Reading Geoffrey Moore’s ‘Crossing the Chasm’ changed how I think about this entirely. It's not about technology, it's about trust. That's the chasm. The core model Moore adapts the classic technology adoption lifecycle into five groups of customers: Innovators — tech enthusiasts who'll try almost anything new, just because it's new Early Adopters — visionaries who buy based on potential and competitive advantage, not proven results Early Majority — pragmatists who want to s