Four Pivot Gates That Unicorns Pass Through

Sage advice.

Daily Fintech

This is a “bonus chapterette” from my book Mindshare to Marketshare.

Think of these Four Gates like a funnel, with lots at the top and very few at the bottom (just like a sale funnel):

  • Gate #1: Conceptual Clarity.

  • Gate #2: Prove the Concept.

  • Gate #3: Scale within Niche.

  • Gate #4: Expand and Dominate.

It takes totally different skills to go through each of these four gates. Few founders have all the four different skills needed, which is why so many ventures fail as they attempt to pass through these gates. Even harder is the fact that the skills, techniques and attitudes that make you successful going through one gate are exactly the opposite of the skills, techniques and attitudes that make you successful going through the next gate.

Each gate requires a wrenching pivot.

This is like a ski slalom race where you have to change…

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