{"id":8308,"date":"2015-11-03T13:29:50","date_gmt":"2015-11-03T18:29:50","guid":{"rendered":"https:\/\/www.forentrepreneurs.com\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\/"},"modified":"2018-05-17T15:11:39","modified_gmt":"2018-05-17T19:11:39","slug":"part-1-accelerate-your-startup-get-the-right-productmarket-fit","status":"publish","type":"post","link":"https:\/\/www.forentrepreneurs.com\/pt-br\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\/","title":{"rendered":"Acelere Sua Startup: Regulando o Motor"},"content":{"rendered":"<p class=\"selectionShareable\">Este artigo foi originalmente publicado como parte de uma<a href=\"https:\/\/www.forentrepreneurs.com\/setting-the-startup-accelerator-pedal\/\" target=\"_blank\" rel=\"noopener\"> s\u00e9rie de posts<\/a> no <a href=\"https:\/\/gigaom.com\/2010\/11\/26\/accelerate-your-startup-get-the-right-productmarket-fit\/\" target=\"_blank\" rel=\"noopener\">GigaOm<\/a>.<\/p>\n<p>Como investidor de Capital de Risco e empreendedor por cinco vezes, frequentemente vejo dois erros comuns sendo cometidos por startups:<\/p>\n<p>1. As empresas gastam muito tentando crescer o neg\u00f3cio quando n\u00e3o est\u00e3o prontas para tal crescimento; ou<\/p>\n<p>2. As empresas n\u00e3o gastam dinheiro suficiente quando o neg\u00f3cio est\u00e1 pronto para crescer em escala.<\/p>\n<p>\u00c9 responsabilidade do CEO decidir quando pisar no acelerador da startup. H\u00e1 momentos em que faz sentido pisar no acelerador e investir agressivamente, mas tamb\u00e9m h\u00e1 momentos em que \u00e9 inteligente manter as perdas financeiras da empresa o mais baixo poss\u00edvel.<\/p>\n<p>Freq\u00fcentemente, um CEO de startups \u00e9 novo no cargo e n\u00e3o tem experi\u00eancia suficiente para entender que n\u00edvel de investimento \u00e9 apropriado e em que momento. O otimismo dos fundadores faz com que eles queiram gastar para fazer o neg\u00f3cio crescer o mais r\u00e1pido poss\u00edvel. Os investidores de Capital de Risco no conselho, cujo papel deve ser ajudar a orientar as decis\u00f5es fiscais, freq\u00fcentemente contribuem para o problema, cometendo o erro de tentar escapar de problemas como a m\u00e1 Adequa\u00e7\u00e3o Produto\/Mercado, ou o mau momento de mercado.<\/p>\n<p>Para ajustar o n\u00edvel de gastos corretamente, o CEO precisa entender as tr\u00eas fases diferentes de uma startup:<\/p>\n<p>1. Encontrar a Adequa\u00e7\u00e3o de Produto\/Mercado<br \/>\n2. Encontrar um modelo de vendas escal\u00e1vel e repet\u00edvel<br \/>\n3. Crescer o neg\u00f3cio em escala<\/p>\n<p>O comportamento de uma empresa precisa ser dramaticamente diferente em cada fase. Vou explicar como e porque nesta s\u00e9rie de tr\u00eas partes.<\/p>\n<p class=\"selectionShareable\"><a href=\"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11.jpg\"><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone wp-image-4733\" src=\"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11.jpg\" alt=\"skok-diagram-11\" width=\"610\" height=\"298\" srcset=\"https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11.jpg 1146w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11-300x147.jpg 300w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11-1024x500.jpg 1024w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11-740x362.jpg 740w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11-480x235.jpg 480w\" sizes=\"(max-width: 610px) 100vw, 610px\" \/><\/a><\/p>\n<h3>O que \u00e9 a Adequa\u00e7\u00e3o Produto\/Mercado?<\/h3>\n<p class=\"selectionShareable\">No in\u00edcio, os empreendedores devem estar focados obsessivamente em encontrar a Adequa\u00e7\u00e3o Produto \/ Mercado e em conservar dinheiro para ter o maior tempo poss\u00edvel. Mark Andreessen descreve a Adequa\u00e7\u00e3o Produto \/ Mercado como \u201ca \u00fanica coisa que importa\u201d, mas o que \u00e9 isso?<\/p>\n<p class=\"selectionShareable\">Basicamente, uma startup tem Adequa\u00e7\u00e3o Produto \/ Mercado quando tem:<\/p>\n<ul>\n<li>Um conjunto de clientes entusiasmados com o seu produto o suficiente para pagar por ele. Normalmente, esse pagamento \u00e9 em dinheiro, mas \u00e0s vezes \u00e9 tempo. Como o Facebook, o Twitter e o Google provaram, se voc\u00ea conseguir que um n\u00famero suficiente de clientes gaste tempo com seu produto, geralmente h\u00e1 uma maneira de monetiz\u00e1-lo.<\/li>\n<li>Uma base de clientes grande o suficiente para criar um neg\u00f3cio vi\u00e1vel.<\/li>\n<\/ul>\n<p>Andreessen diz:<br \/>\nVoc\u00ea pode sempre sentir a Adequa\u00e7\u00e3o Produto \/ Mercado quando est\u00e1 acontecendo. Os clientes est\u00e3o comprando o produto t\u00e3o r\u00e1pido quanto voc\u00ea pode fornec\u00ea-lo &#8211; ou o uso est\u00e1 crescendo t\u00e3o r\u00e1pido quanto voc\u00ea pode adicionar mais servidores\u2026.<\/p>\n<p>Voc\u00ea sempre pode sentir quando a Adequa\u00e7\u00e3o Produto \/ Mercado n\u00e3o est\u00e1 acontecendo. Os clientes n\u00e3o est\u00e3o extraindo valor do produto, o boca-a-boca n\u00e3o est\u00e1 se espalhando, o uso n\u00e3o est\u00e1 crescendo t\u00e3o r\u00e1pido, as cr\u00edticas de imprensa s\u00e3o \u201cblah\u201d, o ciclo de vendas leva muito tempo e muitas transa\u00e7\u00f5es nunca fecham.<\/p>\n<h3>Reduza suas perdas financeiras durante a busca pela Adequa\u00e7\u00e3o Produto \/ Mercado<\/h3>\n<p>Se a sua startup n\u00e3o alcan\u00e7ou a Adequa\u00e7\u00e3o Produto \/ Mercado, voc\u00ea deve se concentrar obsessivamente em encontr\u00e1-la e minimizer suas perdas financeiras para ter tempo de chegar l\u00e1.<\/p>\n<p>A melhor maneira de encontrar a Adequa\u00e7\u00e3o Produto \/ Mercado \u00e9 estar na frente dos clientes e validar suas hip\u00f3teses. Comece cedo e valide antes de construir qualquer coisa. Use wireframes do produto para mostrar sua vis\u00e3o aos clientes e, em seguida, continue validando durante o desenvolvimento do produto.<\/p>\n<p>Desenvolva habilidades de escutar objetivamente e n\u00e3o se envolva em tentar vender com afinco excessivo. Muitas vezes os empreendedores s\u00f3 ouvem o que querem ouvir, um tra\u00e7o \u00e0s vezes chamado de \u201couvidos felizes\u201d. Quando um cliente discorda, muitas vezes voc\u00ea ouve esses empreendedores dizerem: \u201cEles simplesmente n\u00e3o entendem\u201d. Essa \u00e9 uma boa indica\u00e7\u00e3o de que empreendedor n\u00e3o est\u00e1 escutando.<\/p>\n<p>Al\u00e9m disso, fa\u00e7a a si mesmo duas perguntas sobre cada uma de suas hip\u00f3teses:<\/p>\n<p class=\"selectionShareable\"><strong>1. O problema que voc\u00ea est\u00e1 resolvendo \u00e9 importante para o cliente?<\/strong> Frequentemente, as empresas atacam problemas que simplesmente n\u00e3o s\u00e3o importantes o suficiente para se gastar dinheiro ou tempo para resolver. Se o problema n\u00e3o for importante o suficiente, esteja preparado para abandonar a ideia em que voc\u00ea est\u00e1 trabalhando e mudar para algo diferente.<\/p>\n<p><strong>2. Suas solu\u00e7\u00f5es realmente resolvem o problema?<\/strong> Apresente a solu\u00e7\u00e3o ao cliente e fa\u00e7a perguntas mais dif\u00edceis, como:<\/p>\n<ul>\n<li>&#8220;Isso \u00e9 algo que voc\u00ea precisar ter ou algo que seria bom ter?&#8221;<\/li>\n<li>&#8220;Voc\u00ea se comprometeria a comprar a esse pre\u00e7o se o constru\u00edssemos?&#8221;<\/li>\n<li>&#8220;Onde isso fica na sua lista de prioridades em que voc\u00ea gastaria dinheiro?&#8221;<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">Na minha quarta startup, a Watermark Software, obtivemos uma \u00f3tima resposta quando mostramos nosso software a clientes em potencial; nosso lan\u00e7amento correu bem; e at\u00e9 o New York Times estava entusiasmado o suficiente para dedicar uma meia p\u00e1gina para nos cobrir. Mas apesar de legal, n\u00e3o era algo que se precisava ter, e n\u00f3s tivemos dificuldades para vend\u00ea-lo. Depois de mais dois anos de trabalho \u00e1rduo, encontramos os aplicativos verticais que tinham melhor alinhamento com o nosso produto e transformamos o produto em uma solu\u00e7\u00e3o completa para essas verticais. O neg\u00f3cio decolou.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">N\u00f3s desperdi\u00e7amos uma tonelada de dinheiro nesses dois anos. Se tiv\u00e9ssemos feito um trabalho melhor de valida\u00e7\u00e3o do cliente, poder\u00edamos ter evitado esse desperd\u00edcio. Eu cometi o erro de ouvir com &#8220;ouvidos felizes&#8221; em vez de ser objetivo.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Reduza sua perda financeira; aumente seu tempo<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Ningu\u00e9m pode prever quanto tempo levar\u00e1 para encontrar a Adequa\u00e7\u00e3o Produto \/ Mercado. Para ter a maior chance de sucesso, voc\u00ea precisa que seus fundos durem o maior tempo poss\u00edvel. Em outras palavras, voc\u00ea precisa que sua perda financeira seja a mais baixa poss\u00edvel .<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A equipe da startup ideal deve ser os fundadores, a equipe de desenvolvimento de produto e um ou dois vendedores para colocar os fundadores na frente dos clientes. \u00c9 isso. Os fundadores s\u00e3o as pessoas mais adequadas para interagir com os clientes para descobrir se os experimentos est\u00e3o funcionando e aprender com os fracassos. Este trabalho \u00e9 o trabalho chave do empreendedor e n\u00e3o pode ser facilmente delegado a outros.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Tamb\u00e9m pode ser tentador contratar uma grande equipe de P &amp; D para chegar ao mercado rapidamente. Reconhe\u00e7a que poucos produtos est\u00e3o imediatamente prontos para uma ampla ado\u00e7\u00e3o, e voc\u00ea provavelmente precisar\u00e1 passar por algumas revis\u00f5es para chegar a Adequa\u00e7\u00e3o Produto \/ Mercado. Ajuste sua perda financeira para uma maratona, n\u00e3o para um <\/span><i><span style=\"font-weight: 400;\">sprint<\/span><\/i><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Pode haver exce\u00e7\u00f5es a essa regra de gastos quando voc\u00ea puder encontrar coisas que claramente reduzir\u00e3o seu tempo rumo a Adequa\u00e7\u00e3o Produto \/ Mercado: por exemplo, um novo contratado que traga uma habilidade ausente, mas muito necess\u00e1ria.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Uma vez que voc\u00ea tenha evid\u00eancias de Adequa\u00e7\u00e3o Produto \/ Mercado, voc\u00ea pode encontrar um modelo de vendas repet\u00edvel e escal\u00e1vel, que abordarei no pr\u00f3ximo post.<\/span><\/p>\n<p class=\"selectionShareable\"><span style=\"font-weight: 400;\">Este artigo foi originalmente publicado como parte de uma <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/setting-the-startup-accelerator-pedal\/\"><span style=\"font-weight: 400;\">s\u00e9rie de posts<\/span><\/a><span style=\"font-weight: 400;\"> no <\/span><a href=\"https:\/\/gigaom.com\/2010\/11\/26\/accelerate-your-startup-get-the-right-productmarket-fit\/\"><span style=\"font-weight: 400;\">GigaOm<\/span><\/a><\/p>\n<p class=\"selectionShareable\"><span style=\"font-weight: 400;\">Pr\u00f3ximo artigo: <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/accelerate-your-startup-develop-a-repeatable-sales-model\/\"><span style=\"font-weight: 400;\">Configurando o pedal do acelerador da startup, colocando gasolina no tanque<\/span><\/a><\/p>\n<p><b>Tradu\u00e7\u00e3o<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Traduzido por <\/span><a href=\"https:\/\/www.linkedin.com\/in\/fernandookumura\/\"><span style=\"font-weight: 400;\">Fernando Okumura<\/span><\/a><span style=\"font-weight: 400;\"> (fundador do ERP para <\/span><a href=\"http:\/\/receitarecorrente.com\/\"><span style=\"font-weight: 400;\">Receita Recorrente<\/span><\/a><span style=\"font-weight: 400;\">, <\/span><a href=\"https:\/\/www.agilems.com\/\"><span style=\"font-weight: 400;\">AgileMS<\/span><\/a><span style=\"font-weight: 400;\">)<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Este artigo foi originalmente publicado como parte de uma s\u00e9rie de posts no GigaOm. Como investidor de Capital de Risco e empreendedor por cinco vezes, frequentemente vejo dois erros comuns sendo cometidos por startups: 1. As empresas gastam muito tentando crescer o neg\u00f3cio quando n\u00e3o est\u00e3o prontas para tal crescimento; ou 2. As empresas n\u00e3o [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[2046],"tags":[1252],"coauthors":[886],"class_list":["post-8308","post","type-post","status-publish","format-standard","hentry","category-idea-conception-2-pt-br","tag-startup-help-pt-br"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Acelere Sua Startup: Regulando o Motor - For Entrepreneurs<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.forentrepreneurs.com\/pt-br\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Acelere Sua Startup: Regulando o Motor - For Entrepreneurs\" \/>\n<meta property=\"og:description\" content=\"Este artigo foi originalmente publicado como parte de uma s\u00e9rie de posts no GigaOm. Como investidor de Capital de Risco e empreendedor por cinco vezes, frequentemente vejo dois erros comuns sendo cometidos por startups: 1. As empresas gastam muito tentando crescer o neg\u00f3cio quando n\u00e3o est\u00e3o prontas para tal crescimento; ou 2. As empresas n\u00e3o [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.forentrepreneurs.com\/pt-br\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\/\" \/>\n<meta property=\"og:site_name\" content=\"For Entrepreneurs\" \/>\n<meta property=\"article:published_time\" content=\"2015-11-03T18:29:50+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2018-05-17T19:11:39+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-11.jpg\" \/>\n<meta name=\"author\" content=\"David Skok\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@bostonvc\" \/>\n<meta name=\"twitter:site\" content=\"@bostonvc\" \/>\n<meta name=\"twitter:label1\" content=\"Escrito por\" \/>\n\t<meta name=\"twitter:data1\" content=\"David Skok\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. tempo de leitura\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutos\" \/>\n\t<meta name=\"twitter:label3\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data3\" content=\"David Skok\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/\"},\"author\":{\"name\":\"David Skok\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#\\\/schema\\\/person\\\/66c2c5e7203178fe6120da81b6d26e93\"},\"headline\":\"Acelere Sua Startup: Regulando o Motor\",\"datePublished\":\"2015-11-03T18:29:50+00:00\",\"dateModified\":\"2018-05-17T19:11:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/\"},\"wordCount\":1251,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2015\\\/11\\\/skok-diagram-11.jpg\",\"keywords\":[\"Startup Help\"],\"articleSection\":[\"Idea Conception\"],\"inLanguage\":\"pt-BR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/\",\"url\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\\\/\",\"name\":\"Acelere Sua Startup: Regulando o Motor - 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