Esiste una sorta di barzelletta relativa alle startup. “Su dieci start up presenti nel mondo del digital-marketing, 11 di queste falliranno”. Non ho mai voluto partire dal presupposto che la mia startup sarebbe stata quella fallimentare, e nessun imprenditore lo vorrebbe. Io pensavo di saperne parecchio sull’argomento… o almeno avrei voluto saperne abbastanza durante il processo di lancio della mia startup. Jeson Huertas, autore di My Start up failed, affarma che è comune, scrivendo:

“Pensi di sapere tutto. Dopotutto, tu sei una persona già di successo nella tua mente, quindi che importa cosa hanno da dire gli altri? Combatti quella sollecitazione… tu davvero non sai nulla”

Dopo il mio personale fallimento sono diventato ossessivo nel cercare di capire come e perché le cose sono andate per il verso sbagliato. Ad oggi abbiamo più di 100 storie di start up fallite. Ho recentemente inserito le mie conoscenze all’interno di The Startup Checklist, e questo svela alcune cose specifiche che si desumono dalla mia esperienza.

NUMERO UNO: Non esiste nessun mercato per il tuo prodotto

Nella maggior parte dei fallimenti, esiste una ragione di base: mancanza di mercato. “Asserisco che il maggiore fattore di incidenza nel fallimento o successo di una start up è il marketing” dice Marc Andreessen. Le nostre ricerche provano che aveva ragione.

La principale ragione di fallimento sia del B2B che del B2C (50%) è che le startup vivono una mancanza di posizionamento nel mercato. Perché questo succede? Perché i fondatori continuano a sbagliare e a sbagliare di nuovo? John O’ Nolan ha condiviso alcune sue intuizione nel suo libro di Travel Post-Mortem.

 

“Noi non sapevamo che cosa fosse la trazione, e a partire da quella misura e non sapevamo che non ne avevamo affatto. Il nostro primo pacchetto di media vantava ben ” 10.000 pagine di visualizzazioni in appena 48 ore dal lancio.” e il nostro traffico mensile era 3-4 maggiore rispetto a quello che pensavamo.  Noi sapevamo di essere un pesce grosso… Solo che non sapevamo quanto fosse piccolo il lago. “

Se sei intenzionato ha investire del tempo facendo un prodotto, assicurati che esista un effettivo mercato per quello che stiamo costruendo.


Vuoi capire come non far fallire la tua startup? Scopri come a questa pagina!


NUMERO 2: Preparati a fallire nel giro di tre anni

Quando una startup fallisce sembra che accada nel giro di una notte. In verità, non si tratta della maggior parte dei casi. La maggior parte delle volte, era riscontrabile un visibile e parabolico declino in parecchi punti. E questi punti passano in secondo piano o addirittura non vengono notati fino a quando non sarà troppo tardi per  salvare la compagnia.

Ti sei mai chiesto qualcosa riguardante l’ammontare del tempo che sei pronto ad investire nel costruire la tua startup che questa tragga degli effettivi profitti o fallimenti? Non quanti soldi, ma quanto tempo? Te lo svelerò. La mia ricerca mostra quanto mediamente porti in almeno quattro anni la tua startup B2B all’inevitabile e progressivo fallimento. E mediamente in almeno 3 anni la tua B2C startup al fallimento.

Che cosa ne pensi quindi di questa timeline?

NUMERO TRE: Confrontarsi con la dura realtà dei fatti

La maggior parte delle startup fallite ha lavorato duramente sulla prova delle parte tecnica del processo e hanno saltato il processo di business model e tutti gli steps di validazione.

Esci dalla fase di  costruzione!

Quando devi avviare il tuo business, sai davvero poco riguardo a come opererà. Focalizzati sulla parte di validazione e verifica! L’idea e l’operazione di stilazione del business model rappresentano un lavoro full time e a 360 gradi.

Una delle più grandi scoperte che abbiamo fatto attraverso i nostri studi, è la profonda lacuna nella costruzione di un business plan a partire dall’idea. Questo tocca ben il 17% delle startup B2C.

Nella maggior parte dei casi le tue idee sono esattamente l’opposto rispetto alle tue esigenze di mercato. Ecco perché, a partire dal principio, devi essere la prima leva di autocritica. Guarda la tua idea sotto tutti i punti di vista possibili. Non incominciare a fare il brainstorming sugli strumenti di valore del tuo business fino a quando non sarai assolutamente certo che stai costruendo qualcosa che le persone non soltanto vogliono, ma di cui hanno bisogno. Non innamorarti delle soluzioni. Innamorati dei problemi.

“Valida il tuo business model fin da subito. Intendo davvero è presto. Prima di aver costruito il prodotto e prima di aver scritto la prima linea di codice. Tutto il tempo nell’arco del tuo viaggio, dovresti avere chiara la risposta a “Perché sto facendo questo? e Per chi sto costruendo questo? Come ho detto poc’anzi, mentre sto imparando dal tuo prossimo possibile cliente, chiedegli “La pagheresti una soluzione come questa? Quanto?

Vuoi capire come non far fallire la tua startup? Scoprilo a questa pagina!

 

Fonte articolo: Thinkgrowth

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