3 Winning Entrepreneurial Lessons from Miami Heats

Not a fan of basketball or sports in general? You may still walk away from the NBA finals with inspiration for your startup.

Past Thursday, two of my friends and I saw the NBA finals – the seventh and final game of the best of seven NBA finals. Spoiler Alert – if you have TiVo-ed it and planning to see it this weekend don’t read ahead. But then again, it is King James, so you know the story.


Afterwards, as I left my friends’s house, my mind wandered to what the game had to say about entrepreneurship. (I could not think of any but my deadline was fast approaching and I know half-life of Heats victory is short if I want to get the page views. Besides I am an established entrepreneurial guru and I can see lessons anywhere. Luckily the next day morning NPR story gave me the material.)

Nobody actually started a business in the finals but the game is as much about teamwork, hustle, and competitiveness to achieve a worthy goal as it was about free throws and jump shots. Here are my top 3 takeaways:

1. You need every inch of what everyone has to give

I do not know how many know this but NBA basketball teams have only five people on the court. That is exactly like the size of a startup team.  Miami Heats needed every inch of what those five had to give. You may not see this from the game statistics (as you may know, lies, damn lies and statistics). Even though four of your Rock Star coders wrote 999,900 of our million lines of code, 100 lines from your fifth member matter.

Lesson: In your startup, your entire team’s contributions, however small any member’s may appear, is needed for your team to win.

2. Don’t pick one, do everything

Any other  NBA team has to pick their poison on defense. Those are strategic choices. Do they want to guard the shooters or guard the opponent’s big men downfield? But Heats are champions. They are champions because they rejected status quo and conventional wisdom of picking one poison. A remarkable team has to be everywhere and do everything. It is the losing team that makes excuses on what they had to choose and what they had to compromise. But the winners take away the middle and take away the three point shots.

Lesson: Strategy and choice are wrong things to consider for your startup. When you are disrupting status quo, building something insanely great and finding product-market fit you don’t need strategy. You don’t pick and choose what to do. You do everything. It is not easy. It is excruciatingly difficult. It is very exhausting. But that’s what your startup must do.

3. Believe in your own abilities

During the game I saw this player, James, who goes by the monicker King James. He consistently shutdown the opponent’s top players. He scored 37 points, five three pointers and many jump shots. He did that because he believed in his own abilities and ignored all the social media chatter on what he can and can’t do. James has been called selfish, an egotist and passive. Well most of these critics are like those who drive up to Niagra Falls and complain about wetness without ever seeing the greatness of waterfall.

Lesson: Be a superstar. Believe in your awesomeness and ability to code and design sticky products that people will fall madly in love with. Social media may ignore your greatness or call you an egotist for your awesome design skills. Call you selfish when you get $45 million in funding at $500 million valuation. But whose loss is that? Not yours. Definitely not yours when  Facebook comes calling.

If you liked these lessons, subscribe to this blog for  sequels

  1. 4 More Winning Entrepreneurial Lessons from Miami Heats (I started with 7 lessons then realized I can get two articles by splitting into 2, besides the NPR story had only 3 I could use.)
  2. What can startup founders learn from NBA concession vendors
  3. No one remembers the runner ups – Startup Lesson from NBA Finals

Yes this is meant to be a parody but you knew that. This caricatures the format and phrasing of  this article but any such article, there are thousands of them, would have worked. The text under lessons learned are straight from the NPR story which was surprisingly un-NPR like.

Article I should be calling – What can we learn about business from brothels

Case studies are an effective way for learning business concepts. Invariably these case studies are about most boring businesses, like some silicate factory struggling with falling revenue. Occasionally we come across some truly entertaining ones that are accessible to all and very nicely illustrate application of core business concepts.

It would serve you well to read this story in Huffington Post about a brothel. While some may be tempted to interpret this as truly unique to these entrepreneurs and try to learn new lessons, I see this merely as a case study for learning time tested business first principles.

What are these core principles? Let me list the principles and quote from the article.

1. Start with the customer segments and their needs:

“Most brothels are basically trailer parks in isolated places and there’s nothing to do once you get there other than have sex”
“people aren’t just going to a brothel looking for sex”
“You can’t stay overnight in most of them”
“Since many of the customers are physically disabled or have difficulty finding sex without paying for it”

As you can see they are not targeting every male member or even after everyone who pays for sex. They are after two key segments. One, those who “hire” brothels for more than one reason and expect lot more from the experience and two, those who are disabled. Within these two segments they still only target those with higher willingness to pay for what they value.
2. Product Positioning (no pun):

“We see this as the Ritz-Carlton of brothels,”
“We’re selling luxury and fantasy, not just sex,”

Product positioning is is not something you do to a product but  do to the minds of customers. Positioning is creating a unique, relevant and differentiated positioning in the minds of the customers for your products.
Note also that by positioning it as Ritz-Carlton and not as  Embassy Suites (another place you could spend the night) they are signaling the price premium and likely able to capture it.
3. Segment -Version Fit (or Product – Market fit):

“We see them (ladies) as the ultimate caregivers; they’re almost geishas and great conversationalists”
” ideal sex worker would have training in both nursing and psychology”
“We’re not looking for Barbie dolls. They’re used to homage. I want someone who says, ‘What can I do for you?'”
“Not that there is anything wrong with sex. Austin says she’s gone to great lengths to ensure satisfaction for customers and the 50 or so sex workers who will be on site at any one time”

They got the segment and positioning right, next the product version must adequately serve the needs of the segments they are targeting. It is the Segment-Version fit that is more commonly referred to as Product Market fit. One does not take a pre-built product with rich features and force fit to any segment.  We must build and deliver a version that meets the needs of segment we are targeting. Finally, a product must serve the primary reasons it was hired for. There are always a basket of reasons customers are buying a product.  If the primary reasons are not met, it does not matter what other value the product adds.

4. Revenue Model and Product Mix – What are the different sources of revenue

“It costs nothing to stay at the resort. However, guests have to pay at least one of the women to accompany them around the Ranch at all times”
“this new establishment seeks to earn 40 percent of its revenue from goods and services unrelated to private time with the ladies “

The first source of revenue is no brainer. But that is just one source and scales only linearly. They added the second source not as an afterthought but with clear goal of how much it should account for. This is about maximizing customer margin and not product margin.

Another point to note is recognize what they don’t want to charge for. This is not a hotel and customer is not choosing it to spend the night in clean rooms. While clean rooms and hotel like atmosphere are important to pick the place that is not what they value. So this establishment does not attach price to rooms but only to the time with ladies.

There  you are, a quick review of segmentation, targeting, positioning, product-market fit and revenue models from a popular news story. I believe most businesses fail because they neglect the first principles. Conversely, applying first principles of business is the right place to start to fix any flailing business – be it world’s oldest or the newest.