"Unlocking Marketplace Liquidity: The Key to Building Successful Companies"


Hatched by Glasp

Aug 28, 2023

4 min read


"Unlocking Marketplace Liquidity: The Key to Building Successful Companies"


In the ever-evolving world of technology and startups, the concept of marketplace liquidity plays a crucial role in determining the success and growth of companies. This article will explore the differences between features, products, and companies, and how understanding these differences can help startups achieve marketplace liquidity. Additionally, we will delve into the importance of side switching and its impact on building scalable and defensible marketplaces. By combining insights from various sources, we aim to provide actionable advice for entrepreneurs looking to create thriving companies in the marketplace space.

Understanding the Differences: Features, Products, and Companies

When discussing the potential for a feature to evolve into a company, it is essential to understand the distinctions between features, products, and companies. While a feature may be valuable, it does not necessarily translate into a viable product or a scalable company. Successful startups often begin with a feature that addresses a specific pain point for users. However, to transition from a feature to a full-fledged company, entrepreneurs must overcome two critical barriers: the transition from a feature to a product and from a product to a company.

The Characteristics of a Good Product

A good product is one that can satisfactorily fulfill users' tasks and provide an experience that surpasses existing alternatives. A key aspect of a good product is its ability to expand from a single feature to multiple functionalities. By continuously improving and adding value to the product, entrepreneurs can enhance the overall user experience and create a competitive advantage.

Building a Successful Company

To transform a good product into a successful company, entrepreneurs must focus on addressing deep pain points for users, establishing monetization strategies, and creating a moat that prevents easy replication by competitors. By tackling users' pain points, developing a product that surpasses existing solutions, and ensuring widespread adoption, companies can build a strong foundation for long-term success.

Actionable Advice:

  • 1. Solve a "must-have" pain point or provide a feature that is at least 10 times better than existing alternatives. This will significantly impact the company's revenue potential.
  • 2. Maintain a clear focus on the value proposition, whether in the B2B or B2C space. Clearly define what the product can do (feature) and how it enhances users' lives (product).
  • 3. Continuously refine the product by adding features that align with user behavior and demand. Regularly evaluate and remove ineffective features to improve overall user experience and productivity.

The Role of Marketplace Liquidity

Marketplace liquidity refers to the critical mass of demand and supply required for a marketplace to thrive. Achieving liquidity is easier for one-sided networks, such as social networks, where users simultaneously act as both demand and supply. However, marketplaces face unique challenges in achieving liquidity, as it depends on the number of suppliers that can fulfill customer requests. Supply density, measured by the ratio of matchable supply to demand, plays a crucial role in marketplace liquidity.

Differentiated Supply and Liquidity Challenges

Marketplaces with differentiated supply, like Airbnb, face challenges in acquiring a critical mass of supply across numerous categories. This complexity in enabling matches makes it more challenging to achieve liquidity. On the other hand, marketplaces with commoditized supply, like Uber, can acquire a critical mass of supply more easily but may lack differentiation. Understanding the nature of supply and the marketplace's geographic range is vital in addressing liquidity challenges.

Unlocking Liquidity: The Role of Side Switching

For hyperlocal marketplaces with differentiated supply, achieving liquidity can be especially challenging. In such cases, side switching, where participants can switch between the demand and supply sides, becomes a crucial strategy. By encouraging users to switch frequently and embedding side switching as part of the value proposition, marketplaces can bootstrap liquidity and expand into new categories. Poshmark is an excellent example of a successful marketplace built on side switching.


Building a successful company in the marketplace space requires a deep understanding of liquidity, the differences between features, products, and companies, and the strategic use of side switching. By addressing users' pain points, refining the product, and maximizing liquidity advantages, entrepreneurs can create thriving marketplaces that stand the test of time. Remember to focus on solving "must-have" pain points, maintain a clear value proposition, and continuously adapt and refine the product to stay ahead in a competitive market.

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