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Christopher Lochhead Follow Your Different™

Christopher Lochhead
Christopher Lochhead Follow Your Different™
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  • 415 Out Of The Existing Market Trap with Christopher Lochhead
    Christopher Lochhead, the renowned “Godfather of Category Design,” recently took the stage at the Constellations Connected Enterprise 2025 conference and delivered a blistering wake-up call to every business leader, entrepreneur, and innovator hoping to surf the current wave of AI disruption. Far from celebrating the AI gold rush, Lochhead warned that almost everyone is about to repeat the same mistakes of the past, chasing after existing markets, adding AI features like “copilots” or assistants, and calling it innovation. Drawing from his decades of expertise and path-breaking research, He then laid out a blueprint for actually leveraging AI for exponential value: it’s about category design, not incremental improvement. Here are three powerful takeaways from his masterclass that every forward-thinking leader needs to know. You’re listening to Christopher Lochhead: Follow Your Different. We are the real dialogue podcast for people with a different mind. So get your mind in a different place, and hey ho, let’s go.   Chasing “Better” Dooms You to Mediocrity Lochhead’s central thesis is as provocative as it is true: companies that use AI to make existing products just a little better are doomed to fail. He calls this the "existing market trap." Instead of designing the future, most businesses simply bolt AI onto their old offerings, thinking it will make them competitive. But "if your strategy involves simply bolting on an AI assistant or copilot, you're making a pussy move and you're fucked." Lochhead points out that companies making this mistake are chasing a market that’s already been designed by someone else. And in those markets, 76% of all the value goes to the category king (think OpenAI with ChatGPT). The rest fight for scraps, regardless of whether their AI copilot is a little nicer, faster, or more user-friendly.   Winning is About Creating the New, Not Improving the Old The path to massive value in the AI era lies in doing what legends like Sam Altman, Jensen Huang, and Steve Jobs did: creating entirely new categories that didn’t exist before. Lochhead illustrates this with both tech giants and quirky startups. He jokes about how Liquid Death became a force in the water business not by making better bottled water, but by launching “canned water”; an entirely new way to experience an old product with legendary branding and a distinct point of view. The same lesson holds for technology: “Different wins, better loses.” Lochhead encourages companies to listen to the language they use; calling your new AI product an “assistant” or “copilot” puts it in the sidecar, not the driver’s seat. In contrast, declaring your invention as a new category not only reframes the problem, but magnetizes the future (as when OpenAI refused to call its core product a database, instead introducing the “large language model”).   The Courage to Create: Why Category Design Demands Boldness Lochhead doesn’t sugarcoat the difficulty of this path. Category design requires courage: “Grow a set of balls,” he tells the audience when asked how to nurture a creator’s mindset. This isn’t reckless advice; it’s a recognition that in an AI-powered economy, the value of existing knowledge is collapsing toward zero. The knowledge worker, as Peter Drucker defined it, is being replaced by the knowledge contained within AI itself. The only safe (and rewarding) place is at the edge, inventing net new knowledge and value. In other words, creating the future instead of merely extending the present. Lochhead challenges all of us: “Do you really want to spend the last however many years of your career making the status quo incrementally better? Or do you want to spend whatever’s left of your work life making a massive material difference?” To hear the full episode from the man himself, download and listen to this episode.    We hope you enjoyed this episode of Christopher Lochhead: Follow Your Different™! Christopher loves hearing from his listeners.
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  • 414 The AI Future with John Donovan of AT&T, the Man who launched the iPhone
    In this episode of Christopher Lochhead: Follow Your Different, we are treated to a rare dialogue with John Donovan, renowned technology executive and board member, whose career has spanned transformative eras at AT&T and who continues to shape the strategies of some of the world’s biggest companies. This conversation moves from leadership lessons around innovation and timing, through the current AI revolution and its economic implications, to personal reinvention in the face of relentless technological change. You’re listening to Christopher Lochhead: Follow Your Different. We are the real dialogue podcast for people with a different mind. So get your mind in a different place, and hey ho, let’s go.   Leading through Technology and Perfect Timing John Donovan shares candid insights about what it truly takes to lead technology for corporations at massive scale. He highlights that while choosing the right technology is challenging, selecting the right time to invest and deploy is even more crucial. Drawing from his stewardship of AT&T during pivotal events, including the company’s exclusive deal with Apple for the first iPhone, Donovan explains the delicate balance between being too early, which leads to overspending, and being too late, which risks losing market leadership. He stresses the necessity of a structured process and assembling trusted teams to ensure efficient and impactful execution. This approach, he maintains, applies as much to revolutionary events of the past like the smartphone era as it does to today’s accelerating world of artificial intelligence.   The New Industrial Revolution: AI’s Economic and Organizational Impact A major theme of the conversation revolves around the unprecedented buildout of infrastructure and investment occurring in AI. Donovan sees AI as the dawn of a new industrial age: one that, for the first time, is manufacturing intelligence itself. He explains that the billions being spent on infrastructure, real estate, and hardware underpin a transformation with no real historical precedent. With AI attributed to fueling a significant portion of current GDP growth, Donovan believes that while the hype is justified, it’s still early days. Like the early years of the iPhone, when supporting infrastructure lagged behind exponential demand, today’s rapid investment in AI is setting the groundwork for productivity and business model innovation across industries. The conversation touches on how traditional organizational roles and entire sectors are preparing for disruption; category leaders are poised to emerge quickly, and those companies that cannot adapt may not survive.   Reinventing Leadership and the Rise of the Creator Capitalist Donovan offers a personal take on how the pace of change is shifting what it takes to be a successful executive. He predicts that in the near future, the average age of top industry CEOs will drop significantly, as the new environment favors younger leaders who are native to emerging technologies. Experience, he suggests, is being surpassed in value by competency and the capacity to continually self-educate and reinvent oneself. Expanding on the evolution of work itself, Donovan aligns with Christopher's view that we are moving beyond the traditional "knowledge worker" into an era where net new knowledge creation and leveraging AI to build new value will define career success. This creator-driven approach requires not just technical skill, but also imagination and the courage to challenge existing processes. As AI increasingly automates repetitive and procedural tasks, human creativity in integrating and orchestrating these new tools will become the key differentiator across all fields. To hear more from John Donovan and the man who launched the iPhone, download and listen to this episode.    Bio Retired Chief Executive Officer of AT&T Communications, LLC, a wholly-owned subsidiary of AT&T Inc. John Donovan served as CEO from August 2017 until his retirement in ...
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  • 413 How to Future-Proof the Next Generation with Ted Dintersmith
    If you’ve ever wondered why so many high school graduates seem ill-prepared for life in the real world, you aren’t alone. On this episode of Christopher Lochhead: Follow Your Different, we have a powerful conversation with education innovator Ted Dintersmith where the broken state of America’s education system is laid bare, and a refreshingly practical vision for the future is explored. The discussion, centered on Ted's new documentary “Multiple Choice,” makes a compelling case for reimagining high schools as launchpads for life, not just college admissions. As Ted puts it, “Imagine if the purpose of school were to prepare kids for life instead of standardized tests.” It’s a simple idea with revolutionary implications. You’re listening to Christopher Lochhead: Follow Your Different. We are the real dialogue podcast for people with a different mind. So get your mind in a different place, and hey ho, let’s go.   Ted Dintersmith on the Cost of Standardization In today’s high-pressure academic environment, schools have become laser-focused on standardized testing and college prep at the expense of real-world readiness. Ted Dintersmith is unflinching in his critique: “You hold people accountable to test scores. What are they going to do? They’re going to do test prep. And I think it’s damaging the futures of millions and millions of kids.” The impact is startling. Curiosity, creativity, and a sense of purpose are “crushed”, replaced by a relentless treadmill of test drills and application padding. What’s more, society has paradoxically managed to “make people less capable at older and older ages.” Where previous generations might have been working, serving in the military, or starting their own ventures in their teens, many of today’s young adults struggle to launch. The root, according to Ted , is a model of schooling stuck in the late 19th century, one designed for a world of rote tasks, not the dynamic, creative economy of today. “We’ve gone from 99% of the jobs being ‘here’s your assignment, do it’ jobs to basically close to 0%. Now we need people to create and invent their path forward,” Ted explains. But our schools, he laments, “put that into a meat grinder” that discourages independent thought and problem-solving.   Winchester’s Innovation Center: Real-World Learning for Every Student Perhaps the most hopeful moment in the conversation is Ted Dintersmith’s description of the Innovation Center in Winchester, Virginia: a school that’s rewriting the rules. There, every student, regardless of their academic track, participates in hands-on, career-oriented learning. From carpentry and welding to health care and artificial intelligence, the center offers a real taste of practical skills and modern technologies. What sets Winchester apart is that this isn’t a program for a select few. “Every kid is spending healthy amounts of their high school time in there, in the Innovation Center,” Ted shares, highlighting how this all-in approach bridges the gap between vocational and academic pathways. Importantly, college-bound students benefit, developing resilient, adaptable skills alongside their career-focused peers. “If a kid was at a school and they optionally took welding instead of AP chemistry, an elite college would turn them down… But here, because that’s what all the kids do, they say, ‘Oh, well, they kind of had to do it. I can’t really ding them for that,’” - Ted Dintersmith The results are telling. Students who might have once been written off as “suboptimal” are thriving. College applicants stand out with compelling stories of real achievement. And, perhaps most importantly, the community is united in supporting all students, regardless of their background or political leanings. “The school sends a message to the community that we respect all paths, and the community comes together irrespective of where they are in a very broken country, politically. Those political views don’t matter. It’s like,
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  • 412 Fighting In Gaza & Lebanon: Through an IDF Tank Commander’s Eyes with Benaya Cherlow
    On this episode of Christopher Lochhead: Follow Your Different, we sit down with Captain Benaya Cherlow, an Israeli-American army officer, strategist, and veteran of both Gaza and Lebanon. In the aftermath of October 7th, when the world witnessed astounding levels of violence and heartbreak, conversations about the Israeli-Palestinian conflict have often focused on the political, religious, and strategic dimensions. Yet, beneath the headlines are deeply personal stories of loss, identity, and the moral quandaries faced by those on the frontlines. This dialogue traverses the emotional aftermath of tragedy, the complexities of identity in a region at war, and the indelible lessons learned amid chaos, with the hope of peace as a guiding light. You’re listening to Christopher Lochhead: Follow Your Different. We are the real dialogue podcast for people with a different mind. So get your mind in a different place, and hey ho, let’s go.   Bearing Witness to Evil and Wrestling with Identity Christopher opens the conversation by acknowledging his own pain in the wake of October 7th, having lost close friends to acts of violence and identifying deeply with the Jewish community through family and lifelong friendships. This sense of shared heartbreak becomes the backdrop for his discussion with Captain Cherlow, a man whose background embodies the intersection of cultures and conflict. Born to a Lebanese-Jewish mother from Beirut and an American father, himself descended from Holocaust survivors and World War II veterans, Captain Cherlow describes his upbringing as a “crisis of identity.” Fluent in Hebrew, Arabic, and English, he straddles the worlds of his ancestors, fighting on behalf of one homeland in the land of the other. The experience of entering Lebanese villages as an IDF officer—aware of his maternal roots and hearing echoes of his family history everywhere—is a stark reminder of how personal the region’s turbulence becomes for those with ties on both sides. Captain Cherlow’s ability to speak Arabic and understand the culture gave him insights into the threats posed by Hezbollah, but also led to moments of profound irony and unexpected kindness even in the midst of war.   Moral Decisions on the Battlefield and the Human Cost of War The conversation takes a raw turn as Captain Cherlow recounts experiences from the frontlines in Gaza. With the war dragging on, he describes the sheer exhaustion experienced by Israeli soldiers and citizens alike, each hoping for peace but aware of the tenuousness of any truce. It is in recounting a harrowing night, when he was faced with choosing between saving fellow soldiers or responding to a possible hostage situation, that the moral complexity of war is laid bare. Cherlow refuses to divulge the decision he ultimately made, insisting instead that listeners sit with the impossible pressure of those few seconds, a pressure for which neither military training nor life experience truly prepares anyone. The story of using a hospital as a base of operations, only to discover women and children being used as human shields by Hamas combatants, adds another layer to the moral maze soldiers must navigate. Christopher and Captain Cherlow both focus on the humanity amidst chaos; whether that is in giving snacks to Gazan children or improvising medical care for wounded comrades. Through all this, Cherlow reflects on the importance of conveying these complexities to decision-makers in Congress. The reality of urban warfare, he emphasizes, is not the relentless heroics dramatized on television; it is long stretches of hunger, confusion, and impossible choices, punctuated by moments of both tragedy and grace.   On the Precipice of Peace, and the Weight of History A theme running through the episode is the flickering hope for a different future. For what may be the first time, a coalition led by the United States and Israel has assembled nearly all the major Arab and Muslim nations,
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  • 411 The Prime Minister of Subscription: Tien Tzuo and The Art of Category Making
    The business world rewards those bold enough to bet on seismic shifts; those who don’t just ride the wave, but fundamentally reshape the tide. In a fascinating conversation with Tien Tzuo, legendary founder of Zoura, we get a rare look into category design, entrepreneurial persistence, and the mindset required to rewire an entire industry, as Tzuo did for the subscription economy. As technology continues to accelerate, with AI now setting the stage for yet another major leap, this dialogue holds powerful lessons for anyone seeking to lead, not follow. You’re listening to Christopher Lochhead: Follow Your Different. We are the real dialogue podcast for people with a different mind. So get your mind in a different place, and hey ho, let’s go.   Building Enduring Category Leaders: Evangelism and Timing Legendary startups aren’t created by chance. As Tien Tzuo describes, successful category creation starts with seeing a shift others overlook, then boldly evangelizing that vision. "Part of the category is to say, okay, there's a shift that's happening with this new technology. It's a significant, meaningful, profound shift." - Tien Tzuo Tien Tzuo’s journey with Zoura began well before “subscription” was a buzzword; when Netflix mailed DVDs and Wall Street scoffed at recurring revenue. He and his team endured blank stares and skepticism, proving that timing, storytelling, and the relentless ability to communicate the new reality separates mere participants from true category leaders.   The Relentless Power of Story and Persistence Distilling complex ideas into a market-moving narrative is as important as technical innovation. Tzuo credits much of Zoura’s momentum to persistent storytelling: on stage, in books, and across every communication platform available. “What I saw was good storytellers…talk about a big, big trend that’s happening all around us…the market, the world.” Writing a book, he admits, was hard but necessary. "The only person that can tell your company story is you. Right, because it’s your idea, it’s your vision." For founders, being ignored or doubted isn’t a sign to pivot away; it’s a signal to refine and hammer home the message until the world is ready to hear it.   Tien Tzuo's Advice for Category Creators in the AI Era Today, the pace of change is faster than ever. Yet the recipe for winning new categories remains strikingly consistent. Tzuo counsels entrepreneurs to begin with their unique insight into a megatrend, not with the category label itself: “Don’t start with a category. Start with…what gives you a right to exist?” - Tien Tzuo The logic applies in AI as much as SaaS: massive investments will be lost by those chasing what’s already established, while the next category-defining companies will stay close to their customers, listen relentlessly, and focus on the transformation they alone can catalyze. As Tzuo puts it, “With every new technology shift, there's an opportunity to displace an incumbent.;” if you have the courage to shape, not just surf, the future. To hear more from Tien Tzuo on the art of Category Making, download and listen to this episode.    Bio ChatGPT said: Tien Tzuo, acclaimed author of Founders, Keepers, is a visionary entrepreneur and respected thought leader in the subscription economy. Best known as the founder and CEO of Zuora, he has helped redefine how companies build recurring revenue models, drawing on decades of experience at the forefront of technology and innovation. In Founders, Keepers, Tien shares powerful insights on leadership, culture, and the enduring commitment required to build companies that last. His writing blends practical guidance with stories from his own journey scaling global businesses. A sought-after speaker and mentor, Tien inspires founders to stay true to their mission while adapting to change, fostering organizations that thrive for generations.   Links Connect with Tien Tzuo! Zuora Website | LinkedIn | Medium
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