Building Your Edge in B2B Web3: Lessons We Learned at Clique I love bullposting about our journey - so if you just want the takeaways, feel free to scroll straight to the end (leave me a like though) Our Story When we started building bespoke airdrop infrastructure over a year ago, I personally spoke to over 400 pre-TGE teams. We weren't the first movers but the trend quickly became clear: teams were moving away from basic “connect & claim” mechanics. Projects wanted personalised features—social-bound attribution, bespoke distributor contracts, custom alignment logic, and more. While most competitors doubled down on cookie-cutter products, we bet early on a shift toward customisation-and we built accordingly. By staying client-centric and delivering what teams actually needed, Clique was selected as the vendor for some of the most prominent projects in the space. Since then, we’ve powered some of the largest and most complex launches: Eigen, Aethir, Berachain, Babylon, Plume, B3, Elixir, Stakestone, Lagrange - with many more in the pipeline. Fast forward to today... Our competitors are scrambling to reposition themselves as “custom airdrop vendors.” But the gap is real - and catching up isn’t easy. We’ve already built what others are still pitching: - The track record - The infrastructure - The most diverse set of battle-tested templates - The flexibility - The expertise and client insight In the past month alone: - One lost deal regretted choosing another vendor after a failed stress test on a "claim & stake" feature. - Another switched to us four days before launch when their vendor couldn’t meet critical requirements. The above is not a flex - but confirmation we're on the right trajectory. We’re not delusional despite having built strong credibility. But we know the moat isn’t yet defensible enough to get complacent. So, what have we learned? In B2B Web3, the edge is earned. And here’s how we built ours: 1) Start with unscalable services We said yes to complexity - even when it didn’t scale. That gave us insight into what really mattered and helped us identify what was worth productising. 2) Be more than a vendor What stands out isn’t just the tech. It’s the trust built through follow-ups, clarity, collaboration, and being present. Always adding value wherever without expecting anything in return has paid off dividends. 3) Treat every account like an R&D loop while ensuring a satisfactory experience To some, these points might sound generic. But in Web3, the bar is still surprisingly low. That’s also why there’s still room for competition. And that’s exactly why the edge goes to those who show up, ship, and follow through.