No final de semana, Everson Lopes me apresentou a Bjoern Lasse Herrmann, co-autor da pesquisa Startup Genome, que foi realizada com mais de 650 startups web do Vale do Silício.
A pesquisa foi feita por uma equipe com gente das universidades de Berkeley e Stanford, mais Steve Blank, a rede Sandbox e aceleradoras ao redor do mundo. Estou lendo e resolvi traduzir alguns destaques do relatório, que pode ser adquirido gratuitamente pela web.
Com o relatório da pesquisa Startup Genome pode-se entender melhor como é o “genoma de uma startup”. Análises principais do relatório:
- 1. Fundadores que aprendem tem mais sucesso: startups que tem ajuda de mentores, acompanham métricas eficientemente e aprendem com os líderes do pensamento de startup levantam 7 vezes mais dinheiro e tem crescimento de usuários 3,5 vezes melhor;
- 2. Startups que fazem pivot 1 ou 2 vezes levantam 2,5 vezes mais dinheiro, tem 3,6 vezes melhor crescimento no número de usuários e são 52% menos prováveis de escalarem prematuramente do que as startups que pivotam mais de 2 vezes ou nenhuma vez;
- 3. Muito investem de 2 a 3 vezes mais capital do que necessário em startups que ainda não encontraram o ajuste entre problema e solução. Também investem demais em fundadores únicos ou equipes fundadas sem técnicos – apesar dos indicadores mostrarem que nesses casos as probabilidades de sucesso são bem menores;
- 4. Investidores que providenciam ajuda mão-na-massa tem pouco ou nenhum efeito na performance operacional da companhia. Mas os mentores certos influenciam significativamente a performance e a habilidade de conseguir dinheiro. Entretanto, isso não significa que investidores não tenham efeito significativo nas “avaliações” (de quanto a empresa vale) e M&A;
- 5. Fundadores solitários levam 3,6 vezes mais tempo para chegar ao estágio de escala comparando com equipes de 2, e levam tem 2,3 vezes menos probabilidade de fazer pivot:
- 6. Equipes com base sólida de negócios tem 6,2 vezes mais chances de obterem escala com sucesso nas startups orientadas a vendas do que nas orientadas a produtos (pense nisso – aliás, leia na íntegra);
- 7. Equipes com base técnica sólida tem 3,3 vezes mais chance de obterem escala com sucesso em startups focadas em produtos sem efeito de rede do que em startups focadas em produto com efeito de rede (uau!);
- 8. Equipes balanceadas com um fundador técnico e um fundador da área de negócios levantam 30% mais dinheiro, tem aumento de clientes 2,9 vezes maior e tem 19% menos probabilidade de escalarem prematuramente do que equipes com fundadores focados em só um tipo de competência;
- 9. A maioria dos fundadores de sucesso são movidos pelo impacto, mais do que por experiência ou dinheiro;
- 10. Fundadores superestimam o valor do IP em 255% antes do ajuste entre o produto e o mercado;
- 11. Startups precisam de 2 a 3 vezes mais tempo para validarem seu mercado do que a maioria dos fundadores imagina. Esta subestimação cria a pressão de escalar prematuramente;
- 12. Startups que não levantaram investimento superestimam 100 vezes o tamanho do seu mercado e comumente confundem seu mercado como um novo mercado;
- 13. Escalara prematuramente é a principal razão de as startups irem pior. Tendem a perder a batalha cedo por atropelarem a si mesmos;
- 14. B2C versus B2B não é mais uma segmentação/diferenciação significativa para startups de Internet porque a Internet mudou as regras do negócio. O estudo descobriu 4 grupos principais diferentes de startups que tem comportamento específico de acordo com aquisição de consumidores, tempo, produto, mercado e equipe.
Confira o relatório completo para mais detalhes.
90 comments
Estou com o Tom, WTF is pivot? Is it change the way of biz?
A importância do Pivot (ou Pivô): http://www.manualdastartup.com.br/blog/mike-maple…
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