I am in Bangalore for the past 3 years now, have probably seen more than 200 startups (50 from TheMorpheus + 150 others at pluggd/TechSpark/TiE/Jaaga/SiliconeIndia etc) and I have yet to meet anyone who is not able to build “it”. Whether it is a product company or a services company (product needs building something tangible, services need building team of skilled people, both are equally difficult), the problem they face is, after building it, everyone hits a brick wall. Now what ?
When people start companies, they are way too high on adrenaline since startups are heavily glamorized. People sit in cafe coffee days, discussing how great our product/company will be, discussing features after features, reading HackerNews/TC and generic no context essays of PG. Once the excitement and the kicks settle down (normally after 8 months), people realizes that they never thought of marketing and how they are going to sell and acquire customers.
When they start (I also made the same mistakes), most of the acquisition strategies are just in your head and never tested. You tells yourself how easily you will go from 1 to 10 to 100 to 500 etc where as in reality, getting 1 to 5 to 10 sales can take months and this do lot of damage as mentally you were prepared to see numbers going exponentially which rarely happens.
Development is not that difficult, nor is Marketing (of course you can’t sell a product which is poorly built or if there is no market) but Marketing takes 3X more time. So if it is taking you 6 months to build the product, it will probably take you 18 months to do sales and marketing before you can really call your effort success or failure.