In this landmark episode of The Business Development Podcast, Kelly Kennedy sits down with marketing legend Geoffrey Moore, author of the iconic Crossing the Chasm, to explore how the principles of market adoption have evolved in an AI-driven world. With over 30 years of influence on companies like Salesforce, Adobe, and Microsoft, Moore shares how his foundational frameworks still hold up—and where today’s entrepreneurs must adapt to meet the expectations of a rapidly shifting market.

From navigating disruptive innovation to avoiding false signals of early success, Geoffrey delivers a masterclass in understanding the pragmatist mindset, market timing, and the reality of business in 2025. Whether you're launching a new product, scaling your company, or simply trying to stay ahead of the AI curve, this conversation is packed with insights you won’t find anywhere else. Get ready to think deeper, market smarter, and grow faster—this is one episode you won’t want to miss.

Key Takeaways:

1. Crossing the chasm is still the greatest challenge for tech companies aiming to scale—especially in B2B.

2. Early adopters want vision and potential, but pragmatists want risk reduction and proof.

3. False signals from visionary buyers can create dangerous overconfidence before mainstream traction exists.

4. To cross the chasm, you must solve a painful, urgent problem for a very specific customer segment.

5. AI is redefining the adoption lifecycle, but the fundamentals of market timing and trust still apply.

6. Creating your own category and competitors is critical—mainstream buyers need options to validate their choice.

7. Every disruptive product needs a “whole product” ecosystem before it becomes scalable.

8. Business buyers face real risk when changing processes—unlike consumers, they don’t jump without justification.

9. Social media, especially LinkedIn, is becoming noisier—real value comes from thought leadership, not self-promotion.

10. Writing a business book is about building long-term impact and platform—not immediate profit.

🎯 Explore Geoffrey Moore’s Work:

• Crossing the Chasm
• Inside the Tornado
• Escape Velocity
• Zone to Win
• The Infinite Staircase (Philosophy meets Strategy)

Companies mentioned in this episode:

• Salesforce
• Microsoft
• Adobe
• AOL
• Capital Business Development
• Harper College
• KPMG
• Hewlett Packard
• Facebook
• Moderna
• Pfizer
• Amazon
• Nokia
• Regis McKenna
• Oracle