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

 
 

Innovative shoewear, luxury EV charging, and more — all this innovation and more is coming out of Houston startups. Courtesy photos

Editor's note: As 2022 comes to a close, InnovationMap is looking back at the year's top stories in Houston innovation. This past year, InnovationMap featured profiles on dozens of these Houston startups — from sportstech apps and health tech companies to startups with solutions in EV tech and more. Here are five Houston startup features that stood out to readers this year — be sure to click through to read the full story.

Houston-based health tech startup is revolutionizing patient selection for clinical trials

Sieve Health is an AI cloud-based SaaS platform designed to automate and accelerate matching patients with clinical trials. Photo via Getty Images

On many occasions in her early career, Dr. Arti Bhosale, co-founder and CEO of Sieve Health, found herself frustrated with having to manually sift through thousands of digital files.

The documents, each containing the medical records of a patient seeking advanced treatment through a clinical trial, were always there to review — and there were always more to read.

Despite the tediousness of prescreening, which could take years, the idea of missing a patient and not giving them the opportunity to go through a potentially life-altering trial is what kept her going. The one she didn’t read could have slipped through the cracks and potentially not given someone care they needed.

“Those stories have stayed with me,” she says. “That’s why we developed Sieve.” Read more.

Houston startup snags prestigious grant from global health leader

Houston-based medical device and biotech startup Steradian Technologies has been recognized by the Bill and Melinda Gates Foundation. Photo by Dwight C. Andrews/Greater Houston Convention and Visitors Bureau

A female-founded biotech startup has announced that it has received a grant from the Bill & Melinda Gates Foundation.

Steradian Technologies has developed a breath-based collection device that can be used with diagnostic testing systems. Called RUMI, the device is non-invasive and fully portable and, according to a news release, costs the price of a latte.

“We are extremely honored to receive this award and be recognized by the Bill & Melinda Gates Foundation, a leader in global health. This funding will propel our work in creating deep-tech diagnostics and products to close the equity gap in global public health," says Asma Mirza, CEO and co-founder of Steradian Technologies, in the release. “The RUMI will demonstrate that advanced technology can be delivered to all areas of the world, ensuring the Global South and economically exploited regions receive access to high-fidelity diagnostics instead of solutions that are ill-suited to the environment.” Read more.

Houston sports tech startup is enhancing performance metrics for runners and athletes

Houston-based AiKYNETIX is equipping runners with high-tech tracking tools. Image courtesy of AiKYNETIX

With the Houston Marathon only five months away, a new application using human motion insights could help a runner refine their form to reach peak performance – all from the convenience of their smart phone.

While traditional treadmills are limited in training feedback and wearables are not designed to track elevation, Houston-based AiKYNETIX uses real-time technology to provide a new option for runners on treadmills.

“Runners spend a lot of time, energy and money to run better,” says Denis Akhiyarov, CEO and co-founder. “In my personal life with training for nine marathons, I’ve seen limitations with wearables, they don’t actually track running form while running. Overall, our technology tracks not only your basic parameters but it can also analyze the human running form while in motion.” Read more.

Local startup to upgrade EV charging in Houston and beyond

Houston-based Spark Spaces is looking to build out luxury spots for electric vehicle charging. Rendering courtesy of Spark Spaces

At 3 a.m. one night, just as he had many nights before, Tarun Girish found himself leaving his Houston apartment in search of an EV charger.

Once he located one, he would sit in his car for an hour and a half while his vehicle charged — with not much to do but wait.

But it was on this night he wondered if there was a way to use his previous hospitality experience to build a new kind of experience for EV drivers. He then developed his first iteration of a business plan — all while sitting in his driver’s seat.

His idea became Sparks Spaces, a startup formed in 2021 looking to shake up the EV charging game — the company aims to elevate the experience of charging electric vehicles by focusing on the space between car and charger by creating an airport lounge-type space for drivers. These EV lounges would include luxury waiting areas, clean restrooms, high-end food options, and availability to utilize them 24/7. Read more.

Houston neuroscientist turned startup founder takes steps toward comfier shoes

Steffie Tomson founded a company to prioritize comfort — without sacrificing style — for women on the go. Photo via getawaysticks.com

Two and half years ago, native Houstonian Steffie Tomson ordered $2,000 worth of shoes and sliced them all in half with a bandsaw just to see what was inside.

Tomson, a neuroscientist by trade and the founder and CEO of footwear startup Getaway Sticks, had an idea for a different kind of shoe — one that was redesigned to prioritize women’s comfort.

“I thought, ‘why can’t we start with a sneaker material and then build a heel around it?’” she tells InnovationMap. “I started just slicing everyone else’s shoes and now I’m more convinced than ever that our shoe is different.” Read more.

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