9 out of 10 start-ups fail to scale
9 out of 10 start-ups fail to scale. (Source: Durven Falen on Canvas)
When meeting with founders, they are all impatient to grow by hiring Sales, signing up partnerships or even going international.
When asking questions like 'How does your ideal Sales look like, how are you finding and screening this exceptional talent, what is the compensation plan, what about your onboarding, ...?', it turns our that Sales fundamentals are not properly prepared.
Same story when signing up partnerships ...'How are you going to activate them to focus pro-actively on your business, or what do you both expect from each other, what about business forecasting, ...?' Partners will succeed only when they take benefit from your Sales fundamentals.
When conquering the world - which is mandatory for most tech companies - ... 'Who will be representing you abroad, what about local competitors, what about the leadtime needed to score your first big deals, ...?' We recommend to build and validate your Sales fundamentals in your home market first, before considering any efforts in a massive, more competitive and totally unfamiliar marketspace.
Hopefully we'll watch a future Canvas program: '9 out of 10 start-ups succeed to scale.'