Every founder receives the question on slide three. What is your moat? They answer with technical differentiation. A model, a dataset, an architecture. At the application layer, that answer dissolves in a year.

What if there is no immediate moat? What if the moat is earned?

Leading moats exist at founding. Technical differentiation, a novel architecture, a proprietary dataset. You can point to them in the seed deck. They are most common at the infrastructure layer, where the product is the technology.

Lagging moats are earned through years of execution. Economies of scale, brand, channel relationships, embedded workflows. They cannot be drawn on a competitive landscape matrix because they are not built yet.

Application companies win with lagging moats. Infrastructure companies need leading moats to get off the ground because they require more research & capital to develop.

Salesforce never had a leading moat. Siebel had better technology in 1999. Salesforce won on sales muscle, brand, & a ten-year head start on the cloud-CRM category. Every moat that defends Salesforce today was earned, not engineered.

Snowflake took the other path. The company separated storage from compute when no one else had. That is a leading moat, & it bought the company the runway to build the lagging ones. Marketplace distribution through the hyperscalers. Brand recognition with CIOs. Switching costs embedded in every data pipeline.

Hamilton Helmer’s 7 Powers¹ framework helps separate the two. Scale economies, brand, & switching costs are lagging by construction. They require volume, time, & embedded customers. Counter-positioning, cornered resources, & process power can be leading if you have them at founding, but most app-layer startups do not.

Network economies are earned. Slack, Figma, & GitHub got big before clones could catch them.

Application companies earn their moats over time. Focus, execution, & a market moving faster than incumbents can defend are enough. The moat shows up later. It is no less real.

The honest answer at the app layer : we are building one.