Capturing Competitive Advantage and Building Enduring Value


Hatched by Glasp

Sep 14, 2023

3 min read


Capturing Competitive Advantage and Building Enduring Value


In a world of ever-increasing competition, businesses must strive to create a unique competitive advantage that sets them apart from the rest. This article explores the concept of competitive moats, the importance of innovation, and the role of customer acquisition in building a sustainable business. Additionally, we delve into the significance of business capabilities and the potential benefits of burning cash strategically. Ultimately, the key to long-term success lies in capturing competitive advantage and building enduring value.

Unthinkable Ideas and Decision-Making:

Some of the greatest ideas are often overlooked, and it is these unthinkable ideas that have the potential to drive innovation and create substantial opportunities. Making decisions can be challenging, as they may limit short-term opportunities. However, it is these decisions that pave the way for long-term success. The most practical skill in life is learning to do things even when we don't feel like doing them. Consistency is crucial, and those who remain consistent tend to outperform those who are intermittent.

The Impact of AI on Competitive Moats:

AI is revolutionizing various aspects of business, including distribution and content creation costs. With AI tools such as GPT-3 and DALL-E, the cost of producing goods with a digital component is expected to decrease significantly. This shift places greater emphasis on customer acquisition as a means of creating a competitive moat. If customer acquisition costs (CAC) remain high despite market dominance, it indicates a weak moat. In an era of automated creation, companies must focus on brand building and innovative methods of reaching customers.

Building Business Capabilities:

Business capabilities, often referred to as "powers" or intangible assets, determine the persistence and scope of a company's competitive advantage. Identifying and developing these capabilities is essential for unlocking a company's potential. Burning cash strategically can be an effective capability, as long as the cost of acquiring a customer (CAC) is lower than the customer's lifetime value (LTV). Stickiness, achieved through structural advantages or an optimized customer experience, also contributes to long-term success.

The Role of Innovation and Pace:

While moats may seem outdated, the pace of innovation is the true determinant of competitiveness. Startups may initially be easy to copy or build, and relying solely on a moat for defense is insufficient. Instead, companies should focus on continuously innovating and evolving. Microsoft's evolution from shipping physical disks to universalizing Windows to its current AI endeavors with OpenAI demonstrates the importance of adaptability and embracing change.

The Importance of Specificity and Novel Acquisition Methods:

To thrive in the future, companies must address specific pain points for a well-defined target audience. They must develop novel acquisition methods to attract customers cost-effectively. Product velocity and quality are crucial for customer retention. Companies like Salesforce have leveraged their core value, such as customer-centricity, to build additional businesses and become a system of record within organizations.

Building Enduring Enterprise Value:

Moats are not static; they require constant strengthening and durability. The primary question when evaluating a business should be whether its competitive advantage has become stronger and more enduring. The best companies are those that have identified specific pain points, created innovative acquisition methods, and maintained high-quality products to retain customers.

Actionable Advice:

  • 1. Embrace unthinkable ideas: Look beyond conventional thinking and explore overlooked ideas that have the potential to drive innovation and create new opportunities.
  • 2. Prioritize consistency: Develop the skill to do things even when you don't feel like doing them. Consistency is key to long-term success.
  • 3. Foster innovation and adaptability: Embrace change, continuously innovate, and evolve to stay ahead of the competition.


In a rapidly evolving business landscape, competitive advantage and enduring value are crucial for long-term success. By embracing unthinkable ideas, focusing on consistency, and prioritizing innovation, businesses can create unique moats and strengthen their market position. Additionally, strategic customer acquisition methods and a relentless pursuit of excellence in product development will contribute to building enduring enterprise value. In the end, it is the combination of these factors that sets successful businesses apart and ensures their sustainable growth.

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