Killing Government Contracts: Ross Perot Fallout

Steve Jobs sold barely 100 computers a month at NeXT — and told his team they'd sell 100,000. This is the decade everyone skips.

Author Geoffrey Cain joins Aidan McCullen for part two on Steve Jobs in Exile, the story of the wilderness years between Jobs' 1985 ousting from Apple and his return. Cain reframes the NeXT era not as a triumphant hero's journey but as a cascade of failure, ego and self-sabotage that quietly forged the leader Jobs became.

In this conversation, Geoffrey reveals:

• Why the "reality distortion field" stopped working the moment the $6,500 NeXTcube shipped
• How Jobs sabotaged an IBM deal that could have made NeXTSTEP, not Windows, the world's operating system
• The airport moment he abandoned his own salesman in front of 800 IBM engineers
• Why he killed Ross Perot's pipeline to the CIA, NSA and Pentagon with five words: "I don't like the feds"
• How a Daffy Duck demo blew up a Disney deal worth thousands of computers
• Why Tim Berners-Lee built the entire World Wide Web on a single NeXTcube in 1990
• How the creators of Doom were turned away because Jobs "didn't like games"
• The advisor's warning Jobs ignored for a decade: "your assets have feet"
• Why putting on a grey suit to sell enterprise software was the moment he finally grew up
• The random mid-level phone call — not Jobs' idea — that put him back on the road to Apple

Chapters: 00:00 Think beyond use cases 00:38 Sponsor message 01:03 Part two begins 01:54 NeXT revenge era 03:48 Reality distorts back 04:56 Cube launch hype 05:59 Sales reality check 06:48 Founder market lesson 08:04 The hero–shithead rollercoaster 12:09 Carrot and stick leadership 13:25 Assets have feet 14:57 Co-founders depart 17:50 Buggy cube problems 18:53 Writing the donut hole 19:57 Canon investment drama 21:33 IBM deal sabotage 25:40 Ross Perot fallout 28:13 No feds market 28:48 Disney deal blow-up 31:03 NeXT powers the web 32:32 Doom and missed gaming 33:28 Lesson for AI builders 35:32 Motorola dumps NeXT 38:40 Rock bottom pivot 40:07 Enterprise sales Jobs 43:34 WebObjects breakthrough 48:06 Pixar vindication 51:05 Phone call to Apple 54:47 Wrap up and sponsor

About Geoffrey Cain: Geoffrey Cain is an author and investigative journalist. His book Steve Jobs in Exile chronicles the NeXT and Pixar years, and he also wrote Samsung Rising. Website: https://geoffreycain.net Substack (The Burner Files): https://geoffreycain.substack.com X: https://x.com/Geoffrey_Cain

About The Innovation Show: The Innovation Show is the Thinkers50-recognised podcast where square pegs find their place in a world of round holes. Host Aidan McCullen sits down with world-class authors, scientists and practitioners on disruption, innovation, change, leadership, AI and the ideas shaping tomorrow.

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Connect: Website: https://theinnovationshow.io Substack: https://thethursdaythought.substack.com Apple Podcasts: https://podcasts.apple.com/ie/podcast/the-innovation-show/id1148455669 Spotify: https://open.spotify.com/show/63nFKf4bsSWo3W72gWtOsK?si=b62d9614237c4450 YouTube: https://www.youtube.com/c/theinnovationshow LinkedIn: https://www.linkedin.com/in/aidanmccullen

About the Author Geoffrey Cain is an author and investigative journalist, and the author of Steve Jobs in Exile and Samsung Rising. https://geoffreycain.net — https://geoffreycain.substack.com

About the Host Aidan McCullen is the 2025 Thinkers50 Innovation Award recipient, keynote speaker on AI, disruption, innovation, and change, host of The Innovation Show, and author of Undisruptable: A Mindset of Permanent Reinvention (Wiley). https://theinnovationshow.io/about-aidan-mccullen