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Event Bios
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Living on the Fault Line
Managing for Shareholder Value 
in the Age of the Internet

October 26, 2000, 5:30 p.m. - 9:30 p.m.
Marriott Wardman Park, Washington, DC

Speaker Bios
Geoffrey Moore

Geoffrey Moore

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Geoffrey Moore is a Managing Director with The Chasm Group, a consulting practice based in California that provides market development and business strategy services to many leading high-technology companies. He is also a Venture Partner with Mohr Davidow Ventures, a California-based venture capital firm specializing in specific technology markets, including e-commerce, internet, enterprise software, networking and semiconductors. As a Venture Partner at Mohr Davidow, he provides market strategy advice to their high-tech portfolio companies.

His first book, Crossing the Chasm, initially published in 1991, adds compelling new extensions to the classical model of the Technology Adoption Life Cycle. He introduces his readers to a gap or "chasm" that innovative companies and their products must cross in order to reach the lucrative mainstream market. A revised edition was released in July 1999 to update industries and case-study companies. The sequel, Inside the Tornado, published in 1995, provides readers with insight into how to capitalize on the potential for hypergrowth beyond the chasm. This second book sorts out how the market forces behind the Technology Adoption Life Cycle demand the need for radical shifts in market strategy. The Gorilla Game, Geoff's third book, was originally released in March of 1998 with a revised version, including a new chapter on internet investing, released August of this year. This book was co-authored with Chasm Group managing partner and high-tech marketing strategist Tom Kippola, and stock investment guru and BancAmerica Robertson Stephens analyst Paul Johnson. The Gorilla Game combines the methodology Moore introduced in Crossing the Chasm and Inside the Tornado, with Johnson's stock market valuation models and Wall Street expertise, and Kippola's high-tech investment experience. To view an interactive video clip of this presentation, go to Eloquent, Inc.

Prior to founding The Chasm Group in 1992, Geoff was a principal and partner at Regis McKenna, Inc., a leading high-tech marketing strategy and marketing communications company. For the decade prior, he was a sales and marketing executive at three different software companies.

He holds a bachelor's degree from Stanford University and a Ph.D. from the University of Washington, both in literature, and served as an English professor at Olivet College.

Geoff is a frequent speaker and lecturer at industry conferences and his books are required reading at Stanford, Harvard, MIT and other leading business schools.



CHASM Group Affiliate

IINSTEP is an East Coast affiliate of The Chasm Group. Since its inception in 1989, INSTEP has been an entrepreneurial advisory firm focused on the needs of technology companies. Throughout INSTEP's history, it has partnered with senior executives from many companies to provide market and product strategic guidance, management advisory and operational services. INSTEP engages the senior management of firms to develop and execute corporate strategies that arise from market realities and recommendations based on market, competitive, investment and technology trends. INSTEP focuses on advising companies in creating strong positions in targeted growth markets to change the competitive landscape. This is done by defining and bringing to market compelling whole products based on sound architectures, breakthrough technologies and strong partnerships. For further information see


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Panel Bios

Brian Keane, Executive Vice President, 
Corporate Development

Aether Systems, Inc

Brian W. Keane was appointed Executive Vice President, Corporate Development, in September 2000. Before this appointment, Mr. Keane served as senior vice president, business affairs since joining us in August 1999. Mr. Keane is responsible for mergers and acquisitions, strategic investments, joint ventures and new strategic business initiatives. From February 1998 until August 1999, Mr. Keane was chief financial officer for Management Information Consulting, Inc., a technology consulting company. Prior to that, Mr. Keane spent ten years as an investment banker with Smith Barney Inc. Mr. Keane received a B.A. in history and mathematics from Cornell University and an M.B.A. from Harvard Business School.



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Angie Kim, President and Chief Customer Officer, 

Angie Kim is Co-founder, President and Chief Customer Officer of Angie oversees all customer touch points, including marketing partnerships and customer service. Angie co-founded in June of 1999 with two colleagues from McKinsey and Company, where she was an Engagement Manager and a member of the leadership group for the e-commerce practice. Prior to joining McKinsey, Angie was a litigation attorney at Williams and Connelly and a clerk for Chief Judge Wilkinson of the U.S. Court of Appeals for the Fourth Circuit. She graduated magna cum laude from Harvard Law School after serving as editor of the Harvard Law Review for two years. Angie also graduated from Stanford University with Highest Honors and Distinction and was the Phi Beta Kappa graduation speaker.

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