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DISCIPLINED ENTREPRENEURSHIP
THE PROVEN AND SYSTEMATIC WAY TO BUILD A NEW VENTURE
"My go-to book when building my companies. Accessible, rigorous, gives clear direction."
Frederic Kerrest, Co-Founder of Okta, author of Zero to IPO
"A must-read. The first version, which was published in 2013, has proven to be the best book for entrepreneurs, investors, and entrepreneurship educators on building a high-growth startup. This update looks to be even better."
Mark Gorenberg, Founder and Managing Director, Zetta Ventures; former Director of the US National Venture Capital Association (NVCA)
"After having conducted a 10-year longitudinal research study on the effect of this methodology, the evidence is clear that it had a profoundly positive impact on participating students' rates of success (69% 5-year survival rate) and magnitude of success."
Professor Daniela Ruiz Massieu, ITAM University, Mexico
"Using this methodology with existing entrepreneurs showed dramatic improvement effective immediately. Within twelve months the companies saw an average increase of their annual revenue of 200%."
Fiona Bennington, Director of Entrepreneurship, Catalyst Technology Hub, Belfast, Northern Ireland
DISCIPLINED ENTREPRENEURSHIP
THE PROVEN AND SYSTEMATIC WAY TO BUILD A NEW VENTURE
"My go-to book when building my companies. Accessible, rigorous, gives clear direction."
Frederic Kerrest, Co-Founder of Okta, author of Zero to IPO
"A must-read. The first version, which was published in 2013, has proven to be the best book for entrepreneurs, investors, and entrepreneurship educators on building a high-growth startup. This update looks to be even better."
Mark Gorenberg, Founder and Managing Director, Zetta Ventures; former Director of the US National Venture Capital Association (NVCA)
"After having conducted a 10-year longitudinal research study on the effect of this methodology, the evidence is clear that it had a profoundly positive impact on participating students' rates of success (69% 5-year survival rate) and magnitude of success."
Professor Daniela Ruiz Massieu, ITAM University, Mexico
"Using this methodology with existing entrepreneurs showed dramatic improvement effective immediately. Within twelve months the companies saw an average increase of their annual revenue of 200%."
Fiona Bennington, Director of Entrepreneurship, Catalyst Technology Hub, Belfast, Northern Ireland
BILL AULET is the Ethernet Inventors Professor of the Practice of Entrepreneurship and the Managing Director of the Martin Trust Center for MIT Entrepreneurship. He is a globally recognized award-winning educator and author on entrepreneurship. Prior to joining MIT, he had a 25-year track record of success in business, from his start at IBM to his experience as a serial entrepreneur. He started and ran two companies and led a turnaround of a third where he directly raised over [...]M and, more importantly, created many times that in shareholder value. He works around the world with entrepreneurs, small companies, large companies, and governments to promote innovation-driven entrepreneurship.
Introduction: News Flash: Entrepreneurship Can Be Taught! xv
Six Themes of the 24 Steps xxxi
Tracking Your Progress: the Disciplined Entrepreneurship (DE) Canvas xli
Step 0 Getting Started 1
Step 1 Market Segmentation 12
Step 1a Primary Market Research (PMR) 40
Step 2 Select a Beachhead Market 54
Step 3 Build an End User Profile 62
Step 4 Calculate the Total Addressable Market (TAM) Size for the Beachhead Market 71
Step 5 Profile the Persona for the Beachhead Market 83
Step 6 Full Life Cycle Use Case 101
Step 7 High-Level Product Specification 110
Step 8 Quantify the Value Proposition 120
Step 9 Identify Your Next 10 Customers 130
Step 10 Define Your Core 138
Step 11 Chart Your Competitive Position 150
Step 12 Determine the Customer's Decision- Making Unit (DMU) 160
Step 13 Map the Process to Acquire a Paying Customer 169
Step 13a Windows of Opportunity and Triggers 185
Step 14 Calculate the Total Addressable Market Size for Follow-on Markets 194
Step 15 Design a Business Model 202
Step 16 Set Your Pricing Framework 215
Step 17 Calculate the Lifetime Value (LTV) of an Acquired Customer 225
Step 18 Design a Scalable Revenue Engine 240
Step 19 Calculate the Cost of Customer Acquisition (CoCA) 254
Step 20 Identify Key Assumptions 269
Step 21 Test Key Assumptions 275
Step 22 Define the Minimum Viable Business Product (MVBP) 287
Step 23 Show That "The Dogs Will Eat the Dog Food" 302
Step 24 Develop a Product Plan 313
What Else? Beyond the 24 Steps 323
Glossary 329
Acknowledgments 333
About the Author 337
Index 339
| Erscheinungsjahr: | 2024 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Seiten: | 400 |
| Inhalt: | 400 S. |
| ISBN-13: | 9781394222513 |
| ISBN-10: | 1394222513 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Aulet, Bill |
| Hersteller: | John Wiley & Sons Inc |
| Maße: | 220 x 220 x 29 mm |
| Von/Mit: | Bill Aulet |
| Erscheinungsdatum: | 21.03.2024 |
| Gewicht: | 1,066 kg |
BILL AULET is the Ethernet Inventors Professor of the Practice of Entrepreneurship and the Managing Director of the Martin Trust Center for MIT Entrepreneurship. He is a globally recognized award-winning educator and author on entrepreneurship. Prior to joining MIT, he had a 25-year track record of success in business, from his start at IBM to his experience as a serial entrepreneur. He started and ran two companies and led a turnaround of a third where he directly raised over [...]M and, more importantly, created many times that in shareholder value. He works around the world with entrepreneurs, small companies, large companies, and governments to promote innovation-driven entrepreneurship.
Introduction: News Flash: Entrepreneurship Can Be Taught! xv
Six Themes of the 24 Steps xxxi
Tracking Your Progress: the Disciplined Entrepreneurship (DE) Canvas xli
Step 0 Getting Started 1
Step 1 Market Segmentation 12
Step 1a Primary Market Research (PMR) 40
Step 2 Select a Beachhead Market 54
Step 3 Build an End User Profile 62
Step 4 Calculate the Total Addressable Market (TAM) Size for the Beachhead Market 71
Step 5 Profile the Persona for the Beachhead Market 83
Step 6 Full Life Cycle Use Case 101
Step 7 High-Level Product Specification 110
Step 8 Quantify the Value Proposition 120
Step 9 Identify Your Next 10 Customers 130
Step 10 Define Your Core 138
Step 11 Chart Your Competitive Position 150
Step 12 Determine the Customer's Decision- Making Unit (DMU) 160
Step 13 Map the Process to Acquire a Paying Customer 169
Step 13a Windows of Opportunity and Triggers 185
Step 14 Calculate the Total Addressable Market Size for Follow-on Markets 194
Step 15 Design a Business Model 202
Step 16 Set Your Pricing Framework 215
Step 17 Calculate the Lifetime Value (LTV) of an Acquired Customer 225
Step 18 Design a Scalable Revenue Engine 240
Step 19 Calculate the Cost of Customer Acquisition (CoCA) 254
Step 20 Identify Key Assumptions 269
Step 21 Test Key Assumptions 275
Step 22 Define the Minimum Viable Business Product (MVBP) 287
Step 23 Show That "The Dogs Will Eat the Dog Food" 302
Step 24 Develop a Product Plan 313
What Else? Beyond the 24 Steps 323
Glossary 329
Acknowledgments 333
About the Author 337
Index 339
| Erscheinungsjahr: | 2024 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Seiten: | 400 |
| Inhalt: | 400 S. |
| ISBN-13: | 9781394222513 |
| ISBN-10: | 1394222513 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Aulet, Bill |
| Hersteller: | John Wiley & Sons Inc |
| Maße: | 220 x 220 x 29 mm |
| Von/Mit: | Bill Aulet |
| Erscheinungsdatum: | 21.03.2024 |
| Gewicht: | 1,066 kg |
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