Disciplined Entrepreneurship - 24 Steps to a Successful Startup, Expanded & Updated

An expanded & updated version of the award winning & bestselling one-stop entrepreneurial book used by hundreds of schools globally that has helped create or make better hundreds of thousands of entrepreneurs
 
Disciplined Entrepreneurship Expanded and Updated starts by combining the timeless and insightful principles of Disciplined Entrepreneurship with the practical tools found in the Disciplined Entrepreneurship Workbook into a single, comprehensive package. The book also has been updated with recent developments in the field and examples as well as a robust new library of additional resources. Author, entrepreneur, professor, and Managing Director of the Martin Trust Center for MIT Entrepreneurship, Bill Aulet systematically walks readers through exactly how to create a successful startup. This book presents a detailed, sequential--but not linear--integrated and proven 24-step framework that any entrepreneur can apply immediately to improve their chances of entrepreneurial success. Readers will also find:
* The number-one process reason that new ventures fail
* Entrepreneurship is not an art, but rather a craft that can be learned
* How the best idea or product is no assurance at all that you will win--there is much more
 
Perfect for aspiring founders and entrepreneurs within existing organizations, Disciplined Entrepreneurship Expanded & Updated is also an invaluable resource for anyone who has already begun their entrepreneurial journey and needs practical, hands-on tools to help them take their business to the next level.

List of contents

Preface xi
 
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

About the author

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 $100M 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.

Summary

An expanded & updated version of the award winning & bestselling one-stop entrepreneurial book used by hundreds of schools globally that has helped create or make better hundreds of thousands of entrepreneurs

Disciplined Entrepreneurship Expanded and Updated starts by combining the timeless and insightful principles of Disciplined Entrepreneurship with the practical tools found in the Disciplined Entrepreneurship Workbook into a single, comprehensive package. The book also has been updated with recent developments in the field and examples as well as a robust new library of additional resources. Author, entrepreneur, professor, and Managing Director of the Martin Trust Center for MIT Entrepreneurship, Bill Aulet systematically walks readers through exactly how to create a successful startup. This book presents a detailed, sequential--but not linear--integrated and proven 24-step framework that any entrepreneur can apply immediately to improve their chances of entrepreneurial success. Readers will also find:
* The number-one process reason that new ventures fail
* Entrepreneurship is not an art, but rather a craft that can be learned
* How the best idea or product is no assurance at all that you will win--there is much more

Perfect for aspiring founders and entrepreneurs within existing organizations, Disciplined Entrepreneurship Expanded & Updated is also an invaluable resource for anyone who has already begun their entrepreneurial journey and needs practical, hands-on tools to help them take their business to the next level.

Report

"My go to book when building my companies. Accessible, rigorous, gives clear direction"
-- Frederick 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)
 
"While using this methodology existing entrepreneurs showed dramatic improvement effective immediately. Within twelve months the companies saw an average increase of their annual revenue by 400%"
-- Fiona Bennington, Director of Entrepreneurship, Catalyst Technology Hub, Belfast, Northern Ireland
 
"After having conducted a ten-year longitudinal research study on the effect of this methodology, the evidence is clear that it has 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

Product details

• Authors: Bill Aulet, Bill (Mit Sloan School of Management) Aulet
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 21.03.2024
• EAN: 9781394222513
• ISBN: 978-1-394-22251-3
• No. of pages: 400
• Subjects: Guides > Law, job, finance; Social sciences, law, business > Business > Management; Business & management, Klein- und Mittelbetrieb, Wirtschaft u. Management, Small Business & Entrepreneurship, Klein- u. mittelständische Unternehmen u. Existenzgründung