competitive-analysis

name	competitive-analysis
description	Use when performing a structured teardown of a specific competitor's activity system, moat, or vulnerability profile—requires at least one named rival to analyze.
license	MIT
compatibility	Claude Code and compatible agent products
metadata	{"type":"workflow","family":"workflow","rigor":"full","keywords":"competitors, market-positioning, strategy, analysis, alternatives, teardown, activity-system, moat-audit, competitor-teardown","requires":"problem-framing, market-context","enhances":"strategy-clarity, devils-advocate, market-context","sources_pdf":"Playing to Win (Lafley), Zero to One (Thiel), 7 Powers (Helmer), The Personal MBA (Kaufman), Lessons from the Titans (Davis), Dear Chairman (Gramm)","sources_web":"Stratechery: Aggregation Theory, Stratechery: The Bill Gates Line, Stratechery: What Christensen Got Wrong, Stratechery: Shopify & Platforms"}

Overview

Competitive analysis is not a list of features; it is a forensic audit of a rival's "Activity System" to find where their internal logic is brittle. This skill prevents the "Arrogance Trap" identified in the GE and Boeing collapses by forcing an evidence-based assessment of moats and vulnerabilities.

Iron Law

NO COMPETITIVE CLAIM WITHOUT EVIDENCE FROM AT LEAST TWO INDEPENDENT SOURCES

Unverified claims about being "10x better" or having "no competitors" are the primary signals of impending strategic failure.

State Machine

digraph competitive_analysis_flow {
    "Start" [shape=doublecircle];
    "Step 1: Activity Mapping" [shape=box];
    "Gate: Moat Audit" [shape=diamond];
    "Step 3: Vulnerability Check" [shape=box];
    "Step 4: Evidence Gate" [shape=diamond];
    "Done" [shape=doublecircle];

    "Start" -> "Step 1: Activity Mapping";
    "Step 1: Activity Mapping" -> "Gate: Moat Audit";
    "Gate: Moat Audit" -> "Step 3: Vulnerability Check" [label="moat verified"];
    "Gate: Moat Audit" -> "Step 1: Activity Mapping" [label="unclear value"];
    "Step 3: Vulnerability Check" -> "Step 4: Evidence Gate";
    "Step 4: Evidence Gate" -> "Done" [label="2+ sources found"];
    "Step 4: Evidence Gate" -> "Step 3: Vulnerability Check" [label="hearsay only"];
}

When to Use This Skill

• When drafting a PRD or Business Case that claims a "unique advantage."
• When a new rival enters the market with a "modular" or "platform" approach.
• When an incumbent appears "invincible" but shows signs of arrogance or bloat.
• During a "Devil's Advocate" stress test of a proposed strategy.

When NOT to Use This Skill

• For pure internal process optimization that does not affect the customer.
• In a "Zero-to-One" phase where no direct competitors exist (use problem-framing instead).

Core Process

Step 1: Map the Activity System

Do not compare features. Compare the system of reinforcing activities. (Source: Lafley, Playing to Win, Ch. 5)

1. Identify the "Winning Aspiration": Are they playing to win or playing to play?
2. Deconstruct the Reinforcing Loop: How do their activities (e.g., low cost + high volume + limited SKUs) make it harder for you to copy them without breaking your own model?
3. Identify the "Limiting Step": What is the one thing they cannot change without destroying their current profitability?

Step 2: Perform the Moat Audit

Assess whether the competitor (or you) has a durable power source. Use Helmer's 7 Powers as the primary taxonomy, with Thiel's 10x test as the threshold bar. (Source: Helmer, 7 Powers; Thiel, Zero to One, Ch. 5)

1. Scale Economies: Does unit cost decline with volume in a way that locks out smaller rivals?
2. Network Economies: Does the product get more valuable with each user, creating a flywheel?
3. Counter-Positioning: Would responding to this competitor require us to cannibalize our own business model?
4. Switching Costs: Are customers locked in by financial, procedural, or data-migration costs?
5. Branding: Does the brand command a premium that persists when features are matched?
6. Cornered Resource: Do they have preferential access to talent, IP, data, or regulatory position?
7. Process Power: Do embedded organizational processes deliver superior outcomes that are opaque to outsiders?

For each power source identified, apply Thiel's threshold: is it 10x better on a dimension that matters to the customer, or is it a marginal advantage that can be competed away?

Step 3: Audit the "Operating System"

Assess the rival's execution discipline. (Source: Davis, Lessons from the Titans, Ch. 12)

1. The Arrogance Check: Is the rival focused on "Big Ideas" and "Celebrity CEOs" (Immelt-era GE) or "Continuous Improvement" (Welch-era GE)?
2. The 1% Trap: Have they defined the market so broadly (e.g., "1% of $100B") that they have no actual foothold?
3. The Capital Allocation Test: Are they overpaying for "hot" assets or investing in the core? (Source: Gramm, Dear Chairman)

Step 4: Verify with Independent Evidence (The Iron Law)

For every claim (e.g., "We are faster"), you must cite:

1. Source A: External data (e.g., user reviews, teardowns, financial filings).
2. Source B: Independent verification (e.g., customer interviews, third-party benchmarks).

Cross-Skill Invocations

• REQUIRED SUB-SKILL: problem-framing — You cannot analyze competitors without knowing the "Job-to-be-Done."
• RECOMMENDED SUB-SKILL: devils-advocate — Use this to find the flaws in your own competitive claims.
• RECOMMENDED SUB-SKILL: strategy-clarity — To ensure your "How to Win" is distinct from the rival's activity system.

Rationalization Table

Thought	Reality
"We have no competitors."	You are defining the market too narrowly. Anything the customer uses to solve the problem is a competitor.
"Our tech is 10x better."	Unless it's 10x better on an unmeasurable consumer attribute (UX), it's a "modular" target.
"They are just a copycat."	"Me-too" competitors with lower overhead or a "modular" stack often win on price (Modular Disruption).
"We don't need evidence for common knowledge."	Common knowledge is often "arrogance in disguise." Verification is the only defense.
"They can't respond without destroying their business."	Verify the direction: Counter-Positioning only applies when their response requires self-harm. If you can't respond to them, you're the one being Counter-Positioned.
"We have no competitors."	Anything the customer uses to solve the job — including doing nothing — is a competitor. You defined the market wrong. (Source: Thiel, Zero to One, Ch. 5)

Red Flags

These thoughts mean STOP — you are about to shortcut:

• "They are too old/slow to catch us." → Arrogance (Source: Boeing 737MAX failure).
• "We have 1% of a massive market." → The 1% Trap (Source: Thiel).
• "Our brand is our moat." → Branding is a result of a system, not a standalone moat (Source: Lafley).
• "Their moat is just branding." → Branding without an underlying power source (Scale, Network, Switching Costs) is a logo, not a moat. (Source: Helmer, 7 Powers, Ch. 8)
• "We have switching costs, they can't leave." → Competitors invest in migration tools to erode switching costs. Assess where switching costs will be in 2 years, not where they are today. (Source: Helmer, 7 Powers, Ch. 6)
• "We can't figure out how they do it." → If results consistently exceed what visible inputs explain, suspect Process Power. Flag it as an unknown rather than dismissing it. (Source: Helmer, 7 Powers, Ch. 9)

Diagnostic Checklist

• Have we mapped the competitor's reinforcing activities, not just their features?
• Have we identified which of the 7 Powers the competitor holds (if any)?
• Is our claimed advantage verified by two independent, non-internal sources?
• Have we checked whether our advantage is a durable power source or a temporary feature lead?
• Have we identified the "Job-to-be-Done" that the competitor is solving?
• Did we check for Counter-Positioning in both directions (theirs against us AND ours against them)?
• Have we identified the "Limiting Step" in the competitor's activity system?

Sources

• Lafley, Playing to Win, Ch. 5 — Activity Systems and Capability Gaps.
• Thiel, Zero to One, Ch. 5 — Monopoly Characteristics and Power Law.
• Kaufman, The Personal MBA, Ch. 3 — Competitive Forces and Substitutes.
• Davis, Lessons from the Titans, Ch. 12 — Industrial Business Systems and Arrogance.
• Gramm, Dear Chairman, Ch. 1 & 5 — Intrinsic Value and Ownership Boards.
• Helmer, 7 Powers, Ch. 3, 6, 8, 9 — Counter-Positioning, Switching Costs, Branding, Process Power.
• Stratechery, "Aggregation Theory" — Demand aggregation vs. Supply control.