Disciplined Entrepreneurship will change the way you think about starting a company. Many believe that entrepreneurship cannot be taught, but great entrepreneurs aren’t born with something special – they simply make great products. This book will show you how to create a successful startup through developing an innovative product. It breaks down the necessary processes into an integrated, comprehensive, and proven 24-step framework that any industrious person can learn and apply.
You will learn:
- Why the “F” word – focus – is crucial to a startup’s success.
- Common obstacles that entrepreneurs face – and how to overcome them.
- How to use innovation to stand out in the crowd – it’s not just about technology.
Whether you’re a first-time or repeat entrepreneur, Disciplined Entrepreneurship gives you the tools you need to improve your odds of making a product people want.
Author Bill Aulet is the managing director of the Martin Trust Center for MIT Entrepreneurship as well as a senior lecturer at the MIT Sloan School of Management.
Who should buy this book?
The people who should buy this book are those who are interested in entrepreneurship and want to understand the process. They may be first time entrepreneurs, experienced entrepreneurs interested in doing it again, or businesspeople trying to turn their ventures into high growth companies. In addition, many large, established companies are interested in utilizing the book to prove their innovation capability.
Contents
- INTRODUCTION
- SIX THEMES OF THE 24 STEPS
- STEP 0 Getting Started
- STEP 1 Market Segmentation
- STEP 2 Select a Beachhead Market
- STEP 3 Build an End User Profile
- STEP 4 Calculate the Total Addressable Market (TAM) Size for the Beachhead Market
- STEP 5 Profile the Persona for the Beachhead Market
- STEP 6 Full Life Cycle Use Case
- STEP 7 High-Level Product Specification
- STEP 8 Quantify the Value Proposition
- STEP 9 Identify Your Next 10 Customers
- STEP 10 Define Your Core
- STEP 11 Chart Your Competitive Position
- STEP 12 Determine the Customer’s Decision-Making Unit (DMU)
- STEP 13 Map the Process to Acquire a Paying Customer
- STEP 14 Calculate the Total Addressable Market Size for Follow-on Markets
- STEP 15 Design a Business Model
- STEP 16 Set Your Pricing Framework
- STEP 17 Calculate the Lifetime Value (LTV) of an Acquired Customer
- STEP 18 Map the Sales Process to Acquire a Customer
- STEP 19 Calculate the Cost of Customer Acquisition (COCA)
- STEP 20 Identify Key Assumptions
- STEP 21 Test Key Assumptions
- STEP 22 Define the Minimum Viable Business Product (MVBP)
- STEP 23 Show That “The Dogs Will Eat the Dog Food”
- STEP 24 Develop a Product Plan
- POSTLUDE: A BUSINESS IS MORE THAN 24 STEPS
- GLOSSARY
- INDEX
About the Author
- Bill Aulet is the managing director of the Martin Trust Center for MIT Entrepreneurship as well as a senior lecturer at the MIT Sloan School of Management. 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 Cambridge Decision Dynamics and SensAble Technologies. He works around the world with entrepreneurs, small companies, large companies, and governments to promote innovation-driven entrepreneurship.
Book Details
- Hardcover: 288 pages
- Publisher: Wiley; 1 edition (August 12, 2013)
- Language: English
- ISBN-10: 1118692284
- ISBN-13: 978-1118692288
- Product Dimensions: 8.3 x 8.4 x 0.8 inches
- List Price: $32.00