Writing
The Adoption Layer
A series on where technology and workflow meet, and where they don't. Each piece is indexed by the product judgment it demonstrates.
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Product strategy + commercial judgment
B2B products that fit the workflow compete on value. Everything else competes on price.
Adoption failure is rarely about capability. It's the missing interface between what a system can do and how people actually work. The same fix, twice, a decade apart.
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Platform / technical depth
Data and integration was always the product. AI just made it obvious.
The experience is a proxy. The real product is what persists when the experience is removed: consistent data and clean integration. Agents route around everything else.
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First-principles systems thinking
Data was free to copy. Turning it into intelligence never was.
I argued in 2015 that data copies at near-zero cost and the value is in the transformation. Agents made that cost concrete: every inference has a price, and the a priori boundary is the floor.
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Market segmentation + GTM
For SMBs, AI agents remove the adoption barrier. For enterprises, they expose the coordination tax.
Agents split B2B into two markets. They reduce the cost of efficiency workflows and surface the tax embedded in coordination workflows. Different products, different bets.
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Healthcare domain depth + systems thinking
Healthcare Can't Be Disrupted Wholesale — and That's the Point
Collaborative systems move at the speed of their slowest partner. The opportunity isn't the overhaul. It's the seam.