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Disciplined Entrepreneurship: 24 Steps to a Successful Startup

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en Limba Engleză Hardback – 30 Aug 2013

Praise for Disciplined Entrepreneurship
"Entrepreneurship is not only a mindset but a skill set. The 24 Steps presents a practical step–by–step process to channel the creative spirit to maximize the chances of success and ultimate impact."
Mitch Kapor, founder, Lotus Development Corporation
"Entrepreneurship is a learned skill which can be honed through crisp execution. This book can help every entrepreneur dramatically increase the likelihood of success by providing step–by–step guidance on how to approach starting a new business. I recommend it to all ambitious entrepreneurs."
Doug Leone, Managing Partner, Sequoia Capital
"While the spirit of entrepreneurship is often about serendipity, the execution is not. This book takes you through a systematic approach to significantly increase your odds of succeeding in making a world–changing and sustainable company."
Joi Ito, Director, MIT Media Lab
"While I am not a big fan of business plans, I am a big fan of the business planning process. This book provides an invaluable comprehensive framework for innovation–driven entrepreneurs to execute the business planning process."
Brad Feld, Managing Director of the Foundry Group, co–founder of TechStars, and creator of the Startup Revolution book series

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Specificații

ISBN-13: 9781118692288
ISBN-10: 1118692284
Pagini: 288
Dimensiuni: 211 x 207 x 21 mm
Greutate: 0.83 kg
Ediția: 1. Auflage.
Editura: Wiley
Locul publicării: Hoboken, United States

Textul de pe ultima copertă

Praise for Disciplined Entrepreneurship
"Entrepreneurship is not only a mindset but a skill set. The 24 Steps presents a practical step–by–step process to channel the creative spirit to maximize the chances of success and ultimate impact."
Mitch Kapor, founder, Lotus Development Corporation
"Entrepreneurship is a learned skill which can be honed through crisp execution. This book can help every entrepreneur dramatically increase the likelihood of success by providing step–by–step guidance on how to approach starting a new business. I recommend it to all ambitious entrepreneurs."
Doug Leone, Managing Partner, Sequoia Capital
"While the spirit of entrepreneurship is often about serendipity, the execution is not. This book takes you through a systematic approach to significantly increase your odds of succeeding in making a world–changing and sustainable company."
Joi Ito, Director, MIT Media Lab
"While I am not a big fan of business plans, I am a big fan of the business planning process. This book provides an invaluable comprehensive framework for innovation–driven entrepreneurs to execute the business planning process."
Brad Feld, Managing Director of the Foundry Group, co–founder of TechStars, and creator of the Startup Revolution book series


Cuprins

PREFACE xiii
ACKNOWLEDGMENTS xv
INTRODUCTION 1
SIX THEMES OF THE 24 STEPS 11
STEP 0 Getting Started 15
STEP 1 Market Segmentation 23
STEP 2 Select a Beachhead Market 41
STEP 3 Build an End User Profile 49
STEP 4 Calculate the Total Addressable Market (TAM) Size for the Beachhead Market 57
STEP 5 Profile the Persona for the Beachhead Market 69
STEP 6 Full Life Cycle Use Case 83
STEP 7 High–Level Product Specification 91
STEP 8 Quantify the Value Proposition 103
STEP 9 Identify Your Next 10 Customers 113
STEP 10 Define Your Core 121
STEP 11 Chart Your Competitive Position 131
STEP 12 Determine the Customer s Decision–Making Unit (DMU) 139
STEP 13 Map the Process to Acquire a Paying Customer 149
STEP 14 Calculate the Total Addressable Market Size for Follow–on Markets 157
STEP 15 Design a Business Model 163
STEP 16 Set Your Pricing Framework 173
STEP 17 Calculate the Lifetime Value (LTV) of an Acquired Customer 181
STEP 18 Map the Sales Process to Acquire a Customer 195
STEP 19 Calculate the Cost of Customer Acquisition (COCA) 203
STEP 20 Identify Key Assumptions 219
STEP 21 Test Key Assumptions 225
STEP 22 Define the Minimum Viable Business Product (MVBP) 235
STEP 23 Show That The Dogs Will Eat the Dog Food 245

STEP 24 Develop a Product Plan 253
POSTLUDE: A BUSINESS IS MORE THAN 24 STEPS 261
GLOSSARY 263
ABOUT THE AUTHOR 265
INDEX 267


Notă biografică

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.