Aulet B. Disciplined Entrepreneurship: 24 Steps to a Successful Startup

Wiley, 2013. — 290 p.24 Steps to Success!Disciplined Entrepreneurship will change the way you think about starting a company. Many believe that entrepreneurship cannot be taught, but great entrepreneurs aren’t born with something special – they simply make great products. This book will show you how to create a successful startup by developing an innovative product. It breaks down the necessary processes into an integrated, comprehensive, and proven 24-step framework that any industrious person can learn and apply.Six themes of the 24 steps.
Step 0. Getting Started.
Step 1. Market Segmentation.
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 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. Map the Sales Process to Acquire a Customer.
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.
Postlude: a business is more than 24 steps.