The Top 5 Reasons Why Startups Fail
From the post mortem of failed start-ups
We often hear about the glamour of making 25x on an investment and there are many to choose from. The most popular are Space-X, Airbnb, Uber who have all graduated to become unicorns (valued at more that $1billion). But as the unicorns rise, in the ashes are many a failed startup that either failed to launch or was acquired by a multinational and failed within that organisational culture.
Below are the top 5 causes of failure, which have been extracted from almost 400 post-mortems based on the data of CBInsights. For a Venture Capitalist, this is useful as you can avoid ‘tossing good money after bad’ and for a founder it will give you a clue as to whether you’re headed for disaster (with a little self-introspection) and what potential adjustments you can make before that happens.
#5 Pricing/Cost Issues (18% of the almost 400 companies had this as key reason for failure)
Most founding teams are techies who enjoy the technology challenge of building a new product or market. The product is either priced to highly, and as a result customers are not willing to pay or price too low that you cannot cover operating costs. Potential ways to mitigate could include having team members with other skills to complement the technical skills, understanding your market better and founders involved in market testing. Pricing a subscription at $300/month when it should have been priced at $30/month can be the difference between survival or the ash heap of failed companies.
#4 Getting Outperformed (19%)
Pace to enter the market, offer new variations that customers need and competing against the more established players. If a startup is in a market with Oracle or Microsoft have the major market share, one would have to think twice about the chances of success. Corel offered Quattro spreadsheets and WordPerfect more than 30 years ago. This startup’s software was far superior (my opinion) than anything on the market at the time. Microsoft launched Excel and Word, and the rest is history. Mitigation can come in the form of exceptional quality/service or finding a true niche and owning that. If a startup is in a full on ‘war’ for its market, then investors will have to hold on for a bumpy ride. We’ve seen this play out with Uber in its battle with Lyft and the many local versions of ride hailing applications. We see this now with the spread of Covid-19, telemedicine has become more acceptable. Companies are racing to digitise the doctor/patient relationship.
#3 Not the Right Team (23%)
It’s a cliched term to say we invest in people. As a VC, this is our reality. We invest fully in the founder and the founding team. The team dynamics are critical for making this work. When you are at university or other social settings you generally gravitate to people you ‘like’. Shared values and interests are generally the glue that holds you together…the essence of your culture within a team. Where groups are assembled this is more difficult to achieve as you are in a team not by your own desire. As a VC we are keen to ensure the team dynamics work. A team cannot have 4 leaders, but you can soon see who steers the thinking and discussion within a team. We have walked away from investments where we were not comfortable with the team dynamics which led us to believe that the team will disintegrate — even though the value proposition presented was great! As a founder this is probably one of your key responsibilities, especially as the team grows. Don’t be rushed into hiring, ensure there is a proper fit.
#2 Ran out of Cash (29%)
In the first 3 years cash flow management is key. Having enough cash for the next 12 months of development will ensure you avert closure. If the source of your cashflow is funding from investors, ensure you start fund raising well ahead of you timing. If the funding is from sales, ensure that your forecast is robust and realistic. As cited in the CBInsights study :
In September 2019, augmented reality startup Daqri shut down after burning through more than $250M in funding and failing to raise a new round from investors:
“Daqri faced substantial challenges from competing headset makers, including Magic Leap and Microsoft, which were backed by more expansive war chests and institutional partnerships. While the headset company struggled to compete for enterprise customers, Daqri benefited from investor excitement surrounding the broader space. That is, until the investment climate for AR startups cooled.”
#1 No market Need (42%)
We see this all the time. A solution looking for a problem. Often we come across founders with a great passion for a technology or subject, after spending many years developing a product, they look for a market for the product. My ultimate question to founders is what problem are you trying to solve? If the founder fails to clearly articulate this, you have doubts as to the success of the venture. When our VC fund looks at risk, there are two types of risk we clearly define viz. execution risk and market risk. We take on more execution risk, as our team have the capabilities to assist the founding team where necessary. We tend to take on as little market risk as possible i.e. the founding team must have clearly defined a market that is willing to pay for the product or service. We have found that founders to very little practical research other than the desktop analysis. To mitigate this founders must speak to potential customers, about the problem the product is solving, ways to improve it and what they would be prepared to pay. In this way you have the realisation of what awaits you in the real world.
These top 5 causes for failure should give both the budding Venture Capitalist and the Founders key indicators of what to look for to avoid or minimise the chance failure.
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