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How to properly fail your startup (in 10 steps)

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Slides (in French) of my talk at Failcon Toulouse on November 2014, about the huge failure of my first startup FGT Network.

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How to properly fail your startup (in 10 steps)

  1. 1. Comment bien rater sa startup Boris Golden
  2. 2. Pourquoi moi ? 2 startups, 2 issues opposées Mentor de startups early-stage Objectif : parler ouvertement d’un vrai échec pour éviter à d’autres de faire les mêmes erreurs FGT Network
  3. 3. FGT Network Un échec total en 10 erreurs
  4. 4. Un cursus très académique, une formation à la recherche En 2010, les ressources sur les startups étaient bien plus rares… Une expérience professionnelle limitée Jamais imaginé être entrepreneur Être un fondateur naïf et inexpérimenté1
  5. 5. Former une équipe au hasard Petite expérience pro. commune Bonne entente mutuelle «On a les mêmes attentes»Même volonté de création «On sait bosser ensemble» «On ne se fâchera jamais» La question de la pertinence de l’équipe ne s’est jamais posée. Facts Fiction 2
  6. 6. Un modèle attirant BANCO ! Un domaine au hasard Trouver une idée en brainstormant Réseau d’experts consultables à la demande pour des clients B2B Export vers les pays émergents 3
  7. 7. Passer du temps sur les sujets glamours Adresse e-mail Définition des titres Cartes de visite Nom de la société Création de la structure Site web 4
  8. 8. 5 Penser le projet entre nous, dans un bureau
  9. 9. Penser le projet entre nous, dans un bureau5
  10. 10. 30 pages mûrement réfléchies Un marché de 30M€ trouvé avec une règle de 3 3,5M€ de CA projetés en année 5 6 Donner trop d’importance au Business Plan
  11. 11. Donner trop d’importance au Business Plan6
  12. 12. Concevoir directement le produit final7
  13. 13. Concevoir directement le produit final7
  14. 14. Externaliser le développement Coût significatif Itérations nécessaires : processus long et cher Rupture entre conception et exécution Compétence clef externalisée 8
  15. 15. Refuser d’écouter le marché Parler aux investisseurs avant d’avoir des clients Faire des RP en écrivant des communiqués de presse Déplorer le manque d’engouement des prospects « On est des innovateurs, c’est pour ça qu’on est incompris » - Equipe FGT Network « Realistically, I do not see where your company can help my company » - Partenaire potentiel 1 2 3 9
  16. 16. Ignorer la question de la création de valeur Faible couple problème/solution Douleur faible Valeur ajoutée médiocre Marges très maigres Clients sans budget (export) Production très coûteuse Perspectives de croissance limitées Petit marché Service non scalable ++ 10
  17. 17. Ignorer le problème de la création de valeur Hub clients C C C C Hub clients C C C C Hub clients C C C C Base clients FGT C C C C Hub Experts E E E E Hub Experts E E E E Hub Experts E E E E Base Experts FGT E E E E Interfaceciients InterfaceExperts FGT (Platform + Team) Gestion Clients Gestion Experts Admin, légal & paiement Mise en relation (matching, canal de com, etc) Qualité (vérification livrables, suivi consultations, fbks, SAV, etc) Accompagnement connexion client (besoin, sélection) Com / Marketing ProcessuS support FGT (RH, finance, obligations légales, etc) 10
  18. 18. Les 10 erreurs fatales 1 Se lancer sans expérience 6 Se concentrer sur le BP 2 Constituer une équipe peu pertinente 7 Définir un but sans trajectoire 3 Trouver une idée sans fondement 8 Externaliser des compétences clefs 4 Mettre trop d’énergie sur des sujets futiles 9 Ignorer les feedbacks négatifs 5 S’isoler systématiquement pour réfléchir 10 Oublier de créer de la valeur
  19. 19. Epilogue FGT Network
  20. 20. 7 leçons à retenir 1 Chercher les problèmes, pas les idées 5 Penser «business model» avant «business plan» 2 Avoir une équipe en adéquation avec son projet 6 Accepter qu’un projet est imparfait & mouvant 7 Concilier but ambitieux & focus réaliste 4 Être à l’écoute des feedbacks extérieurs Se concentrer sur ce qui fait vraiment avancer3

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