What I said before: I would like to give this document to my family-father, mother, wife, son and four sisters, for your support without regrets. Let me go on indomitable. Love you forever!

Today is March 3, 20 17, and it will be a festival for female compatriots in less than a week. I have been starting a business in Shanghai for seven years. On March 8, 20 10, I arrived in Shanghai by train from Hainan. Originally, after graduating from graduate school in 2009, my life plan was to find a stable job for two to five years to make a transition (get married and have children), and then quit my job to pursue my dreams. However, after the second interview of Hainan Maritime Safety Administration, a national civil servant, I suddenly lost interest in stable work and came to Shanghai at the instigation of my college friends. I thought: if you want to start a business anyway, why wait? Since then, I have embarked on a road of no return for seven years.

Speaking of dreams, I want to briefly mention my past experience. 198 1 80 years later, 16 years old graduated from junior high school and was admitted to Shanxi Water Conservancy School (secondary school, with a four-year academic system at that time, allocated by the state). During the technical secondary school, I also studied in Zhengzhou Institute of Technology (now merged into Zhengzhou University) and worked in Shanxi Geological Design and Research Institute after graduation in 2000. Seeing that computers are the future of development, I was admitted to Xi Jiaotong University in 2002, majoring in computer science and technology. After graduation, I took part in the national postgraduate entrance examination and was admitted to the master's degree of Xinjiang Agricultural University. After studying all the way, I deeply felt the importance and urgency of education. After graduating from graduate school, I decided to contribute my strength to the education industry and help more people who are interested in changing their lives.

I came to Shanghai with this dream, because I had run a short-term primary and secondary school training remedial class in my hometown before, and I was worried about K 12 education. So I chose Bourne Gao Xiang, a graduate course training institution, as the vice president, mainly responsible for VIP course development and graduate course enrollment. During the three-month probation period, the project earned more than 200,000 yuan from its establishment. Because of the conflict between the exam-oriented education and the boss's development concept, I refused the boss's retention. On July 1 day, 2065438, I founded Shanghai Best Education Consulting Management Co., Ltd. with an online friend Lin * *. Before Lin, he mainly sold textbooks for postgraduate courses online, so the company made an internet education website while selling textbooks for postgraduate courses. The product has been adjusted from a hodgepodge website at the beginning to a charging platform for postgraduate questions and answers, and then to a platform for finding teachers similar to QQ games. Among them, Wang * *, a doctoral student from Fudan University, and Chen * *, a student from Shanghai Jiaotong University, joined our team. Lin is responsible for the unified management of the company, I am responsible for the demand analysis and prototype design of Internet products, and Wang and Chen are responsible for other chores. By July of 20 1 1, 1, the company finally made ends meet and everyone had to dissolve. In the later period, four people only received the basic living expenses of 500 yuan every month. Over the past year, we have experienced all the problems encountered by an Internet team, from finding technical partners to being fooled by investors, finding outsourcing pits, and changing villas to run primary and secondary schools for survival.

Overview of the first entrepreneurial project:

My role: co-founder and product manager

My entry and exit time: July 1, 2065438 to July 1, 201.

Project name: Baxter

Team members: Lin * *, Yang, Chen * *, Wang * *

Financing situation: no financing.

Cause of death of the project:

1. There is no stable cash flow support.

2. The configuration of the team does not match the project.

Learned the lesson of the first venture failure, and joined an entrepreneurial team that got 50 million RMB for the second time. I joined as a product. When I went in, there were more than 20 people in the team. The investor is from real estate, and the CEO is an external professional manager. He has no previous entrepreneurial experience or Internet experience. CTO is a technical talent who came back from overseas and worked in the fields of ERP and communication before. In my opinion, this is a gorgeous entrepreneurial team. This project is to build a bridge between universities and enterprises. Enterprises can post tasks on the platform, and students can get points rewards when they receive tasks on the platform, and some coupons can be obtained if they have points. Finally, the project almost got out of control, from the chairman, to the CEO, to the CTO, to my product manager, to the operation director and sales director. Everyone has a different view of the product. Even in the end, many terminal advertising machines were put in many universities in Shanghai, and students could get coupons from the terminal advertising machines with IC magnetic cards. 50 million yuan was basically spent in less than two years. Later, I wanted to transform into a college express service station. The director of operations and I also went to colleges and universities to experience the express service station for a month. But it was also a spent force, and then the project went away.

Summary of the Second Entrepreneurial Project:

My role: product manager

Project time: August 20th11to August 20th12.

Project name: www.udaspace.com AUO Space

Team members: more than 20 people

Financing situation: RMB 50 million.

Cause of death of the project:

1. The team did not form a unified idea from top to bottom.

2. Blindly expand before the product has MVP.

3. A pseudo-demand-driven product can only go further and further on the road of failure.

Seeing that the investment of 50 million yuan was wiped out in constant trial and error, the team of more than 20 people was dissolved one after another. In order to survive, I first found an educational institution for kindergarten teacher training to open a branch school in other provinces, and also let myself calm down and think about it. Drawing lessons from the previous two times, I chose a market that I just needed, that is, the fresh market. After staying in an educational institution for several months, I immediately started my third entrepreneurial project-Yijia Station. The time is basically in March 20 13. This project is the most bitter project I have experienced since I started my business, and I have basically become a Don Quixote figure. A person lives in the basement of Kangcheng Community 100 square meter, the largest community in Shanghai, which is dark and humid. I want to do an internet fresh-keeping pilot in the largest residential area in Shanghai, where customers place orders online and deliver them to their homes within 2 hours. I bought a second-hand Futian 9-seat commercial vehicle in partnership with my best friend and traveled all over the vegetable wholesale market in Shanghai. I built a website myself, installed super software, ran the market, packaged and delivered. One night, the mosquito-repellent incense lit at the bedside set the whole mattress on fire, because the basement was wet and the bedding was wet, and the smoke in the basement woke me up. Fortunately, there was no fire and I dodged a bullet. My best friend can't give me much support because of work. In addition to busy with these things every day, he has to go online to find partners and participate in competitions when he is free. The whole project is progressing slowly, and few customers place orders. The whole thing stuck me in a big hole that I couldn't get rid of. Finally, one day, a friend of Jiaotong University heard that I was doing fresh food online, so he introduced one of his classmates, Li *, who is also doing fresh food. Li * is a classmate in the entrepreneurship class of Jiaotong University. He was working on a fruit cutting project with the goal of Beijing Guoku. Users can eat fresh-cut fruits by placing orders online. As a colleague in the field of online fresh food, although I am ten years older than him, I have known him since late, and we hit it off very well. Although I am still reluctant to go to Yijia Station, in order to become a partner with Li *, we reached an agreement to operate fresh fruit cutting together. The Yijia Station project was put on hold. The experience of fresh food service in the Internet community made me realize that the biggest difficulty of fresh food service in the community lies in the delivery and quality control of the last mile. To this end, I once wrote a business plan for the treasure chest.

Summary of the Third Entrepreneurial Project:

My role: founder

Project time: April 20 13/day to August 20 1 3.

Project Name: Yijia Station (www.yijiazhan.com)

Team members: 2 people

Financing situation: individual donations

Reasons for shelving the project:

1. Met the right business partner.

Soon, Li and I moved to a neighborhood near Jiaotong University, next to a high-tech park. We started the business of cutting fruit. At this time, WeChat has been used by some people. We applied for the official WeChat account. Through the promotion on WeChat, customers cut fresh fruit after placing an order and deliver it to the door. At that time, the last mile of delivery had not been Dada, and there were no hummingbirds. It is entirely up to us to deliver the goods, and the orders of C-end customers are particularly scattered. Sometimes there are few orders a day, so we must also be prepared. Later, in order to solve the contradiction between supply and marketing, we tried to be some B-end customers, and B-end customers have higher requirements for qualifications. Through Li *' s alumni relationship, he found a state-owned enterprise to endorse, solved the trust problem and got some orders. In the craziest time, the three of us spent 16 hours cutting 600 boxes of fruit, and when we finally delivered them to our customers on time, everyone was going to collapse. No orders are worrying, but orders are even more worrying. Later, we saw that a company spent a lot of money to introduce a large-scale unmanned fruit cutting system, which cut the packaged fruit without manual intervention. Blow our ambitions and fighting spirit. Just at this time, the secondary development of WeChat is in full swing, so I will discuss with my partners whether we should turn to this field and do something. There is also a list of cutting fruit, and team partners can't make money in this difficult environment. In this kind of internal and external troubles, the team changed from two of us to six, and finally only two of us were left. Even in the middle of the journey, we got up one morning and left without saying hello in the middle of the night, which was discovered by a partner.

Summary of the Fourth Entrepreneurial Project:

My role: co-founder

Project time: August 1, 20 13 to May 20 14.

Project Name: Fresh Fruit Pie

Team members: 6 people

Financing situation: personal investment plus venture capital.

Cause of death of the project:

1. The team goal is unclear.

2. Without the support and subsidies of the platform, it is impossible to break even in a short time by relying entirely on online traffic.

3. Blindly expanding the team before there is a stable order, resulting in tight cash flow and losing more opportunities for trial and error.

After the suspension of the fresh fruit pie project, Li * and I moved to another brother's boutique apartment, relaxing our pent-up mood and clearing our minds. I found Zhang * *, my deskmate in the entrepreneurship class, who happened to be playing the open source system developed by WeChat. Three people temporarily formed an entrepreneurial team to figure out what products to make. When Zhang * * was developing WeChat for a daily chemical company, he thought of making a three-level distribution system and intended to promote it. At this moment, Yang, a relative of Yang's family, is looking for a technical team to do a project similar to public comment. Yang's mother recommended me to help. Yang * * came to Shanghai alone, because an Internet project he had participated in before felt good, but many details were not perfect, and the reply to the headquarters had not been adjusted, so he wanted to pay for a set of independent development. I thoroughly improved and perfected the original project, which is the embryonic form of Shaomai.

It took me two months from the establishment of the project to the arrival of the team and the confirmation of the product prototype. Because of the powerful project manager Zhu * and the powerful program development king *, Shao Shao's development is very smooth. Shortly after the first investment promotion meeting was held, the upfront cost was more than 200,000. Immediately, because of some differences between me and investors in operation, I patted the table, and the investors were responsible for their own operations. I gradually positioned myself as a consultant and a fireman. After the Spring Festival in February 20 15, I seldom went to the company to participate in daily affairs. After investors went to Shaanxi to promote sales, the progress was slow, which lasted until 2065438+February 2006. Due to the delay in opening, the coal market is sluggish and funds are tight. I negotiated with investors to dismiss 1 1 the programmer. The raging fire of that year turned into a single spark, leaving me with a regret that my ambition was not paid, but this may be the best arrangement from now on. Less wheat plan from July 20 14 to February 20 16, with a total investment of more than 2 million yuan.

Summary of the fifth entrepreneurial project:

My role: co-founder

Project time: July 20 14/day to February 20 1 6.

Project name: Shaomai (APP)

Team members: 15 people

Financing situation: 2 million

Reasons for the grounding of the project:

1. Although it can receive money from franchisees, MVP has defects, which is not conducive to promotion.

2. Platform products should be operated first. Before finding a good operation strategy, it is not easy to increase product research and development, just be steady.

3. Lack of overall view, overall view, what is the real value of selling? As a social e-commerce product, should we solve information flow, cash flow or logistics?

4. Without putting socialization at the strategic level, users can be quickly acquired through WeChat, and trial and error can be iterated.

When I let investors play by themselves, I also wander around. I wanted to set up an entrepreneurial laboratory according to my entrepreneurial experience in recent years, get to know more reliable entrepreneurs and polish a product together. Through a friend's introduction, I met Jiang * * with Alibaba's technical background. Everyone has the same idea about education, and they have ideas about many pain points of software development outsourcing. I also called my buddies who have been developing games for many years and who are doing business consulting. The four of them encouraged them to build an Internet software development outsourcing platform to monitor the whole process of software outsourcing through collaborative tools and professional requirements analysis, so as to ensure the timely acceptance of demanders and the interests of developers. I contacted several investors and talked for several rounds, but I didn't put any money in. There happens to be an investor, Mr. Yang, who owns 600 mu of land in Chongming. After four or five years of operation, he has never found a model for expansion. He wants to grow rice alone under the brand of rice, and provide high-quality rice by applying organic fertilizer and manually pulling weeds. I wanted to introduce a friend who has been a Tmall for many years to take over this project and help Mr. Yang. Everything went well, but in the end, for various reasons, Tmall's friends didn't come to trade, so I had to improvise. I am unprofessional in selling goods. I can write nonsense, and I haven't studied Taobao and Tmall for years. The first money arrived immediately, and nearly 700,000 yuan was invested back and forth. Among them, 250,000 bought a Tmall store (Zhaofengnian flagship store). From the beginning, I actually wanted to make a smart rice barrel and use the thinking of the Internet of Things to drive the sales of rice, but without a good hardware engineer, I had to focus on pure sales first. There are also many detours in the middle. I want to make a baby meal for a while, a community for a while, an official WeChat account for a while, and other whole grains for a while. Later, I bought a Tmall store and did several activities, but the production capacity could not keep up. All the team members are packing rice in the office. The team's cash and patience have been worn away a little. During the Spring Festival of 20 17, only Tmall was kept full-time, and the office and warehouse were changed to Songjiang, reducing the cost of express delivery. Find some part-time bags and concentrate on rice sales first. The project is still going on, but I want to empty myself and think about the future direction.

Summary of the 6th Entrepreneurial Project:

My role: co-founder

Project time: July 20 16/day to February 20 1 7.

Project Name: Ancient and Modern Agricultural Sciences (Zhaofengnian Tmall Flagship Store)

Team members: 8 people

Financing situation: 1 10,000 yuan.

Reflection on project errors;

1. Think slowly, make a quick decision and carry it out resolutely. Many times we think fast, decide slowly and hesitate to implement, which is the main reason why many traditional entrepreneurial projects die. )

2. Sales-oriented entrepreneurial projects should focus on partners in the initial stage, and then recruit employees after behavioral modeling. If there is no partner, find a suitable outsourcing first.

No amount of money can hold a pocket without a bottom. The same is true of investment. Time, goal, route, method and budget are five in one, and they cooperate with each other, otherwise they don't know how to die.

Seven years, 2555 days and nights, six full-time projects, except for the job of product manager, spent a lot of time thinking about how to survive, researching product prototypes, looking for partners, meeting investors, watching too many Internet projects, and seeing his tall buildings rise and collapse. Finally, make an experience summary:

1. Entrepreneurship should follow suit. For a small entrepreneurial team, it can't be too early or too late. In the words of insiders: the early step is a martyr, and the late step is ashes. The tricky way is C2C (copying to China). Being late, giving up rationally.

2. Pursuing brotherhood by * * common interests, and never pursuing * * * common interests by brotherhood. So at the beginning, we must make it clear in black and white how to quit, how to distribute benefits, and how to make a decision.

3. Before 3.MVP, there were no more than 5 team members (no matter how much investment you got), and you firmly controlled the cash flow. If you are a sales-oriented startup, you will only go to a partner before you have a stable order (which will greatly reduce your management costs and operating costs).

4. At any time, always remember: goal, goal, goal.

5. The product is the foundation and the team is the focus. Born to die, whether you are a partner or recruiting employees, you should think about all the exit plans before you enter, otherwise you would rather do it alone, and it is more difficult to find a partner than an object.

Resuming the game is for better progress. Failure is only a process of success As long as the heart is not dead, the dream is still there. After seven years of grinding a "building", the building has been unsheathed! ! !

PS: In order to protect the privacy of business partners, the name is replaced by * *. The story above is absolutely true. If there are similarities, it is no coincidence.