
Disciplined Entrepreneurship Expanded & Updated
24 Steps to a Successful Startup
Bill Aulet(Author)
Wiley (Publisher)
Published on 21. March 2024
Book
Hardback
400 pages
978-1-394-22251-3 (ISBN)
Description
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.
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.
More details
Edition
1
Language
English
Place of publication
New York
United States
Dimensions
Height: 220 mm
Width: 220 mm
Thickness: 29 mm
Weight
1066 gr
ISBN-13
978-1-394-22251-3 (9781394222513)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions

E-Book
03/2024
2nd Edition
Wiley
€25.99
Available for download
Previous edition

Book
08/2013
Wiley
€33.90
Article exhausted; check for reprint
Person
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.
Content
Preface
Introduction: News Flash-Entrepreneurship Can Be Taught!
Six Themes of the 24 Steps
Tracking Your Progress: The Disciplined Entrepreneurship (DE) Canvas
Step 0: Getting Started
Step 1: Market Segmentation
Step 1A: Primary Market Research (PMR)
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 13A: Windows of Opportunity and Triggers
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: Design a Scalable Revenue Engine
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
Beyond the 24 Steps
Glossary
Acknowledgments
About the Author
Index
Introduction: News Flash-Entrepreneurship Can Be Taught!
Six Themes of the 24 Steps
Tracking Your Progress: The Disciplined Entrepreneurship (DE) Canvas
Step 0: Getting Started
Step 1: Market Segmentation
Step 1A: Primary Market Research (PMR)
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 13A: Windows of Opportunity and Triggers
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: Design a Scalable Revenue Engine
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
Beyond the 24 Steps
Glossary
Acknowledgments
About the Author
Index