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【作者按】我自大学时代首次创业起,便与创业结下了缘,二十年来四度创业,经历了失败也有过成功。2011年起进入创业投资领域,从事天使投资和创业孵化工作,与投资圈内各方人士广有交流,接触过大量的创业者,投资和辅导了一批创业企业。

在从事天使投资和创业孵化工作的过程中,偶尔会发现一些令人兴奋创业项目,大多数时候,见到的创业者虽有满腔热情,但其创业思路离“靠谱”二字相去甚远,离融资成功和创业成功的距离就更远了。就创业者常犯的一些错误,结合科技与互联网行业特点,我总结如下创业经验,把它称之为“一个天使投资人眼中的创业成功法则”。

我深知成功无定式,但也确信这些共性至少是适合于草根创业者,可以帮助创业者降低摸索的成本,少走弯路。

一 平台是炼出来的不是搭出来的

周鸿袆曾说过,“谁说我做的是平台,你全家都是做平台的”。平台是炼出来的,不是搭出来的,用户多了不是平台也是平台,没有用户叫平台也不是平台。比如QQ和360,起初一个是聊天的工具,一个是系统检查与保护工具,用的人多了,谁还能说他们不是平台?那些动辄标称做平台的创业项目不容易被天使投资人看好。

任何一个领域,平台只需要一个,甚至一个都不需要。倘若大家都来搭台子,到底谁是戏班子啊?搭台子的人往往是一方霸主或者政府工程。创业者应该多定位自己是个戏班子,甚至就是一个戏子,是要演出一场好戏的,是要面对观众的。戏唱好了,走到哪里何愁没台子?

一个好的应用产品,自身会具有快速传播的能力,用户不断增长。有了用户基础,再基于这个产品的核心功能开发一些相关的应用, 自然就打造出了一个平台。初创企业,着眼于应用,立足于产品,要把平台的事丢到脑后。

二 创业者不能只是工程兵

一些创业者的商业计划书就如同是一个产品经理的产品策划书,谈论的内容只停留在项目建设期,这是远远不够的。建设一个项目固然不易,但运营一个项目更难。创业,与其说是要创造或开发一款产品,不如说是要推广与运营一个产品。产生一个idea只需要几秒钟,开发出一款产品也许需要半年时间,但成功运营它并获得回报可能需要一辈子的努力。

运营,说白了,就是如何获得用户和如何实现盈利的过程。有运营意识的人构建项目时着眼更长远,不会被产品的技术细节羁绊,更注重于为用户所创造的价值和产品价值的实现。没有运营意识和运营经验的团队,有点像一帮工程兵、建设者,能力很强,能产出,但难以从产出中获得回报。运营导向的团队,动手能力对他们可能是一种挑战,但他们可以选择把产品外包给专业公司去做的,专注业务的经营并获得利润。

有些创业者以为运营是后期的事,要先把东西开发出来再去想运营的事,这并不是最好的思维方式。如果还没有想好如何把产品卖出去,如何接触到用户,实际也没有必要急着把东西做出来。把自己的着眼点放在运营上的创业者,其清楚的运营思路常常会使创业前期工作如产品功能规划、开发阶段划分、产品形态和体验设计更具实效。创业成功是环环相扣的,靠谱的创业项目,不能仅仅停留在建设项目上。

三 “实现”not“发现”

人类的种种基本需求自古以来就存在,一些高级需求、衍生需求一般也是人所皆知。把一些行业调研信息当做创业的驱动力量,觉得自己将做一件如何伟大而有使命感的事,是很多第一次创业的朋友容易犯的毛病。那些媒体文章与调研报告,被很多创业者当作创业指挥棒,视为发现点,是不大可取的。这些东西只是信息不对等,创业者获悉较晚,并不是什么创新的发现,而且大多经过了人为的加工。

靠谱的创业项目,往往不是因为发现了人们一个如何隐蔽而潜在的需求,更不会是创造了一个什么样的新需求,而是创造了一个新产品,或者发明了一个新方案,来满足人们那些非常自然而广泛又未被满足的需求。着眼点在产品及满足需求的解决方案上创业行动会显得务实而稳妥,停留在发现需求上的创业行动,会显得空洞而乏力,无法确定创业公司的前进方向与生存之道。

人人都可以是发现者,但能把握机会解决所发现的问题、满足所发现的需求的人才会成为一个成功的创业者。

四 垂直必须有独特的场景体验与产品逻辑来支撑

在“一家独大、赢家通吃”的互联网时代,任何行业的综合性门户都必然要面对“剩者为王”的局面,而且“剩者”往往只有一两个,每一个“王者”成王的过程都是异常惨烈的竞争过程。

初创企业基于实力考虑,不将自身定位为一个综合性门户,而是从一个细分的垂直领域入手寻找创业机会,这是明智之举。可是,不少创业者简单地认为,做垂直的业务就是做一个行业细分子类的业务,只是产品集中度的问题。其实不是这样子的,做垂直业务是要找到某一个存在独特体验的细分方向,在这样的方向上,综合性的门户不可能为了这一个细分方向而改变其总体的流程与体验,从而才给了这一垂直业务成长的机会。不然的话,所有的分类细分都只会压死在综合门户强大的用户群体之下。

58同城下面有太多的分类信息,京东商城上面有太多的产品品类,土豆已经很方便人们进行视频分享……并不是把这些网站拆分成若干个品类,就可以出现若干个垂直业务的创业公司。有人想做一个专门的婴幼儿视频分享的社区,我问他婴幼儿视频分享与大众视频分享有何不同的功能需求与产品逻辑?答不上者就不会拿到投资。有人想做一个保健品电子商务网站,我问他保健品电子商务与日用消费品电子商务有何不同的功能需求与产品逻辑?答不上来者就不会拿到投资。能够做成细分的往往都需要综合门户所照顾不过来的独特的功能需求与产品逻辑,也就是独特的体验和用户场景。比如专业人才招聘,比如专业家居电商,比如美容美发的移动互联网创业,都需要有独特的体验。

五 创业是做生意不是搞公益

这世界上创业者很多,任何不上班,打算自主谋生的人都可以说自己是创业者。一些缺乏经验的创业者尤其是互联网创业者,创业往往出于兴趣,只知道做的事有意思,对于如何盈利缺少考虑,做的事大而空,比如“服装界的阿里巴巴”、“设计师作品商业化平台”这些看起来很美丽的口号,却经不起“我向谁卖什么怎么赚钱”的反复推敲。还有另一类大而空的项目,以解决社会大问题为已任。

靠谱的创业项目,也许口号并不响亮,也解决不了什么社会大问题,却一定基于一笔笔有赚头的生意,而不是一项项补贴社会的公益行为。商业是赤祼祼的金钱关系,根本不需要披上公益与道德的外衣。不违法,能够抓住用户痛点,有人愿意付费购买,就是好的创业项目。

公益是事业单位和政府机构的责任,在中国目前的社会治理环境下,太多地方做得不完备,太多地方值得去关心与支持。然而这是社会范筹的事,根本轮不到创业者在初创期做为创业的起点。创业者拿一些公益领域的不足、空缺与病态来做为自己的创业机会,是又一个美丽的陷阱。指望公益活动会有回报,更是天方夜谭。资本从头到尾都是充满了滴血的罪恶是难以回避的真理。搞敬老院,如果不是算清了里面的利润,而只是想满足老龄化社会的需求,不适合创业;办技能学校,如果不是算清了里面的利润,而只是想改变中国教育的病态现象,不适合创业……

著名的《长尾理论》的作者克里斯安德森写了一本书叫《免费—商业的未来》,让不少创业者都把免费产品与服务当法宝,最后都成了炮灰。免费在获得收费之前,相当于是在做公益,一提收费就会“见光死”。天天围着吃免费的用户,不但养成了免费的习惯,见到收费就走人,还会抱怨不绝。商业是最直接的价值表达,创业项目应尽量展示给用户最赤祼的收费点和价值主张。

一些成功人士拿公益事业来包装自身形象,只是有钱人的特权,也是皇帝的新装,创业者一般是玩不起的。

六 战略定位先行产品差异化随后

创业的第一要务是根据自身优势和行业状况确立自身的定位。同是做自动化设备的,定位为“自动化设备研发企业”、“自动化设备制造、销售企业”和“小家电行业自动化制造设备研发企业”,这三者对企业的建设和经营方向是完全不一样的。企业应从战略上把自己定位成和对手不一样,即在行业中找到独一无二并有意义的差异点。努力经营意味着同场比赛中你可能跑得更快,但战略定位则是帮你选择于你有利的比赛。

战略定位实际是企业发展的指路明灯,定位明确了,要做的事也就明晰了,企业就可专注于所选定的领域并投入资源(经营资本)。初创企业常犯的一个错误是想做的事情太多,不愿意舍弃,没有放弃就没有定位,根本谈不上成长、做大做强。

在战略明确的基础上,创业者要做的就是是寻找差异化的产品与商业模式,“跟风”对创业者是毁灭性的。以2012年收入20亿元的驴妈妈为例,当初携程及艺龙在酒店和机票业务方面已经做得很好,驴妈妈选择了他们没有涉及的自助游,这就是差异化产品,也是吸引投资的重要条件。另一个案例来自饮品市场,饮品市场竞争异常残酷,数十个品牌你争我夺,互不相让。一个叫“鲜果时间”的连锁品牌却凭借“差异化战略”,在短时间内迅速崛起,傲视群雄。

另外,产品确立了差异化并不意味着生意就自此自动上门,即使产品质量上乘也未必立即就能获胜,更好的认知才能成为赢家。仅有一个标新立异的差异化概念或产品是不够的,你必须让传播的方方面面反映你的差异化,包括广告、宣传册、网站和销售演示。

七 别跟我说你在打造一个品牌

创业者常喜欢为自己的项目贴上各种各样抢眼的标签,比如“全国唯一”、“国内首家”,“首选品牌”,或者在一无所有的情况下,大谈特谈如何通过病毒式营销方案打造一个家喻户晓的“品牌”。

殊不知,品牌不是标签贴出来的,是通过大把钱烧出来的知名度和过硬产品质量赢来的口碑传播美誉度,根本不是什么品牌包装与运营出来的。

世上本没有品牌,用的人多了,也就成了品牌。任何品牌的打造,都必须首先着眼于优质的产品的打造,有了用户离不开的产品,才会有响亮的品牌。

我见到一些创业者,甚至说不出自己的产品是什么,更别说清楚地知道自己的产品能为用户带去什么价值了,就已经在规划品牌之道了。

问一下你自己,“我的产品是什么?”,“用户为什么非要用我的产品不可?”先把这两个问题定义清楚,然后动手把它实现出来,当市场验证它确实是一款用户喜爱的产品的时候,你的品牌形象自然而然就在用户心中建立起来了。

八 创业者不要当坐而论道的媒体人

创业者是行业观察员,更是行业实践者。很多思维发散观点丰富的媒体人士、产业分析人员一到自身创业,就会显得行动力不足,在实际工作中解决问题能力不足。从这点看出,创业者最重要的是执行力,往往对创业者来说,所有策划与设计的思路,都必须要落实到行动上。

只有“评论员观点”式的创业计划与想法,常常只能说是认识到了一项需求,或者看到了一片市场,还没有找到满足需求满足市场的途径,有点老鼠咬刺猬的感觉。这也是为什么一些高调阔论的创业者在天使投资市场上,反倒没有低调务实的创业者更受青睐的原因。


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