However, as an industry, sometimes you have to get real and face the facts. Sometimes, funding is not a one-size-fits-all solution. Sometimes the right course of action is to break the cycle and catch your breath. Rather than putting you on a path to mediocrity, taking this action can teach some important lessons, and set you up for even more exciting growth in the long term. The tough decision Four years ago, Pusher took $1m of funding. We had early growth, but were in a product category that wasn’t well understood, and with several approaches seemingly doing well. We were also Europeans who (shockingly) didn’t want to move to The Valley. As a result, the options for Series A in 2012 just didn’t work for us. Let me rephrase that: we couldn’t get more funding. We had to make a choice. We believed in what we were doing and knew that our customers loved the product. But, given Wenger’s “growth vs profitability” spectrum, we made a conscious decision to pursue the latter.
Problems money can’t solve They say money can’t buy you happiness. It also can’t buy you the right timing for your startup to take off. It’s easy to quickly find your most well-known customers are early adopters, while mature businesses further down the technology adoption curve are slow to get on board. In our case, the idea of having data pushed to open applications in real time seemed cool, but there was no real understanding of the best method, or whether a few kids in a startup could be trusted with such important infrastructure. Having tons of cash doesn’t immediately fix these issues. If you believe your speciality is the future, you have to trust that time will help your market become educated. The question is, can you survive, continue to sell and thrive while that continues? As a pretty lean operation, it’s easier than ever to punch above your weight without costing the earth. Outside the crazy salary nexus of San Francisco, burn rate may be more forgiving than you expect. If you pay close attention to the numbers, in Paul Graham’s immortal words, you can build a business that is “default alive”. And going through that experience will shape how you run the company forever. Continue reading on the next page for a look at how to survive and coming out on the other side.Image: Shutterstock
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