Focused customer service directly meeting the needs of your existing customers, and serious attention to the products and features they need.
It's not a guaranteed formula---AWS, Google, even Azure have big moats around their offerings and significant table-stakes features implemented. But "focusing entirely on the needs of the customer" is the thing their scale makes challenging; they have customers with multiple disjoint or competing needs.
It's not a guaranteed formula---AWS, Google, even Azure have big moats around their offerings and significant table-stakes features implemented. But "focusing entirely on the needs of the customer" is the thing their scale makes challenging; they have customers with multiple disjoint or competing needs.