The project started with a big surprise: instead of a great technology without customer access, we had a start-up with established market access, but without a realised tech vision!
Background:
✅ Tech start-up with solid sales and market access established
✅ A strong vision with a highly scalable SaaS product
❌ Rudimentary technological realisation of the vision
Key Learnings:
📌 Balancing between the old (non-scalable) and new (scalable) business model eats up management capacity. Day-to-day business takes up >90% of attention
📌 Clear decision on direction is essential: scaling or maintaining the existing business?
📌 VCs do not invest in companies with SME structures – without scaling potential, there is no valuation growth
Result:
✔️ Focus on the vision – for a clear positioning
✔️ Identification of cost savings (~€100k)
✔️ Successful completion of a funding round with existing investors to support transformation
Conclusion:
Technology and market access are both crucial – but getting lost between two worlds jeopardises the company. The art lies in striking a balance, even if investors demand fast sales.
