Disciplined Entrepreneurship

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.

Auteur

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.

Texte du rabat

24 STEPS TO SUCCESS!

Interest in entrepreneurship is at an all-time high and for good reason--and it's not about to stop. Entrepreneurship is a way to solve problems and increase our quality of life, as well as a way for people to take control of their own lives. Yet some feel it is something they cannot participate in. This book shatters that myth. It will give you a clear and accessible path to become an entrepreneur yourself.

There is nothing mystical about entrepreneurship. It is a craft that can be taught and continually improved over time. It is a mindset, skill set and way of operating that will be fundamental to all people in a rapidly changing world.

Disciplined Entrepreneurship offers a proven, comprehensive, integrated, and step-by-step approach to transforming yourself into an entrepreneur. It provides a road map to creating innovative and highly-successful products which is at the core of every great company. It focuses on both the sequential and iterative process that builds your confidence and skills to see the future with much more optimism. Whether the answer is creating a physical good, a service, or the delivery of information, Disciplined Entrepreneurship breaks down the necessary processes into 24 accessible steps that any industrious person can learn and perform...and get better at over time.

This step-by-step guide to creating a new venture shows you how to systematically analyze and determine:

• Who is your initial target market segment (Beachhead Market)
• What critical value you can create for your customer (Quantified Value Proposition)
• How your customer acquires your product/ solution (Decision-Making Process)
• How you make money from your solution (Unit Economics)
• How you should build your solution (Minimum Viable Business Product)
• How you scale your business (Product Plan for Follow-on Markets)
• And much, much more!
  
  Since this book was initially released in 2013, it has changed the field of entrepreneurship. It has sold hundreds of thousands of copies, been translated to over two dozen different languages, used in hundreds of schools and other organizations, won numerous awards, and become the foundation for online courses taken by hundreds of thousands more across the globe. Most of all, it has helped create a new generation of millions of innovation-driven entrepreneurs.
  
  This new Expanded and Updated Edition of Disciplined Entrepreneurship offers the wisdom of the original in a more concise fashion but also with updated examples and new developments in the field. It also integrates into one book key elements of the successful Disciplined Entrepreneurship Workbook as well as links to an online library of additional resources. If you are a first-time or repeat entrepreneur, this book, Disciplined Entrepreneurship, will help you take your game to the next level. Everyone has entrepreneurship in them, and this book will help bring it out.

Résumé
"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

Contenu

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)…