{"product_id":"disciplined-entrepreneurship-workbook-isbn-9781119365792","title":"Disciplined Entrepreneurship Workbook","description":"\u003cp\u003e\u003cb\u003eThe essential companion to the book that revolutionized entrepreneurship\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eDisciplined Entrepreneurship Workbook\u003c\/i\u003e provides a practical manual for working the 24-step framework presented in \u003ci\u003eDisciplined Entrepreneurship\u003c\/i\u003e. 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—\u003ci\u003ebetter\u003c\/i\u003e is always better.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eDisciplined Entrepreneurship\u003c\/i\u003e 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eDelve deeper into the 24 steps to success\u003c\/li\u003e \u003cli\u003eInnovate, persevere, and create the product people want\u003c\/li\u003e \u003cli\u003eInternalize lessons learned from real-world entrepreneurs\u003c\/li\u003e \u003cli\u003eTest your understanding with exercises and case studies\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eStarting 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. \u003ci\u003eDisciplined Entrepreneurship Workbook\u003c\/i\u003e helps you master the skills, tools, and mindset you need to get on your path to success.\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eIntroducing the Disciplined Entrepreneurship Canvas xv\u003c\/p\u003e \u003cp\u003eWhat Is the Disciplined Entrepreneurship Canvas, and Why Is It Important?\u003c\/p\u003e \u003cp\u003eHow to Approach the Disciplined Entrepreneurship Canvas\u003c\/p\u003e \u003cp\u003eExample of Using the Disciplined Entrepreneurship Canvas with Feedback\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 0 How Do I Get Started? Should I? 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Passion\u003c\/p\u003e \u003cp\u003eYour Team\u003c\/p\u003e \u003cp\u003eComing Up with an Idea or a Technology\u003c\/p\u003e \u003cp\u003eHybrid Idea: Mix of Market Pull and Technology Push\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 1 Market Segmentation 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 1, Market Segmentation?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBonus Topic  A Practical Guide to Primary Market Research 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Primary Market Research?\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 2 Select a Beachhead Market 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 2, Select a Beachhead Market?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eDecision for Team to Sign Off on the Beachhead Market\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 3 Build an End User Profile for the Beachhead Market 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 3, Build an End User Profile for the Beachhead Market?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 4 Estimate the Total Addressable Market (TAM) for the Beachhead Market 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 4, Estimate the Total Addressable Market (TAM) for the Beachhead Market?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eAdvanced Topics: Bottom‐Up TAM Analysis\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 5 Profile the Persona for the Beachhead Market 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 5, Profile the Persona for the Beachhead Market?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eAdvanced Topic: Persona Profiles for Multisided End User Market\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 6 Full Life Cycle Use Case 79\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 6, Full Life Cycle Use Case?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 7 High-Level Product Specification 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 7, High-Level Product Specification?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eAdvanced Topic: High-Level Product Brochure\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 8 Quantify the Value Proposition 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 8, Quantify the Value Proposition?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 9 Identify Your Next 10 Customers 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 9, Identify Your Next 10 Customers?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 10 Define Your Core 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 10, Define Your Core?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercise to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 11 Chart Your Competitive Position 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 11, Chart Your Competitive Position?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercise to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 12 Determine the Customer’s Decision-Making Unit (DMU) 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 12, Determine the Customer’s Decision-Making Unit (DMU)?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 13 Map the Process to Acquire a Paying Customer 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 13, Map the Process to Acquire a Paying Customer?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eBonus Topic\u003c\/p\u003e \u003cp\u003eWindows of Opportunity and Triggers 143\u003c\/p\u003e \u003cp\u003eWhat Are Windows of Opportunities and Triggers?\u003c\/p\u003e \u003cp\u003eWhy Are They Important and Why Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 14 Estimate the Total Addressable Market (TAM) Size for Follow-on Markets 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 14, Estimate the Total Addressable Market (TAM) Size for Follow-on Markets?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 15 Design a Business Model 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 15, Design a Business Model?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 16 Set Your Pricing Framework 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 16, Set Your Pricing Framework?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 17 Estimate the Lifetime Value (LTV) of an Acquired Customer 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 17, Estimate the Lifetime Value of an Acquired Customer?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 18 Map the Sales Process to Acquire a Customer 181\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 18, Map the Sales Process to Acquire a Customer?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eExample\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 19 Estimate the Cost of Customer Acquisition (COCA) 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 19, Estimate the Cost of Customer Acquisition (COCA)?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 20 Identify Key Assumptions 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 20, Identify Key Assumptions?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 21 Test Key Assumptions 215\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 21, Test Key Assumptions?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercise to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 22 Define the Minimum Viable Business Product (MVBP) 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 22, Define the Minimum Viable Business Product (MVBP)?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercise to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 23 Show That “The Dogs Will Eat the Dog Food” 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 23, Show That “The Dogs Will Eat the Dog Food”?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercise to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep 24 Develop a Product Plan 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Step 24, Develop a Product Plan?\u003c\/p\u003e \u003cp\u003eWhy Do We Do This Step, and Why Do We Do It Now?\u003c\/p\u003e \u003cp\u003eProcess Guide\u003c\/p\u003e \u003cp\u003eGeneral Exercises to Understand Concept\u003c\/p\u003e \u003cp\u003eWorksheets\u003c\/p\u003e \u003cp\u003eBeyond the 24 Steps 241\u003c\/p\u003e \u003cp\u003eWhat Is Missing in the 24 Steps?\u003c\/p\u003e \u003cp\u003eWorksheet\u003c\/p\u003e \u003cp\u003eExercise Answers 245\u003c\/p\u003e \u003cp\u003eIndex 253\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eBILL AULET\u003c\/b\u003e 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. \u003c\/p\u003e\u003cp\u003eDisciplinedEntrepreneurship.com     \u003c\/p\u003e\u003cp\u003e\u003cb\u003eFEATURING NEW MATERIAL\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eDisciplined Entrepreneurship Canvas \u003c\/p\u003e\u003cp\u003ePrimary Market Research Guide \u003c\/p\u003e\u003cp\u003eWindows of Opportunity and Triggers  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eTHE ESSENTIAL COMPANION TO THE BOOK THAT REVOLUTIONIZED ENTREPRENEURSHIP\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eBill Aulet's \u003ci\u003eDisciplined Entrepreneurship\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eA practical manual for implementing the framework, the \u003ci\u003eDisciplined Entrepreneurship Workbook\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eWith the \u003ci\u003eDisciplined Entrepreneurship Workbook\u003c\/i\u003e in your corner, you'll: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eSystematically build your business\u003c\/li\u003e \u003cli\u003eSharpen your instincts to recognize and fix issues before they prove fatal\u003c\/li\u003e \u003cli\u003eTest and deepen your understanding with exercises, worksheets, and case studies\u003c\/li\u003e \u003cli\u003eInnovate, persevere, and create products customers want and are willing to pay for\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eStarting 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\u003ci\u003e Disciplined Entrepreneurship Workbook\u003c\/i\u003e is here to help you realize those rewards by optimizing your chances of success.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989073117413,"sku":"NP9781119365792","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119365792.jpg?v=1761782683","url":"https:\/\/k12savings.com\/products\/disciplined-entrepreneurship-workbook-isbn-9781119365792","provider":"K12savings","version":"1.0","type":"link"}