WILL THAT MARKETPLACE SUCCEED?

Marketplaces are the quintessential type of business that can profit from network effects: The greater the number of buyers who join one, the more attractive it becomes to sellers, and vice versa. Indeed, marketplaces such as Amazon, Booking.com, and Apple’s App Store have achieved some of the strongest competitive positions imaginable. That’s why entrepreneurs are seeking to build, and venture capitalists are seeking to invest in, the next Airbnb, Uber, or Twitch. But not all marketplaces have the potential to realize strong network effects—the kind that make a marketplace defensible against wannabe competitors. Differentiation among sellers, fragmentation of the seller and buyer bases, the value added by discovery and transaction services, and the importance of seller ratings are all decisive in determining whether a marketplace can flourish. That’s why it is extremely important, both for new and established companies trying to build marketplaces and for their potential investors, to dig deeper into those factors. Drawing on their more than two decades’ worth of research and their own experience as angel investors in some 40 marketplace start-ups, the authors offer a comprehensive list of questions that anyone thinking of launching a marketplace should explore. [ABSTRACT FROM AUTHOR]

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