שותפים, אי אפשר איתם ואי אפשר בלעדיהם.

מצאת שותף טוב, מצאת זהב.

האמת היא שלרוב המיזמים, בטח למיזמים הראשונים, זוג ידיים ומוח בודד לא יספיקו. אין סכין מתחדדת אלא בירך של חברתה, ואין הרבה אנשים שאני מכיר שיכולים לתת מענה לכל האספקטים השונים של החברה ולקחת על הכתפיים שלהם את העגלה הזו לבדם. אם קראתם את המאמרים הקודמים בטח כבר הבנתם שאני מעודד שיתוף מידע ובכללי גישה של התייעצות עם כמה שיותר אנשים מכמה שיותר תחומים.

למה כדאי לצאת לדרך עם שותף? כי אתה צריך מישהו להתייעץ איתו, לעבוד איתו, להצליח איתו ולהרוויח איתו. מישהו שישלים אותך. רוב הסטארט אפים שאני מכיר ורוב גדול חברות הטכנולוגיה הגדולות בעולם היום הוקמו על ידי מספר שותפים. חברות הענק היחידות שהוקמו על ידי מייסד יחיד שאני יכול לחשוב עליהן הן אמזון ואיביי. שותף להקמת חברה נקרא co-founder.

בהקשר הזה, לא הייתי מחפש בהכרח שותפים עם רקע דומה מדי, גיל דומה מדי, תפיסת עולם דומה מדי וניסיון דומה מדי מכיוון שאז יכולה להיווצר חפיפה בערך במוסף שמביא כל אחד, ומשם קצרה הדרך לחוסר בהירות לגבי תחומי האחריות והדרך למתחים ולחריקות כבר סלולה. ומה לגבי בני משפחה וחברים כשותפים? אם זה עובד – זה הכי טוב שאפשר, לעבוד עם חברים ובני משפחה (ויצא לי עם שניהם) זה כוח אדיר, אבל זה מצריך כנות אבסולוטית מההתחלה, ומצריך לנקות היטב את החדר מכל ה"פילים" לפני שמתחילים – אפילו יותר מאשר עם שותפים אחרים.

אם נכשלים ליצור בסיס יציב וחזק שמבוסס על כנות והוגנות בין שותפים, כנראה תאבד את העסק במוקדם או במאוחר. אם תיכשל בזה והשותף הוא בן משפחה או חבר, יש סכנה שתאבד גם אותו. צריך להיות מאוד בוגר וזהיר כאן.

לדוגמא, אם אתה בא מתחום השיווק והפיתוח העסקי, תצטרך שותף טכנולוגי שיהווה את עמוד השדרה טכנולוגי למיזם שלך. דוגמא שניה: אם אתה רוצה לפתח מוצר רפואי בתחום הדנטלי, הרעיון לצרף כ-co-founder רופא שיניים סביר מאוד (זה נקרא industry expert).

נחדד נקודה מסוימת. אם נמשיך עם הדוגמא הראשונה, אז בתיאוריה אפשר לשכור CTO (סמנכ"ל טכנולוגיה) טוב שילווה אותך כל הדרך ולהימנע מגיוס שותף טכנולוגי ומחלוקת החברה (ההיפוטתית) עם עוד מייסד. לא ככה? ובכן, לא ככה. למה לא?

  • האם אתה כשכיר הרגשת מחויבות עמוקה וטוטאלית לעסק? בטח לא כמו שאתה מרגיש ועוד תרגיש למיזם ה"בייבי" שלך.
  • מעבר לזה, אומר בזהירות, אנשים סופר מוכשרים, "תותחים" אמיתיים, מהסוג שאתה רוצה לעבוד איתם – לרוב לא יירצו להיות שכירים. בטח לא של סטארט אפ שכרגע קיים בעיקר בצורת במספר קבצים בלפטופ של היזמים ובעולם הפנטזיות שלהם.
  • ומעבר לכל זה, זה לא שאנשי טכנולוגיה מעולים מסתובבים להם משועממים בעולם ומחכים לצו 8 מכם. ראו את התשובה שנתן וויליאם פייטרי מנכ"ל Lean Startup ב- Quora. אי אפשר לכתוב את זה טוב, ברור וכואב יותר מזה.

ומה לגבי לקחת חברת תוכנה במקום שותף טכנולוגי? אמנם חברת תוכנה תוכל לתת מענה להרמת מוצר בסיסי בזמן סביר, אולם הקושי הגדול יהיה ב"הכנסת" המוצר לחברה והעברת ה"מקל" למתכנת שתיקח בהמשך. פיתוח תוכנה הינה תהליך אינסופי, ולקחת חברת תוכנה בטווח הבינוני-ארוך היא רעיון רע מבחינת היעדר שליטה ותקשורת לא נוחה. כמובן, שהמוצר ייפול באמצע הלילה, הם לא יהיו שם בשבילך, בהנחה שאתם בכלל באותה מדינה או אותה יבשת.

חברות תוכנה מספקות שירותי תיכנות וזו גם הגישה שלהם אליך, הלקוח, לטוב ולרע. בכנות, אי אפשר לצפות מהם שיראו את התמונה הגדולה, או שיעזרו לך להבין את יעדי הפיתוח של חלקים שונים במערכת. וכל זאת בזמן שהם היחידים שמכירים באמת את הליבה הטכנולוגית של החברה.

סטארט אפ הינו ייצור דל משאבים מעצם ההגדרה, ואתה תצטרך כל עזרה שתוכל לקבל. שותף טוב יהיה לך לברכה.

אילו תכונות אתה רוצה שיהיו לשותפ/ים שלך (ולך):

  • שיהיה בעל יכולות ביצוע מעולה.
  • שיהיה מתמידן. יציאת שותף מהמיזם הביא אירוע עם פוטנציאל סופני לחלום שלך.
  • שיהיה בעל חזון, שאיפות גבוהות.
  • שיהיה מקצוען בתחומו.
  • שיהיה בן אדם, ושיתאים לך באופי.
  • שיהיה פוזיטיבי וריאליסטי – אין רעיון מושלם, לכל חלופה תמיד יש יתרונות וחסרונות (אחרת לא היתה דילמה) ואין כיוון פעולה אחד שלא בא בחשבון על כיוון פעולה אחר. ומעל הכל, אתה כבר יודע שסיכויי ההצלחה אינם גבוהים מלכתחילה.

חפש אנשים עם גישה מציאותית-אופטימית, שייגרמו לדברים לקרות. שידעו שמוטב לא להתאהב בתוכניות שלך ושלפעמים יש לשנות כיוון ולהיות פתוחים לרעיונות חדשים. הימנעו מאנשים שכמו הזקנים ב"חבובות" יושבים בצד ומבקרים הכל ואת כולם.

בתרגום חופשי לציטוט של אוסקר ווילד: "בימנו (אנשים ציניים) יודעים את המחיר של הכל אך לא את הערך של שום דבר".
בתרגום חופשי לציטוט של אוסקר ווילד: "בימינו אנשים ציניים יודעים את המחיר של הכל אך לא את הערך של שום דבר".

בחר את השותפים הטובים ביותר שתוכל, כל עוד אתה לא מרגישים שהתפשרת. בתור יזם צעיר כנראה תתקשה לגייס סמנכ"ל באינטל העולמית להיות השותף הטכנולוגי שלך, אולם אתה חייב להיות בטוח במי שבחרת. כישלון לבחור שותף הינה פצצת זמן, ובטווח הבינוני-ארוך זריקת רעל למיזם. ראיתי את זה קורה הרבה פעמים. בלא מעט מהמקרים אני חושב שזה היה ברור מההתחלה.

אגב, משקיעים מריחים בעיות וחוסר הרמוניה בין שותפים עוד שאתם במעלית בדרך למשרד שלהם, ראו הוזהרתם!!!

קראתי לאחרונה את הספר " The Founder's Dilemmas" של נועם וסרמן. אם לתמצת, סיכויי ההצלחה הטובים לשותפות וכפועל יוצא סיכויי ההצלחה הגדולים ביותר למיזם נמצאים בבחירת שותפים איתם כבר עבדת בעבר.

אז איך מוצאים שותף?

  1. 1 כבר הזכרתי שסטארט אפ מחייב השקעה טוטאלית. זה הזמן לזרוק פנימה את כל הקשרים שאי פעם היו לך – אנשים מהלימודים, מקורסים, מעבודות קודמות, מהצבא… דבר עם כל מי שיכול להכיר אנשים טובים שיצטרפו אליך. שתף את הרעיון איתם ועדכן שאתה מחפש שותף. נסה להיות כמה שיותר ברור עם הרעיון ולהסביר את הטוב והרע מראש. אנשים לא אוהבים שמזלזלים בהם ומבזבזים את זמנם. הם כן מעריכים שמראש מוסרים להם את התמונה כפי שהיא, כולל החסרונות.

 

  1. 2 נטוורקינג – ישנן מסגרות רבות שמעודדות היכרות עם אנשים: הרצאות, ספיד דייטינג, תערוכות, כנסים, meetups, מפגשי טכנולוגיה על הבר וחללי עבודה משותפים (מיינדספייס, WeWork) וזה רק מה שאני נתקלתי בו לאחרונה. השתמש בהם ונצל אותם. חלקם אפילו בחינם. תפנה לאנשים, שתף אותם, צור איתם קשרים אישיים, תראה מה הם מחפשים בעצמם ומה הם צריכים. בכללי, עדיף לצאת מכנס עם כמה התחלות של קשרים אישיים במקום עם ערימה ענקית של כרטיסי ביקור שהולכים לחמם תחתית של איזו מגירה במשרד שלך.אני פשוט לא יכול להסביר כמה חשוב לבנות מסביבך רשת של אנשים העוסקים בתחומים שונים שקשורים לעיסוק שלך. זה נכון לא רק לשלב הקמת חברה, זה נכון לכל החיים. אם זכית ואתה מגיעים לשלב הקמת מיזם עם רשת קשרים ענפה, עבודתך תהיה קלה יותר.איך לבנות את הרשת מלכתחילה? הטכנולוגיה עושה את זה פשוט יותר מאי פעם – רשתות חברתיות מיועדות לזה. אולם, תפקידך אתה הוא לתחזק את הקשרים האלה, אפילו בבחינת "שלח לחמך". בלי קשר לגיל שלך ולמה שכבר עשית, תמיד יהיו לפניך עוד הזדמנויות ולרשותך עדיין זמן רב לממש עוד ועוד מהתוכניות שלך. תשקיע ברשת הקשרים שלך.

 

  1. 3 אוקיי, הבנו איך לבנות רשת קשרים, אולם אחרי שבניתי – איך לתחזק אותה? תשובה: לעזור! גם אם אתה לא אוהב לעזור (סימן רע לכשעצמו, אח שלי), אני ממליץ בחום בכל סיטואציה לברר עם מי שעומד מולך מה הוא צריך, עם אילו אנשים הוא היה רוצה להתחבר ואיך אתה יכול לעזור לו. זה לא אומר שאם אתה בונה אתרים תתחיל לבנות אתרים לאנשים שהם חברים שלך בלינקדאין כי פגשת אותם לפני שנה בכנס. מה שאני כן מציע זה שכבונה אתרים בוודאי תוכל להסביר להם בחמש דקות מה למשל ההבדל בין בניית אתר בוורדפרס לעומת וויקס ומה יתאים להם יותר. לכם זה טריוויאלי, להם זה מדע בדיוני. אני, כאיש שיווק, יודע למשל להביט באתר ותיכף לראות אם אין שם איזה "פאול" רציני שמבריח את הגולשים מהאתר, וכיוב. קפיש?

 

עם השותפים שתמצא תקים חברה ואתם תחתמו על הסכם מייסדים. אפשר להחיל תנאי Vesting בהסכם השותפות, שיכול לסייע לכם להתמודד עם מצבים של עזיבת אחד המייסדים, שינוי בתפקידים ובהיקף המעורבות של השותפים, סכסוך בין המייסדים או התפתחות בלתי צפויה אחרת.

אחד מכם יהיה מנכ"ל, ואני מציע לבחור אותו כבר בהתחלה; זה לא חייב להיות זה שבא עם הרעיון בהכרח אלא מי שיש לו הכי הרבה להביא לשולחן והכי מושקע ברעיון. ייסוד החברה הוא זמן אידיאלי לסכם בין השותפים על מנגנון קבלת ההחלטות – איזה פורום מקבל אילו החלטות והאם יש לבעלי תפקידים מסוימים השפעה יתרה על החלטות בתחום "שלו", ובאופן כללי על החלטות ברמת החברה – האם הן מתקבלות רק פה אחד בלבד או לפי רוב, האם יש זכויות וטו. אחרי שאתה כבר יודעים מה כל אחד יעשה, ובאיזה היקף הגיע הזמן לחלק את מניות החברה (Equity).

מה שנותר עכשיו הוא להתחיל לעבוד אחד עם השני ועם הקריזות שלו לשנים הקרובות. אתם באותה הסירה, ואתם צריכים להסתדר מעכשיו. טיפים לשותפות טובה? יש הרבה, ממש כמו שיש לכל מערכת יחסים אחרת בחיים שלך. חפשו בגוגל כל מונח שמתאר מערכת יחסים בין בני אדם ותקבלו רעיונות טובים.

משהו שקופץ לי לראש הוא שכמו בחיים בכלל, יש לבחור את המלחמות שלך היטב…!  תראה, אתה והשותפים שלך אפילו לא חייבים להיות חברים אחד של השני, זה צריך להיות לדעתי יותר כמו משפחה – ששומרים אחד על הגב של השני בכל מצב. אתם הולכים לראות אחד את השני הרבה יותר מאשר תראו כל אדם אחר בשנים הקרובות. תחשוב על זה היטב ועל המשמעות של זה. אתם ביחד מול כל העולם: הלקוחות, הספקים, המשקיעים, העובדים, החברה שמשכירה לכם משרדים והשליח מהסופר למטה שמביא לכם עוגיות.

אני אומר שבהחלט רצוי שהשותפים שתבחר יהיו אנשים שהיית שמח לנסוע איתם במכונית לאילת.

אבל חובה שהשותפים שתבחר יהיו אנשים שאפשר "לצאת איתם למלחמה".

 שותפים לדעתי צריכים פחות  להיות חברים, אלא יותר כמו משפחה.
שותפים לדעתי צריכים פחות להיות חברים, אלא יותר כמו משפחה.

בהקשר של גיוס שותפים, ובהמשך גם גיוס של עובדים, אתה בגדול צריך לאמץ מנטליות של דודה שדכנית שרואה את העולם דרך טבעת נישואין ומנסה לשדל כל גברת להכיר את האחיין שלה שהוא הכי חתיך, הכי חכם והכי מוצלח. תהפוך כל אבן למצוא את השותף המתאים.

אנשים טובים הם המפתח להצלחת העסק.

שותפים טובים הם מפתח לקיום העסק.

אסור ליפול פה.


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