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Beware the Startups Cargo Cult 
by Max Gurvits
Max Gurvits 
Follow me: 
@MxGur 
@CCCStartups
So what is a 
CARGO CULT?
The form is perfect. It 
looks exactly the way 
it looked before. But it 
doesn't work. So I call 
these things cargo cult 
science, because they 
follow all the apparent 
precepts and forms, 
but they're missing the 
essential parts. 
Richard Feynman 
Surely Youre Joking, Mr. Feynman, 
1974
Burning Man 2013
Sounds familiar?
What if its the same for startups?
No, seriously 
Hype 
Glamor 
Social elevator 
No responsibility
But in reality
Its a pain
There are two phases in startups
Before validation: Stay cheap
Before validation: Iterate, Experiment
Before validation: Understand Problem
Cargo Cult #1: Accelerators
Reality:
Cargo Cult #2: Pitching Fetish
First pitch
Second pitch
Elevator pitch 
- What 
- How 
- Why 
- Tech jargon 
- Explanation 
- Boring
Best elevator pitch
Cargo Cult #3: LEAN
All those books sell really well
But everything has been said by 
sgblank
Lean only teaches you how to fail in 
acceptable ways
Cargo Cult #4: MVP
MVP is established through discovery
Remember the two Mileys?
How do you know validation?
No hard numbers, just indicators: 
20+ recurring business/enterprise subscriptions 
3x/5x in waiting list 
1 distribution partnership 
Monthly break-even revenues
No hard numbers, just indicators: 
100,000 downloads 
Double-digit MoM growth
Cargo Cult #5: Adjacent geography
How the World Really Looks Like
Cargo Cult #6: Just Add Money
Cargo Cult #7: Rockstar founders
Cargo Cult #8: Just add sales
Instead of cults, focus on real goals
Good cult 1: HUSTLE
Good cult 2: MARKETS
Good cult 3: CUSTOMERS
Good cult 4: TALENT
Forget cargo cults: This Is SPARTA
Max Gurvits 
Follow me: 
@MxGur 
@CCCStartups

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Beware the Startups Cargo Cult