18

Research objectives This article analyzes the failure factors of collaborative platforms, focusing on their business model. It aims to identify the specific reasons for these failures and to formulate recommendations to limit the risks, based on empirical studies conducted in France and Belgium. Methodology The study combines a literature review, a survey of 27 entrepreneurs within the collaborative economy, and an in-depth case analysis of the startup Menu Next Door. A mixed approach (qualitative and quantitative) is used for the latter, including semi-structured interviews, observations and an online questionnaire. Results The results suggest that market-related problems (lack of size and recurrence of supply and demand; low level of trust between the two sides of the market), problems in the business model itself (poorly defined, not scalable and/or pivoted too late) and the team are the main reasons for platform failure. Managerial implications The paper shows the importance of pivoting quickly, developing a scalable business model from the start, reinforcing users’ recurrence, and testing the business model before any internationalization. In addition, marketing must play a key role in attracting and retaining users. Originality The article contributes to the literature through its focus on the failures, rather than successes, of collaborative platforms and through the use of the “Rocket Model for Digital Platforms” as an innovative analytical framework in order to understand and prevent these failures.