Guest column

Why you need to prevent 'expert syndrome' and find a market need for your startup to succeed

The biggest reason startups fail is because of no market need. Emilija Manevska/Getty Images

It's a brave new world. It's an era of hot IPO's, next-generation technological disruptions, Silicon Valley tech-storms, and many startups that eventually nosedive. Many startups believe that they are creating the next best thing, but in reality, more than 80 percent of the startups fail on a global scale.

These are staggering numbers as the world is evolving, and the job market is saturating exponentially, giving to the rise of startups and entrepreneurial ventures. Nowadays, it's easy to get caught up in the endless stories of startup successes, but in actuality, startup failures are way more common that startup successes in accord with data from CB Insights.

According to the surveys by CB Insights analysts and researchers, more than 70 percent of upstart tech companies fail, and their counterparts the 'consumer hardware startups' are prone to failure with 97 percent ultimately dying or becoming "zombies." Let's talk about why startups and businesses fail. One of the significant factors that cause startups to fail miserably is that there's no market need.

Preventing 'expert syndrome'

Startups can run into the problem of their being little or no market need for the product or service they are providing. Startup founders tend to overrate and overestimate themselves and underrate the more experienced people around them. This is known as 'expert syndrome,' and it is one of the contributing reasons why many startups tend to fail and nosedive.

Ignorant individuals are often bursting with escapism, unrealistic expectations and grandeur emotions, which may cause their businesses to fall out. The actual feeling that you are in control combined with an idealistic inevitability that there is market need for the creator's product or service can lead to inevitable failure.

Expert syndrome is recognized in the field of psychology as the Dunning-Kruger effect; cognitive bias of superiority in the mind of an individual that believes their knowledge is greater than it is. This can also result in unrealistic expectations for otherwise relatively small impact incremental innovations.

As an MBA, I have seen this in myself over the years (admittedly often in hindsight) and in waves of fresh MBAs trying to turn their class project business plan into a real business. However, it is not exclusive to MBAs as any domain experts' true knowledge could be limited by their perspective and experience of a given situation. On the contrary, the secondary issue of the nature of innovation is more complicated as it presents a cause and effect relationship with the market scenario.

For a startup's success, it is essential for the product or service to be more 'disruptive' in nature rather than being merely incremental. The startup needs to solve an unsolved problem rather than assisting the problem.

Lessons learned

Now, the million-dollar question is how to learn from 'No Market Need' as the leading startup reason for failure. My advice is to get out and speak early and often with those with a different perspective on the innovation, certainly outside of the area of the innovator. From my experience this is better done in waves in that the questions are asked to the relevant persons, first reaching out to those most proximate to but outside the invention and inception space. After that moving further out from the center to find reason, logic, and ideas for validation of the disruption that can support the startup momentously.

For example, the technology for Solenic Medical addresses infections on medical implants, which was invented by a pair of university researchers at UT Southwestern. The first is an expert in infectious diseases and the second is a thermal medicine engineer.

In my due diligence research, I first reached out to orthopedic surgeons who perform the implant surgeries and deal with the first challenges of infections that arise. Receiving great feedback, almost too good to be true at first pass, I moved on to a next wave of doctors a little further out. I spoke to an ER doctor, a neurosurgeon, an interventional radiologist, and so forth, which didn't result in the same level of enthusiasm but raised good questions that drove further investigation in the due diligence effort.

From there I moved on to contacts in surgical centers and medical billing experts, further removed from the problem and again less enthusiastic. Less enthusiastic for sure, but none of them raised significant barriers, and some helped refine our understanding of what it would take to get the product to market within facility budgets and medical reimbursement requirements.

The crux here was not in any way to disrespect or discredit the inventor of the invention, but to get a perspective that complements the inventor(s) and validate the technology in multiple dimensions: the customer perspective, the product enabled by the technology, team requirements, funding challenges, all leading to valuable insights on the value of the innovation itself.


Obviously in the case of Solenic Medical, we chose to license that technology and form a company around it because we became confident that there was significant market need worth the challenges of bringing the medical device to market. This is what 'Market Need' is all about. It's about finding the right need at the right time and in the right manner.

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James Y. Lancaster is the Texas branch manager for Arkansas-based VIC Technology Venture Development. Lancaster, who lives in College Station, oversees business there, in Dallas, and in Houston.

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Building Houston

 
 

A new sports festival is headed to Houston next year. Rendering courtesy of Pokatok

A Houston team announced their plans to bring the “world’s fair for sports” to downtown Houston in April 2024.

Pokatok, the four-day festival, will feature a sports tech expo, a film festival, speakers and panels, live music, pitch competitions, and more. The venue will be George R. Brown Convention Center, Discovery Green, and various nearby hotels, according to the release.

Gow Companies, founded by Lawson Gow (who is the son of David Gow, InnovationMap's parent company's CEO), announced that the team has secured support from Houston First, the Greater Houston Partnership, and the Harris County Houston Sports Authority to put on the event, which is slated to take place April 4-7, 2024. The company also owns Houston Exponential and a sports accelerator called Pokatok Labs.

“Pokatok will not only be the largest gathering of the entire sports tech ecosystem, it will also be a true fan festival for sports enthusiasts,” says Gow in the news release. “Everyone speaks the language of sport, it’s an incredibly powerful unifier of our society, and this festival will bring together people from around the world to experience hundreds of events revolving around the new and the next in sport.”

The festival will take place in April 2024 in downtown. Rendering courtesy of Pokatok

The festival will feature two tracks — one focused on sports innovation and the other surrounding a fan experience. Pokatok X will include an expo and showcase focused on sports innovation, bringing together startups, investors, accelerators, athletes, and industry experts to dive into sports tech.

The Pokatok Fan Festival's track will include product releases, demos for sports technology, sporting events, competitions, tournaments, and more.

Houston is no stranger to hosting major sport events, Harris County - Houston Sports Authority CEO Janis Burke points out in the news release, including the 2023 NCAA Men’s Final Four and the upcoming 2024 College Football National Championship, the 2024 Cricket World Cup, and the 2026 FIFA World Cup.

"Houston is known as one of the best sports destinations in the world," Burke continues. "As an organization, we are consistently looking for ways to innovate and grow in the sports sector. Events like Pokatok are great for advancing sports within the region and providing unique opportunities for our community!"

Tickets are expected to go on sale in the fall, and the organization is looking for potential speakers and partners. The festival's name derives from sport of pok-a-tok, which dates back thousands of years as the world’s first team sport played throughout Mesoamerica.

“The City of Houston is a sports town to its core and has been host to some of the greatest events and moments in sports,” says Mayor Sylvester Turner in the release. “Pokatok will help further Houston’s vision of being a destination city for global sporting events and innovations. The business community also supports this venture, and I thank them for their involvement and support. This project is an excellent example of local business leaders joining forces to expand the attractions the City has to offer to both residents and visitors.”

Pokatok will take place in and around the George R. Brown Convention Center. Rendering courtesy of Pokatok

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