Aulet, Bill <br/><br/>
Disciplined entrepreneurship workbook  
Bill Aulet ; Illustrations by Marius Ursache ; Edited by Chris Snyder 
 - Hoboken, New Jersey :  Wiley,  c2017. 
 - xxi, 263 p. :  col. ill. ;  26 cm. 
<br/><br/> Includes index.  Intended as a companion volume to "Disciplined Entrepreneurship" by the same author. 
<br/><br/>How do I get started? Should I? -- Market segmentation -- A practical guide to primary market research -- Select a beachhead market -- Build an end user profile for the beachhead market -- Estimate the Total Addressable Market (TAM) for the beachhead market -- Profile the persona for the beachhead market -- Full life cycle use case -- High-level product specification -- Quantify the value proposition -- Identify your next 10 customers -- Define your core -- Chart your competitive position -- Determine the customer's Decision-Making Unit (DMU) -- Map the process to acquire a paying customer -- Windows of opportunity and triggers -- Estimate the Total Addressable Market (TAM) size for follow-on markets -- Design a business model -- Set your pricing framework -- Estimate the Lifetime Value (LTV) of an acquired customer -- Map the sales process to acquire a customer -- Estimate the Cost of Customer Acquisition (COCA) -- Identify key assumptions -- Test key assumptions -- Define the Minimum Viable Business Product (MVBP) -- Show that "the dogs will eat the dog food" -- Develop a product plan. 
<br/><br/> "A practical manual for implementing the framework, the 'Disciplined Entrepreneurship Workbook' breaks down the steps and takes you deeper, highlighting critical points that can make or break a fledgling business."--Back cover. 
<br/><br/><label>ISBN: </label>9781119365792 
<br/><br/><label>LCCN: </label>2017302663 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Entrepreneurship--Handbooks, manuals, etc.<br/>New business enterprises--Handbooks, manuals, etc.
<br/><br/><label>Dewey Class. No.: </label>658.11 AU DI