How Marxent Spent 4 Years Finding Product-Market Fit: A Lesson in Strategic Patience
Most startup advice emphasizes rapid iteration and quick pivots. But in a recent episode of Category Visionaries, Beck Besecker shared how Marxent took a dramatically different approach, spending four years methodically exploring markets before finding their perfect fit in 3D commerce.
Starting with a Clear Thesis
Marxent began with a fundamental belief about the future of digital commerce. As Beck explains, “Eventually, three D will eat the Internet. Every single product on the Internet will be in 3d because it’s easier to maintain, it’s transportable.”
But having a thesis wasn’t enough. The challenge was finding the right market segment ready for this transformation.
The Methodical Market Exploration
“We probably spent four years trying to find it. We did fashion and shoes and luxury items and cars and industrial equipment and healthcare equipment,” Beck recalls. This wasn’t random experimentation – each market taught them something valuable about the requirements for 3D visualization success.
The breakthrough finally came when they entered the home improvement space, starting with decking products. This sector had the perfect combination of factors: products with long shelf lives, complex configuration needs, and clear visualization benefits.
Learning Through Customer Problems
Beck emphasizes the importance of truly understanding market needs: “When you take a product to market, you’re basically making a proposition to the market, and the real work is like listening for what comes back to you. And it takes time. People got to tell you their deep, dark problems and usually they’re nuanced and hidden and you got to suss all that out.”
This deep customer understanding led them to identify a crucial problem in the home improvement space: “If you’re going to buy a high consideration product like in the home category… they’re expensive, they have a lot of configurable parts that have to be put together in a shared scene, it’s a complex data model.”
Managing the Exploration Phase
To sustain this long exploration period, Marxent took two crucial steps:
- They remained frugal with their resources: “We were very frugal with our cash. We didn’t overhire before we felt like we had product market fit.”
- They created a parallel revenue stream: “We also started a whole nother company at the same time that helped finance this company that was a little bit more of a consulting web mobile agency that was a little more like a cash business.”
Market Validation Through Job Titles
They knew they’d found their market when major retailers started creating roles specifically for their technology. Beck notes, “We started hearing from our retail partners, which are like Macy’s and Lazy Boy Bob’s furniture, Miller Knoll, that they started hiring people with roles that were like head of visualization.”
The Economics of Product-Market Fit
Not every market was ready for 3D visualization, even if the technology worked. As Beck explains, “Do you really need to see a shoe in your hand before you buy it? Plus the cost of creating that content, the turnover of that content doesn’t quite make the economics work, but eventually it will.”
This understanding of market economics helped them focus on sectors where the value proposition was immediately clear.
Lessons for Founders
Beck challenges the notion that quick success is the norm: “We tend to hear the quick hit stories, and that’s not real.” Instead, he advocates for a more patient approach to finding product-market fit: “I just think that’s the reality of the grind. To really create something, you’re going to have to do that. If you get lucky, great. But I don’t know very many guys that I know been lucky out of the box like that.”
For founders working on potentially category-creating products, Marxent’s journey offers a valuable lesson: sometimes, the path to product-market fit isn’t about moving fast and breaking things – it’s about having the patience to thoroughly explore and understand your market until you find the perfect fit.
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