the end user will be saying, "Oh, yeah, you're right. Oh, it's just terrible and we'r...”

“Yes. By the way, why did I leave? [inaudible 01:16:28] County was a great place to be, but I had to do my own thing.”

“Yeah, if you're doing B2B, this is the most reliable playbook. It's still on... People are still into this playbook 30 years in. So it's obviously... The playbook kind of works.”

“Well, Lenny, thank you for being... You've been a really great prompter and questioner, so thank you very, very much.”