What happens when your pivot goes horribly wrong?

Skift Take

As a travel-focused startup ourselves, this is tough to watch, but heartening in that the company acknowledged its mistakes quickly and is reacting fast.

-Rafat Ali

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Travel is among the most pivot-friendly categories in the startupland. What happens when a well-liked-but-limited app, focused on a nice but commodity niche, attempts to pivot into a larger company, attempting to “reinvent travel”? It cannot go worse than what’s happening right now to GateGuru.

The airport gate information app, which first launched in Dec 2009, was quickly hailed as “Yelp for airports” focused on information and reviews on food, shopping and service options, and became a favorite with business travelers. But as it grew and attracted $1.3 million over the years in angel investment from well known tech and media investors, the ambition became larger: to be the travel service of choice for the day of travel. Founder Dan Gellert has been talking about that expansion in vision for the last two years, and with the new 3.0 version of the app launched two days ago, the vision finally to life.

But it didn’t bank on two things: one, that TripIt and WorldMate — especially the former — have become the apps of choice for the day of travel, and that expanding vision would need to go way beyond those (“Journey Cards” isn’t groundbreaking, just a nice UI on commodity info). Second, what seems logical to founders doesn’t always seem that to the users and force-feeding your ambition down users’ throats usually backfires: they liked the old but limited and static GateGuru and if they wanted TripIt like functionality, well, they used TripIt for it.

Since the last 48 hours of launch, the reaction to the new version has been brutal, and users have made it very clear, in blistering reviews on in iTunes app store, its Facebook page, tweets and others.

This review below in iTunes store pretty much sums it in terms of details, but among the nicer of the lot:

So much so that the company just wrote a shellshocked blog post outlining what went wrong and how it would rectify it, clearly showing signs of PTSD:

We have received close to a thousand emails, tweets, App Store reviews, Facebook comments and other forms of communication. While we expected a vocal welcome to GateGuru 3.0, we thought it would be overwhelmingly positive. It was not…many other users were clearly and immediately upset at the removal of the ability to search by airport, without entering flight information.

While the negative reaction to GateGuru 3.0 was an incredible disappointment to us, we recognize the need to make things right. So the short of it is that we are working on an update to GateGuru 3.0 that will include the ability to quickly and easily search by airport, without entering any flight information. We hope to have it submitted and approved by Apple in the coming few weeks.

At the end of the day, removing the ability for a user to search by airport was too extreme. While pulling in all of a user’s day-of travel information may be the right experience long-term, we need to allow users to have access of their day-of travel information in the way that they want it.

That said, you have to give the company credit for acknowledging its mistakes quickly and promising to rectify those mistakes as soon as possible. Here’s hoping that company gets another shot at the larger ambition; the travel startup landscape is littered with dead and almost-dead companies that pre-supposed consumer behavior in an extremely complex, interconnected-yet-disperse industry, and we could surely use a feel-good turnaround success story.


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  • http://twitter.com/defcon_5 defcon_5

    An object lesson in the need to build high and strong barriers to entry.

  • http://twitter.com/socialtraveler Nick Farina

    Tough to watch, indeed. Dan is a sharp founder with a great team – and the base product is strong – so I’m predicting (and hoping) that we’ll see this made right.

  • Douglas

    I had emailed them from the app saying I didn’t like the new layout and wanted a way to be able to see reviews without any flight inputs. I got an email back fairly quickly with what I imagine was a stock reply defending the changes and saying I’d essentially get used to them and appreciate them. Around the same time, I tweeted to them as well. By the time my tweet got a reply a few hours later, they had done a 180 and said they would be updating it soon. Definitely sounds like the perception changed very quickly as (negative) feedback came in.

  • http://twitter.com/mitchmonsen Mitch Monsen

    Honestly, this seems like a very large problem that could have been solved with a very small change beforehand: validation.

    From the sounds of things, the founders had a vision that they pursued without turning to their customers for validation of the new idea. They could have run a survey, focus group, or even a limited beta release. Such a huge pivot in the product MUST have these validations in place before changes are made. They could have avoided a lot of headache by simply asking the customers for feedback beforehand.

  • http://twitter.com/andrewhillman Andrew Hillman

    they didnt listen to users. sounds like digg v4

  • colourmix

    More like an object lesson in needing to listen to your customers.

  • Dj007

    2012 is just not the year for pivots

  • Naaaah

    This has been up for like 8 hours. Fix the typo in your lead graf.

  • Needs an editor, stat!

    Oh c’mon, the typo is lost among the poor punctuation and grammar.

  • http://www.facebook.com/rafat Rafat Ali

    Alright, grammar police from weirdoland, out with it! What’s the typo?

  • Mike

    That -> than at the end of the first paragraph.

  • Neil B

    “the vision finally to life”

  • Felix

    This just seems to me like a bait and switch, the old con game.

    I advertise one thing to you nag get you to buy it, and once you’re hooked, I deliver something else.

    I don’t think this should be allowed in AppStores as they are not in real life. I mean if you buy a simple to do app from me, what’s to stop me from updating it to a fully fledged project management app after some time? That is clearly not what the customers paid for…

  • http://theleanstartupmachine.com Trevor Owens

    I’m not sure I would call this a pivot, unless there was specific customer insight that led to the changes Dan wanted to make. Quite the opposite, what it sounds is like the GateGuru team didn’t listen to customers, so this isn’t really a pivot, just a mistake.

  • Guest

    It says ‘than’ and ‘than’ is correct.

  • jdjd

    @mike : It says ‘than’ and ‘than’ is correct.

  • Sean A

    I agree with Mitch. Everyone feels that they know their markets or at least the expected markets. Perhaps instead of guesses at desires, there should have been a small survey of the current users and possibly some marketing/survey efforts for the potential users. But hindsight is always 20/20.

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