Startup Moats
December 8, 2025
Watch now | Today, we’re talking about a startup’s “moat” or competitive advantage. An investor usually has to believe that your competitive advantage is different enough for customers to care and is defensible.
Today, we’re talking about a common issue in enterprise sales: scope creep before the close. It’s tempting to let a project expand when a potential customer gets excited, but we want to avoid this, in favor of speed.
Large contracts need extensive approvals, slowing them down. Smaller deals close faster, even with Enterprises.
Once live, a happy customer will naturally want to expand. It’s much easier to get a price increase on an existing contract vs being a new vendor.
Your potential customer is thinking about how they get on the cover of Forbes, but you need to close sales. Focus on velocity.
Best of luck out there.
