“Valley of death”, in simple terms refers to the difficulty of recovering money in the initial stages of a start-up– before their new product or services starts bringing in revenue from clients. There are, however, some ways to bridge the widening gap of this valley.
A Gompers and Lerner report gives us a scope of this challenge. And it is very real. It reveals that “90% of new ventures that don’t attract investors failing within the first three years”.
Although the first steps of founding a start-up are difficult, there’s even more arduous path ahead, i.e. the way to build an iconic, successful company. Founders and early-stage backers need to be smart and careful about how to position their project for a looming valley of death in between.
Even if there is a growing abundance of capital and investors ready to invest in promising upcoming projects, it is clear from statistics that the volume of deals is decreasing significantly, despite the dollars of investment increasing– a proof of larger checks going to fewer start-ups. Here are some things start-ups need to do to survive the widening valley of death.
1. Vision-Driven Business Models: More Than Just Numbers
While demonstrating revenue potential is crucial, building a business model that embodies your big vision is paramount. It’s not just about creating value, but establishing a model that scales and resonates with your target audience. Go beyond inflated valuation metrics and focus on a compelling narrative that showcases your unique solution to a pressing need. Prove through customer validation and data-driven insights that your offering will not only attract paying customers but also retain them against potential competitors. Remember, investors seek ventures with a clear vision and the potential to become household names, not just generate quick returns.
2. Building a Winning Team: Skills Beyond the Resume
While experience holds weight, your team must possess more than just impressive resumes. Look for individuals with grit, adaptability, and data-driven decision-making skills. These are the traits that will guide your startup through unforeseen challenges and fuel innovation during the Death Valley trek. Prioritize diversity and inclusivity within your team. Diverse perspectives foster creative problem-solving and ensure your product resonates with a broader audience. Remember, a talented team isn’t just about execution; it’s about bringing your vision to life with passion and resilience.
3. Metrics that Matter: Tracking Progress, Proving Potential
Forget bombarding investors with inflated stats. Focus on meaningful metrics that truly reflect your growth stage and business model. Whether it’s Customer Acquisition Cost (CAC), Lifetime Value (LTV), or Net Promoter Score (NPS), choose metrics that demonstrate your ability to acquire, retain, and delight customers. Set realistic and achievable targets for these metrics, showcasing your progress and potential for future growth. Remember, investors want to see a data-driven approach to measuring success, not just inflated numbers.
4. Embracing Scalability: Beyond the “Throw Money at Growth” Myth
Many startups fall victim to the illusion of unlimited growth fueled by venture capital. However, not all business models are built for rapid expansion. DIS-economies of scale, where costs per unit increase with production volume, can cripple many businesses. Focus on improving unit economics through operational optimization, innovative pricing models, and strategic partnerships. Remember, sustainable growth comes from building a foundation that can handle the weight of expansion, not from simply throwing money at the problem.
5. Continuous Learning: Adapting to a Shifting Landscape
The venture capital landscape is constantly evolving. Investor preferences change, funding rounds fluctuate, and new challenges emerge. Stay informed about these trends and adapt your strategy accordingly. Be prepared to pivot when necessary, learning from failures and iterating based on market feedback. Remember, agility and a willingness to learn are vital for navigating the ever-changing terrain of the startup ecosystem.
Surviving the Death Valley curve is no easy feat. But by incorporating these strategies, building a vision-driven model, nurturing a skilled team, tracking meaningful metrics, prioritizing scalability, and embracing continuous learning, your startup can not only cross this perilous valley but emerge as a thriving force in the ever-evolving world of business.
This implies dwindling margin with the scale, the reason why so many businesses are small, with fragmented markets (that technology alone cannot amalgamate). So you have to figure out how to improve your unit economics over time (a measure of the profitability of selling one unit of your product or service) and the efficiencies created by economies of scale? etc.
Conclusion: Summing up
Companies seeking success need work, business model, corporate culture and talent that symbolize their big vision. Running a business is not just about creating value, but bringing more value than other companies and figuring out your strengths for going big after you are established.
