AI models are becoming easier to access and harder to defend as a differentiator. The scarcity does not disappear; it moves to distribution: getting a complex product understood, trusted, adopted and valued in a real customer environment.
For technical products, the model was rarely the whole moat. The difficult work was making technical capability legible to a buyer, giving Sales the credibility to hold a technical room, and helping a customer turn a signed contract into realised value.
That is why distribution is not only a channel question. It includes positioning, use-case-led demos, enablement, customer follow-through and the relationship that makes expansion possible. None of this is downstream of the moat. It is the moat.
The limit is that AI commoditisation did not invent these fundamentals. It removes the places where a company could hide from them. The technology can become common; the ability to make it trusted and adopted still has to be built.