Start Growth, a venture capital firm founded in 2014, is launching a new initiative to support early-stage startups: its own digital marketing operation integrated into the acceleration program. The goal is to address a recurring bottleneck for companies that have validated their product but have not yet managed to structure sales and customer acquisition strategies.
According to a survey by CB Insights, 42% of startups cease their activities due to lack of market and 29% due to capital problems. In Brazil, data from the Brazilian Startups Association (Abstartups) show that 74% of emerging companies are in the initial phase, precisely the most vulnerable stage in terms of cash flow. It is in this scenario that Start Growth intends to operate, offering a ready-made marketing and communication structure, with lower costs than building an in-house team.
Second Marilucia Silva Pertile, co-founder of Start Growth and mentor for startups, the decision was made after observing recurring difficulties in the portfolio. "I've noticed that most of the startups we serve, especially early-stage ones, have a product ready, minimally validated, but can't invest in basic sales and growth infrastructure," she states.
The executive explains that the proposal is to take on a more active role within the selected companies. "We are offering startups that open their cap table to us a digital marketing operation within Start Growth, to accelerate this more quickly. The startup will pay a much lower monthly fee than it would with its own structure, and at the same time will have a dedicated team to create and execute strategies with us," she says.
In practice, the manager will assemble a specialized team in media, digital marketing, and communication, led internally. The model differs from a conventional agency, as Start Growth becomes part of the cap table and, therefore, shares the business's risk and return. "We don't want to be compared to an agency because an agency does everything packaged the same for everyone. By being on the cap table, it makes much more sense for us to fight for results, to truly be the growth," says Marilucia.
She also points out that the solution seeks to reduce common delays in startups that try to structure marketing internally. "We recently saw cases where the startup took months to hire and train an analyst or to get basic campaigns right. During that time, the top of the funnel remained empty. With our team, in six months we will already be validating hypotheses, accelerating and bringing qualified leads," she highlights.
The financial burden of the in-house structure
A survey based on average salaries in Brazil shows that assembling a minimal in-house digital marketing team costs around R$ 25,000 per month — considering a mid-level marketing analyst (R$ 6,000), a performance manager (R$ 10,000), a designer (R$ 5,000), and automation tools, paid media, and CRM which total another R$ 4,000 monthly. This amount does not include labor charges, training time, or learning curve.
In the model announced by Start Growth, selected startups pay a significantly lower monthly fee, with access to an already structured and dedicated team. The differentiator, according to the management company, lies in the alignment of interests: as Start Growth becomes part of the cap table, the return depends directly on the startup's commercial success.
Global trend of "hands-on" acceleration
The Start Growth strategy follows a trend observed in international acceleration programs. Y Combinator, in Silicon Valley, created teams of growth, product, and technology specialists who work directly with the invested companies, shortening the learning curve. In Brazil, accelerators such as ACE and Darwin Startups have also expanded their internal service offerings, going beyond just providing capital and offering support in sales, people management, and technology.
This movement reflects a change in the profile of early-stage investors. Financial capital remains essential, but it is no longer enough to differentiate a program. According to the Global Accelerator Report 2023, more than 60% of global accelerators have started offering complementary services such as marketing, legal, and operations to increase the survival chances of their invested startups.
With the new digital marketing cell, Start Growth positions itself on this same path, with a proposal adapted to the Brazilian reality: reducing costs and accelerating commercial results for early-stage startups, precisely when cash flow is tighter and the risk of mortality is higher.
The manager expects the model to increase the attractiveness of the acceleration batch, which currently has applications extended until September 18, and strengthen the startups' ability to generate revenue immediately after initial product validation.