Details

Disciplined Entrepreneurship Workbook

1. Aufl.

von: Bill Aulet
21,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	16.03.2017
ISBN/EAN:	9781119365778
Sprache:	englisch
Anzahl Seiten:	288

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Beschreibungen

Titelbeschreibung

The essential companion to the book that revolutionized entrepreneurship Disciplined Entrepreneurship Workbook provides a practical manual for working the 24-step framework presented in Disciplined Entrepreneurship. Unlocking key lessons and breaking down the steps, this book helps you delve deeper into the framework to get your business up and running with a greater chance for success. You'll find the tools you need to sharpen your instinct, engage your creativity, work through hardship, and give the people what they want—even if they don't yet know that they want it. Real-world examples illustrate the framework in action, and case studies highlight critical points that can make or break you when your goal is on the line. Exercises and assessments help you nail down your strengths, while pointing out areas that could benefit from reinforcement—because when it comes to your business, "good enough" isn't good enough—better is always better. Disciplined Entrepreneurship transformed the way that professionals think about starting a company, and this book helps you dig into the proven framework to make your business dreams a reality. <ul> <li>Delve deeper into the 24 steps to success</li> <li>Innovate, persevere, and create the product people want</li> <li>Internalize lessons learned from real-world entrepreneurs</li> <li>Test your understanding with exercises and case studies</li> </ul> The book also includes new material on topics the author has found to be extremely useful in getting the most value out of the framework including Primary Market Research, Windows of Opportunity and Triggers. The book also introduces the Disciplined Entrepreneurship Canvas to track your progress on this journey. Starting a company is a serious undertaking, with plenty of risk and sacrifice to go around—so why not minimize the risk and make the outcome worth the sacrifice? Author Bill Aulet's 24-step framework is proven to build a successful business; the key is in how well you implement it. Disciplined Entrepreneurship Workbook helps you master the skills, tools, and mindset you need to get on your path to success.

Inhaltsverzeichnis

Preface xiii Introducing the Disciplined Entrepreneurship Canvas xv What Is the Disciplined Entrepreneurship Canvas, and Why Is It Important? How to Approach the Disciplined Entrepreneurship Canvas Example of Using the Disciplined Entrepreneurship Canvas with Feedback Step 0 How Do I Get Started? Should I? 1 Your Passion Your Team Coming Up with an Idea or a Technology Hybrid Idea: Mix of Market Pull and Technology Push Step 1 Market Segmentation 11 What Is Step 1, Market Segmentation? Why Do We Do This Step, and Why Do We Do It Now? Process Guide Bonus Topic A Practical Guide to Primary Market Research 23 What Is Primary Market Research? Worksheets Step 2 Select a Beachhead Market 39 What Is Step 2, Select a Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Decision for Team to Sign Off on the Beachhead Market Step 3 Build an End User Profile for the Beachhead Market 47 What Is Step 3, Build an End User Profile for the Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 4 Estimate the Total Addressable Market (TAM) for the Beachhead Market 53 What Is Step 4, Estimate the Total Addressable Market (TAM) for the Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Advanced Topics: Bottom‐Up TAM Analysis Step 5 Profile the Persona for the Beachhead Market 65 What Is Step 5, Profile the Persona for the Beachhead Market? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Advanced Topic: Persona Profiles for Multisided End User Market Step 6 Full Life Cycle Use Case 79 What Is Step 6, Full Life Cycle Use Case? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 7 High-Level Product Specification 87 What Is Step 7, High-Level Product Specification? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Advanced Topic: High-Level Product Brochure Step 8 Quantify the Value Proposition 95 What Is Step 8, Quantify the Value Proposition? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 9 Identify Your Next 10 Customers 101 What Is Step 9, Identify Your Next 10 Customers? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 10 Define Your Core 113 What Is Step 10, Define Your Core? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 11 Chart Your Competitive Position 119 What Is Step 11, Chart Your Competitive Position? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 12 Determine the Customer’s Decision-Making Unit (DMU) 125 What Is Step 12, Determine the Customer’s Decision-Making Unit (DMU)? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 13 Map the Process to Acquire a Paying Customer 131 What Is Step 13, Map the Process to Acquire a Paying Customer? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Bonus Topic Windows of Opportunity and Triggers 143 What Are Windows of Opportunities and Triggers? Why Are They Important and Why Now? Process Guide General Exercises to Understand Concept Worksheet Step 14 Estimate the Total Addressable Market (TAM) Size for Follow-on Markets 153 What Is Step 14, Estimate the Total Addressable Market (TAM) Size for Follow-on Markets? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 15 Design a Business Model 161 What Is Step 15, Design a Business Model? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 16 Set Your Pricing Framework 169 What Is Step 16, Set Your Pricing Framework? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 17 Estimate the Lifetime Value (LTV) of an Acquired Customer 175 What Is Step 17, Estimate the Lifetime Value of an Acquired Customer? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 18 Map the Sales Process to Acquire a Customer 181 What Is Step 18, Map the Sales Process to Acquire a Customer? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Example Step 19 Estimate the Cost of Customer Acquisition (COCA) 199 What Is Step 19, Estimate the Cost of Customer Acquisition (COCA)? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Step 20 Identify Key Assumptions 209 What Is Step 20, Identify Key Assumptions? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheet Step 21 Test Key Assumptions 215 What Is Step 21, Test Key Assumptions? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 22 Define the Minimum Viable Business Product (MVBP) 221 What Is Step 22, Define the Minimum Viable Business Product (MVBP)? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 23 Show That “The Dogs Will Eat the Dog Food” 225 What Is Step 23, Show That “The Dogs Will Eat the Dog Food”? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercise to Understand Concept Worksheet Step 24 Develop a Product Plan 231 What Is Step 24, Develop a Product Plan? Why Do We Do This Step, and Why Do We Do It Now? Process Guide General Exercises to Understand Concept Worksheets Beyond the 24 Steps 241 What Is Missing in the 24 Steps? Worksheet Exercise Answers 245 Index 253

Autorenportrait

BILL AULET is Managing Director of the Martin Trust Center for MIT Entrepreneurship and a Senior Lecturer at the MIT Sloan School of Management. Prior to joining MIT, Bill had a 25-year track record of success in business, beginning at IBM, where he worked for 11 years, before becoming a serial entrepreneur. He started and ran Cambridge Decision Dynamics and SensAble Technologies. Today, in addition to teaching at MIT, he works around the world with individual entrepreneurs, small companies, educators, large companies, and governments to promote innovation-driven entrepreneurship. DisciplinedEntrepreneurship.com

Back cover copy

FEATURING NEW MATERIAL Disciplined Entrepreneurship Canvas Primary Market Research Guide Windows of Opportunity and Triggers THE ESSENTIAL COMPANION TO THE BOOK THAT REVOLUTIONIZED ENTREPRENEURSHIP Bill Aulet's Disciplined Entrepreneurship forever transformed the way professionals think about starting companies. Now this companion workbook helps you get even more out of his proven 24-step framework for making your business dreams a reality. A practical manual for implementing the framework, the Disciplined Entrepreneurship Workbook breaks down the steps and takes you deeper, highlighting critical points that can make or break a fledgling business. Its exercises and assessments help you build on your strengths while pointing out areas that still need work—because when it comes to your business, good enough just isn't good enough. With the Disciplined Entrepreneurship Workbook in your corner, you'll: <ul> <li>Systematically build your business</li> <li>Sharpen your instincts to recognize and fix issues before they prove fatal</li> <li>Test and deepen your understanding with exercises, worksheets, and case studies</li> <li>Innovate, persevere, and create products customers want and are willing to pay for</li> </ul> Starting a company is a serious undertaking with plenty of risk and lots of sacrifice to go around. But the reward is transformational and uniquely fulfilling. The Disciplined Entrepreneurship Workbook is here to help you realize those rewards by optimizing your chances of success.