The Art of Pivoting: Align Your Product with Market Demand for Success

By , in Company Culture Team TravelTech on .

Cody Candee, the founder and CEO of traveltech startup Bounce shared his thoughts.

Cody Candee, startup Bounce
Cody Candee, startup Bounce

As a repeat entrepreneur, I’ve seen pivoting as an essential skill for early-stage startups. Since launching Bounce, it has become clear that the ability to pivot often determines success or failure. Pivoting is more than just changing direction—it’s about staying agile, responding to market dynamics, and positioning your company to maximise its potential.

Effective pivoting helps to overcome obstacles and uncover new growth opportunities, turning challenges into strategic advantages. Startups that master the art of pivoting can significantly enhance their chances of long-term success.

Key Tips for Mastering the Art of Pivoting:

Stay Nimble and Open-Minded

In the fast-paced world of startups, flexibility is essential. Market conditions, customer needs, and technology trends change rapidly. As a founder, you must be prepared to pivot quickly when these shifts occur. Staying open to new ideas and exploring uncharted territories can be the key to finding product-market fit. For instance, when we launched Bounce, our initial concept involved offering luggage delivery. However, after observing usage patterns and engaging with customers, we realised a strong demand for simple, secure storage options. By pivoting to meet that demand, we could scale the business faster and with a more targeted offering.

Listen to Your Customers

Your customers are the most valuable source of feedback for your business. They provide real-world insights into what works and what doesn’t. If your product isn’t resonating, it’s time to pivot to meet their needs better. At Bounce, during our early bootstrapped days, I interacted with our customers to gather feedback and understand their pain points. This direct engagement helped us fine-tune our service and make several “micro-pivots” that ultimately led to a more refined product. Listening to your customers is crucial—they often point towards new opportunities or necessary adjustments.

Focus on What’s Working

Pivoting doesn’t mean abandoning everything you’ve built. Instead, it’s about identifying the aspects of your business that are already working well and building on those strengths. For Bounce, expanding into Europe was a strategic pivot. When the pandemic shifted travel patterns, we recognised that the European market had unique needs we could meet.

By focusing on our strengths and leveraging our resources, we established Bounce as a leader in this new region, expanding into key markets such as Portugal, Spain, and the UK. This move solidified our presence and opened up valuable partnerships across the continent.

Embrace Challenges as Learning Opportunities

Failure is often part of the entrepreneurial journey. Instead of viewing setbacks as obstacles, embrace them as learning experiences. Pivoting sometimes requires admitting that things aren’t working as planned, but it also provides an opportunity to iterate, refine, and improve.

During our European expansion, we took calculated risks, understanding that bold actions were necessary to stay ahead of the curve. Every challenge presented valuable lessons that ultimately helped us improve our strategy.

Stay True to Your Vision

While pivoting involves change, it’s important not to stray too far from your original mission. A pivot should align with your long-term goals and stay true to your core values. At Bounce, our overarching goal has always been to simplify travel, and every pivot we’ve made—whether in product offerings or geographic focus—has brought us closer to that mission. A successful pivot doesn’t abandon the original vision but enhances it by focusing on what really matters.

Communicate Transparently

Pivoting can be a sensitive time for any startup. It often involves changes that may unsettle your team, investors, or other stakeholders. Clear and transparent communication is key to maintaining trust during this process.

When we decided to focus more on our European operations at Bounce, we ensured that our decision-making process was transparent and collaborative. By keeping our team informed and involving them in the strategic pivot, we could secure buy-in and maintain momentum, even during a period of change.

In the early stages of building a business, pivoting effectively can make the difference between success and failure. By staying nimble, listening to customers, focusing on strengths, embracing failure, staying true to their vision, and communicating transparently, founders can use pivoting as a powerful tool to adapt to market shifts and chart a course for sustainable growth and success.

If you enjoyed this article, be sure to check out our previous pieces on building a strong company culture and scaling strategies for tech entrepreneurs.