The dissolution of integrations and data moats in SaaS

For years, SaaS companies have relied on integrations and data lock-in as competitive moats. But the landscape is shifting rapidly with the rise of open protocols and AI-powered connectors.

The old playbook

Build proprietary integrations, make data export difficult, create switching costs. This was the standard SaaS playbook for creating defensibility. But customers are getting smarter, and technology is making this approach obsolete.

The new reality

Open protocols like MCP, combined with AI agents that can navigate any interface, are breaking down the walls between software tools. The winners will be those who provide the best experience, not the most lock-in.