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Taylor Culver
Mar 2025
In the world of AI and analytics, organizations often struggle to move from initial adoption to widespread, scalable impact. Many companies begin with pilot projects and small wins, only to hit a wall when trying to scale their data strategy across the business. This is where Crossing the Chasm becomes a critical concept. For those unfamiliar, Crossing the Chasm, by Geoffrey Moore, is a framework that explains the challenge of taking new technologies from early adopters to the mainstream market. It highlights the “chasm” between early adopters—who embrace innovation—and the majority of users, who require clear proof of value before committing. This concept applies directly to AI, analytics, and data strategy. Data leaders must engage stakeholders and demonstrate value to bridge the gap from isolated initiatives to enterprise-wide adoption.
Most data strategies start with small, high-impact use cases—perhaps an AI-powered forecasting model or an analytics dashboard that delivers insights to a single team. The early adopters (often data-savvy teams like finance, marketing, or IT) are excited. But when it comes to broader adoption, other business units hesitate.
This hesitation is the chasm. Business leaders outside the early adopter group want more than potential—they need clear, measurable value before they invest time, budget, and resources.
To move past the pilot phase, data leaders must actively engage stakeholders. AI and analytics transformations fail when they are treated as purely technical initiatives. Instead, they should be positioned as business-driven efforts.
Engagement gets people interested, but demonstrated value is what moves them into action. Without clear ROI, AI and analytics remain "nice to have" rather than essential business tools.
AI and analytics leaders must recognize that successful data strategy execution is as much about business adoption as it is about technical capability. Crossing the chasm requires deep engagement with business stakeholders and a relentless focus on demonstrating value.
The organizations that win in AI and analytics will be those that bridge the gap between innovation and adoption—not just by building great technology, but by ensuring that technology delivers undeniable business impact.
Looking to drive AI and analytics adoption in your business? Start by focusing on engagement and proving value. That’s the only way to cross the chasm.
