Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2
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1 November 16, 2018 Bill Aulet Managing Director, Martin Trust Center for MIT Entrepreneurship Workshop on Disciplined Entrepreneurship: Overview of Disciplined Entrepreneurship in Action
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Transcript of Introduction to Disciplined Entrepreneurship Workshop MGF Deck #2
1
November 16, 2018
Bill AuletManaging Director,
Martin Trust Center
for MIT Entrepreneurship
Workshop on Disciplined Entrepreneurship:
Overview of Disciplined Entrepreneurship in
Action
DISCIPLINED ENTREPRENEURSHIP
Purpose of this Seminar
1. Yes It Can
2. Yes We Can
3. Here is How
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2 Stories
DiPol – Revolutionary membrane technology for direct
methanol fuel cells
Lamborghini Dealership
3
DISCIPLINED ENTREPRENEURSHIP
DiPol4
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Missing?5
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Entrepreneurship 101 Quiz6
What is the singular necessary and sufficient condition to have a
company?
1.
DISCIPLINED ENTREPRENEURSHIP
Case 2: Lamborghini Dealership7
DISCIPLINED ENTREPRENEURSHIP
What Will You Do?
Check my car out and do maintenance
If it needs repair, do them up to $1,500
Profit margin can be 80%
What will your team do?
Why?
Pro’s and Con’s
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DISCIPLINED ENTREPRENEURSHIP
What Should We Be?9
Market-Driven
Target Customer-
Driven
Customer-Driven
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10
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Spiraling Innovation11
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“I'm actually as proud of the things we haven't done as the things I
have done.”—Steve Jobs
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Okay, but now let’s be more systematic for my situation or
any situation …
DISCIPLINED ENTREPRENEURSHIP
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DE: 6 Themes, 24 Steps
① ④
③
⑨
⑩⑦
⑤
⑥
⑧
②
Raison d’ÊtreWhy are you in business?
Mission:
Passions:
Values:
Initial Assets:
Initial Idea:
Initial MarketWho is your customer?
Beachhead:
End User Profile:
TAM:
Persona:
1st 10 Customers:
Competitive AdvantageWhy you?
Moats:
Core:
Competitive Positioning:
Value CreationWhat can you do for you
customer?Use Case:
Prod Description:
Problem Being Solved:
Quant. Value Prop.:
Customer AcquisitionHow does your customer
acquire your product?
DMU:
Process to Acquire Customer:
Windows of Opportunity:
Possible Triggers:
Overall EconomicsDoes your product make
money at a company level?
Est. R&D Exp.:
Est. G&A Exp.:
LTV/COCA Ratio High Enough:
Design & BuildHow do you produce the
product?ID Key Assumptions:
Test Key Assumptions:
MVBP:
Tracking Metrics:
Product Unit EconomicsCan you make money at the
product level?
Biz Model:
Est. Pricing:
Short Term - LTV:Short Term – COCA:Medium Term - LTV:Medium Term – COCA:Long Term – LTV:Long Term – COCA:
SalesHow do you sell your
product?Preferred Sales Channel:
Sales Funnel:
Short Term Mix:
Medium Term Mix:
Long Term Mix:
ScalingHow do you scale your
business?Prod. Plan for Beachhead:
Next Market:
Prod. Plan beyond Beachhead:
Follow-on TAM:
DISCIPLINEDENTREPRENEURSHIP
January 28 – February 2, 2018MIT Campus, Cambridge, MA
Join us for the Entrepreneurship Development Program (EDP) 2018
The concepts, tools, and frameworks covered in the program will enable participants to:
Create, identify, and evaluate new venture opportunities Interpret customer needs and quantify the value proposition Start and build a successful technology-based company Understand how the process of starting new ventures may vary
geographically and culturally Leverage new science and technologies from corporate or
university laboratories Develop winning business plans Scale startups to be globally successful Navigate the venture capital investment process Obtain feedback on personal entrepreneurship skills Enhance and expand their networks
Enter Referral CodeMISKEDP18 to save 15%
To Learn More: http://executive.mit.edu/edp
DISCIPLINED ENTREPRENEURSHIP
End
Questions?
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Twitter: @BillAulet
