AI-era startups face two threats: incumbents cannibalizing themselves fast enough, and customers building with foundation models. Listen
Joubin Mirzadegan frames the moat question as whether an incumbent like Salesforce will cannibalize its business and re-architect before a startup gets to distribution, or whether an enterprise will simply build the tool with Claude Code. Mark Roberge said competing with incumbents is not new; the new threat is the foundation model coming from below.
“the new one now is the foundational model from below.”
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From The Sales Framework Every Founder Needs | Mark Roberge.